1. Identify learning objectives and outcomes

2. Determine which key account teams will participate in the pilot and in subsequent workshops

3. Identify your customers’ cost-benefit analysis and justification methods that will be referred to in the workshops

4. Determine the timing of the workshop series

5. Identify sales training programs that the Key Account Selling workshop must fit with

6. Determine how the insights developed by participants will be collected, documented, and shared with all Your company key account teams and field sales managers and representatives

7. Determine what follow-up activities will be used to continue the learning after the initial workshops

1. Document ways your company products, programs, and services can help customers increase sales, reduce costs, reduce working capital, improve productivity of fixed assets, and increase cash flow

2. Analyze selected key accounts latest financial results to identify financial needs

3. Identify specific ways your company products can help targeted key accounts achieve their financial goals

4. Document cost-benefit analysis and justification methods used by key accounts

5. Review the workshop design and materials with your company management

6.Produce workshop materials, including participant notebooks, wall charts, exhibits, examples, and handouts

1, Study their customers’ annual reports, paying particular attention to the CEO’s letter and the financial statements

2, Send questions they have about the financial results and needs of their customers to Post Associates