KAM oriented effectiveness
Tools and attitude to build and execute an efficient lobbying plan
The training is composed at 50% of practical exercices :
- Custom case studies
- Workshop on participant real cases
A 2 days training
April 28 & 29, 2020
1190€ / person for 2 days
Excluding any specific preparation and expenses
Perfluence is a methodologies and software editor specialized in KAM, strategic sales, and Enterprise Relationship Capital Management. Our methodologies are the outcome of 20 years of research in complex sales.
Strategic Value Selling (SVS):
A "best of" modern value-based method that brings the keys to build and drive a wining sales dynamic on RFP’s, increase performance on short- and mid-term opportunities or align with customers at multiple levels.
Co-create and present value with the help of proven approaches such as:
The value message
The FCST approach
Top down thinking
Connecting your solutions with customer stakes
Relationship Intelligence & Influence Management (RiiM):
That brings the relationship complexity down to a definite number of subsystems with their ad hoc metrics and mix them with power analysis to manage influence, map accounts and win opportunities.
A process based on this method which allows to understand, analyze and operate the relationship network:
Describing graduated relationships and networks
Mapping power and influence
Managing Stakeholders
Group Networking - "hunting in packs”
Mapping the full ecosystem before and during RFPs
Key Account Management (KAM)
A method to organize, structure and optimize the collective task of managing the business with large accounts. It includes specific tools such as the KAM Sheet, FCST, the Black and Grey Zones matrix, the entity/offer matrix, and the Account plan. It also includes non-hierarchical management principles and assertiveness-based leadership.
A process based on this method to generate sustained business streams with large accounts:
The KAM Yearly process and organization
Mapping the full ecosystem
How to conduct efficient ARMs
Building the pursuit team
Managing pursuit team members
Detecting multi-year strategic leads
Promoting innovation
Diagnosis Selling (SURF):
Interviewing somebody while building up a consultative selling approach we call “diagnosis capability”. It combines a powerful socratic questioning structure with an efficient way to investigate the emotional part of the prospect’s personality, wrapped in an easy to memorize set of analogies (like the SURFER, the GLIDER, etc.)
Following the 4 steps of S.U.R.F.
Scanning the situation
Urgencies : Identifying the customer present issues
Risks: Considering the consequences it could have in the Future
Finalization : Showing how the value brought can reach this goal
Through this Sales Excellence training, you will learn:
RiiM
"Enlightened" Org Charts
Graduated Soliciting and Trust Relationships Model
The Graduated Relationship Matrix
Deciphering Power Issues
PowerScope Power Representation
SURF
Influence-Specific Socratic Questioning
How to anticipate the negotiation phase on deals to come
SVS
The full sales & KAM Process & Tools
The Inclination / criteria / value message matrix
Subsidiaries Specific Sales Process
Metrics to evaluate your Enterprise Relationship Capital (ERC) on your account
How to establish a Winning Sales Strategy
How to establish a Winning INFLUENCE Strategy on an account and on its related big deals
Lieu : Nogent-sur-Marne
“I work as sales manager for an international engineering services company and attended the 1st session (out of 2 in total) of RIM training (Relationship and Influence Management) in March 2017.
The main topic in this training session was the use of SURF questioning methodology in order to better understand the customers’ needs and to learn on who to dig for necessary information in order to create the best valuable offer.
I applied this technique in my next customers meetings and succeeded winning new customers and to enlarge my business with existing customers (providing additional services on a more profitable basis).
With these results I can recommend this training for all people being either active in sales or customer relationship management activities as it definitely helps to better understand the real customer needs, their way of taking decisions and leads to direct sales success.”