BHETA is offering a sales training course and a webinar on targeting B2B accounts for its members over the coming weeks.
An industry wide webinar on Tuesday 27 February at 2pm will advise members on the creation of B2B websites. Presented by Lizzi Benger, customer success manager at BHETA business service provider, Aspin, the session will explore the key factors to consider when developing or updating a trade website.
Lizzi will cover addressing questions such as ‘why are we doing this?’, ‘who are we targeting?’, ‘who owns a B2B portal and what role should they play in promoting the site?’, ‘how do we overcome reluctance from customers and staff when it comes to trade website adoption?’
BHETA has also partnered with training provider, Selling Interaction, to offer an eight session virtual sales training course for account managers at member companies.
The course includes eight interactive two-hour virtual workshops, delivered every two weeks starting in February, with group sizes from four to eight people. Candidates will be set on-the-job assignments which build over the programme, along with help to build an account plan or strategy, or fine tune an existing one.
Candidates will be provided with high quality training materials, as well as an experiences sales/account management trainer with hands-on sales experience.
Modules include:
· Knowing customer channels and opportunities
· Managing politics to improve influence
· Negotiation preparation
· Defending price increases
· Competitors and competitive advantage
· Power and dependency
· Negotiation execution and tactics
· Core principles of KAM / NAM
· Account planning and strategic objectives
· Understanding professional procurement
· Account plan review
· Virtual account teaming for strategic success
