Account Management, bespoke in Luggate Burn

Verbal based communication, and cold calling in particular, remains an important part of any balanced sales strategy.

The Challenge

This client is a food manufacturer operating a global business. When TLSA became involved, the client was in the middle of a strategic plan designed to achieve challenging growth objectives.

Leadership development was identified as critical to delivering the growth targets. One of the key challenges was to establish a ‘Sales Director: Executive Sales Leader’ group with the capability and potential to deliver on a country-by-country basis.

The Challenge

To enable capable sales managers to make the transition from manager to business leader. The goal was to develop the leadership and business skills needed to run a team of people balancing performance, behaviours, and profitability.

To deliver this training with an accreditation process, whereby participants can demonstrate personal progress.

To succeed in key account management we must make lots of contacts and talk to lots of people within the account. One of the ways customers reduce risk is to ensure that as many of their people as possible are in favour of the decision.

Some people say that in the era of consultative-partner selling, closing is no longer necessary. This is just not the case.

Cross-cultural negotiations can falter for a whole variety of reasons.

What does it take to be a successful public speaker?

When it comes to negotiations, having the edge on the other side can make all the difference.

Inspirational Leadership gets results. It’s about recognising that your most precious possession is the people who work for you, and having the skill to draw out the very best in their performance.