Sales and Relationship Management Training

Managing client relationships, growing revenue streams and expanding accounts is a real skill that is not just natural talent. It requires consistent planned activity and thoughtful engagement to maximise opportunity.

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We help our learners maximise lead generation, account growth, client retention and cross-selling through improved quality of insight and conversation. We will teach you how to grow business predictably through planning and execution of structured and high-performing client development programmes.

The content is delivered by Jeremy Brim, a work winning specialist with 20 years of experience in pursuing clients and opportunities of all sizes across private, public and federal sectors globally, regionally and locally.

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Planned relationships

Working to account plans
Mapping out and prioritising key players
Understanding people styles

Initiating relationships

Making contact
Meeting and influencing key contacts
Setting meeting objectives
Initiating, protecting and strengthening relationships

Building trust

The trust equation
Building credibility
Journey to trusted advisor

Helping clients to buy

Relating to client wants
Recognise how customers buy
Persuasion / Influence
Value propositions
Co-solutioning
Questioning skills
Dealing with concerns

Performance management and lessons learned

Annual Client Reviews
Personal sales performance
Lessons learned reviews

Who would benefit from attending?

Client Account / Sales Leads should attend to develop their understanding of this critical phase in the business development lifecycle. It will:

Demonstrate the value of high-quality input into client account strategy
Enable higher conversion rates through influence, quality insight and positioning
Deliver long term valued relationships with clients through building trust, moving to trusted advisor status

Service Delivery Leads who are responsible for developing the solution and running the service once the business is secured should attend to further develop:

Their approach to building and co-solutioning valuable winning service delivery models that deliver value and innovation for the client
Their skills in leading the deconstruction of client questions to generate compelling content and responses in meetings
How to deal with client concerns and move back to positive relationships.

Contributors or subject matter experts (SMEs) should attend to:

Understand the full business development environment and how to play a winning part in it
Acquire skills in challenging and verifying strategy
Understand their lead role in solution development
Hone skills in engaging with client teams

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