Explore the needs
Key phase of the appointment. Ask questions to analyze needs.
Develop your strategic sales
Comment développer ses ventes stratégiques ?
Dans un environnement B2B de plus en plus concurrentiel, développer ses ventes stratégiques ne se résume plus à multiplier les prises de contact ou à accélérer le cycle commercial. Il s’agit avant tout d’adopter une approche structurée, basée sur une compréhension fine des enjeux clients, la création de valeur différenciante, et l’alignement étroit entre les équipes commerciales et les objectifs de l’entreprise.
Vous vous demandez comment identifier les comptes à fort potentiel, élaborer une proposition de valeur percutante ou encore sécuriser vos deals à long terme ? La réponse tient en trois piliers : méthodologie, posture et montée en compétences.
Thanks to an approach centered on listening, strategic analysis and anticipating needs, this training course will help you to better understand the complexity of multi-interlocutor sales, to structure your sales approach over the long term and to build a real relational action plan around your key customers.
Quel est le contenu de la formation “Développer ses ventes stratégiques” ?
The "Développer ses ventes stratégiques" training program is aimed at BtoB sales professionals who want to transform their sales posture and develop high value-added customer relationships. The program covers the following topics
- Understanding the strategic process
- Be aware of your sales approach during a complex sale
- Making the most of your customer portfolio
- Determine priority sales and negotiation objectives
- Avoid unbalanced and unproductive customer relationships
- Using the win/win matrix in negotiations
- Defining and using the four players in complex sales
- Best practices in strategic analysis
- Identify obstacles and solutions
- Best practices to increase your impact with final decision-makers
- Update strategic action plans
- Adapting best practices to customer characteristics
Our training courses are based on active, immersive teaching methods rooted in real life. Each topic is explored through scenarios directly related to the participants' jobs, facilitating immediate application in their daily professional lives.
We also incorporate film clips, educational games, examples of good/bad practices, and explanatory videos to promote awareness, emotion... and a little humor, because we learn better when we can breathe. Learning is supported by a variety of materials: illustrations, practical fact sheets, summary cards, guided exercises, questionnaires, and operational documents that can then be used in the field.
Finally, the emphasis is on each person's successes and strengths, in order to boost confidence, motivation, and the desire to progress throughout the course.
What are the objectives and methods for assessing the skills acquired?
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Développer une vision stratégique de la performance commerciale dans un environnement B2B en constante évolution.
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Renforcer l’impact commercial à travers une démarche orientée client, fondée sur la création de valeur et la différenciation concurrentielle.
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Faire monter en puissance les équipes commerciales en leur apportant des leviers concrets pour adresser des enjeux complexes et à fort impact business.
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Adopter les meilleures pratiques pour piloter efficacement les cycles de vente à haute valeur, en intégrant les dimensions relationnelles, organisationnelles et économiques.
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Stimuler une dynamique de croissance pérenne grâce à l’alignement des actions terrain avec les objectifs stratégiques de l’entreprise.
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Faire évoluer les postures commerciales vers un rôle de business partner, capable d’anticiper les attentes, co-construire des solutions et sécuriser des partenariats à long terme.
Progress is monitored throughout the program thanks to a structured, action-oriented approach that includes:
- A self-assessment grid completed at the start and end of the training course. Participants evaluate their confidence level for each targeted skill. This step-by-step assessment allows them to immediately see their progress and areas for improvement.
- Operational objectives defined at the end of each sequence. Participants identify the specific actions they intend to implement, ensuring the transfer of skills to their job.
- Regular practical application: case studies, guided exercises, simulations, and role-playing to verify real understanding and lasting mastery of skills.
This assessment tool provides a clear and measurable overview of the participant's progress, both in terms of their level of proficiency and their confidence in applying their skills in a professional setting.
Who should attend?
This training course is designed for key account sales reps, business developers, strategic account managers and consultants wishing to boost their sales impact over the long term. No prerequisites are required.
The disability advisor can help you adapt the course to suit your needs. The materials and equipment required to carry out the assessments can be adapted.
For all registration requests:
Contact us by phone at 01 47 20 31 46 or via the contact form, and one of our advisors will respond within 48 hours.
An individual meeting with one of our advisors will allow you to:
- to verify that the training meets your needs,
- to clarify your career path,
- and to determine the most suitable session dates.
Access times:
Depending on your availability: Our sessions are open continuously. For group sessions, the start date is confirmed once four people have registered. Registration is possible up to two weeks before the first session.
Training dates and locations
Training courses are available throughout the year, either in person (at your premises or in our dedicated rooms in Levallois, depending on the agreed arrangement) or remotely via Microsoft Teams or any other videoconferencing tool compatible with the internal constraints of your organization and our training organization.
For e-learning courses, we use our Learnybox platform, which can be accessed from a computer, tablet, or smartphone (equipment required for training). The content includes videos, interactive exercises, online resources, SCORM modules, downloadable documents, and training materials.
Our training courses can be taken individually or in groups.
In group sessions, training is provided for a minimum of 4 participants and a maximum of 12 participants in order to guarantee personalized support, rich exchanges, and careful monitoring of practical application.
Contact us for upcoming training dates and locations near you.
Our training courses are led by specialized coaches and trainers, each of whom is an expert in their field (management, sales, customer relations, etc.). With their hands-on experience, they provide a detailed understanding of operational realities, business challenges, and situations that participants may encounter.
Their approach combines practical experience, active teaching methods, and mastery of facilitation techniques: role-playing, structured debriefings, educational games, video analysis, and immediately actionable operational insights.
They support participants with kindness, high standards, and a genuine results-oriented culture, transforming each learning experience into lasting skills.
Rates & Financing
How much does this course cost?
You can contact one of our training consultants to discuss your training project and find out more about the fees for this course.
How can this training be financed?
We offer several financing solutions:
- Personal training account (CPF)
- Skills Operators (OPCO)
- France Travail
- Your company's skills development plan
Why choose Inéa Conseil?
Inéa Conseil is a training training organization recognized for its expertise in management and skills development. Since 2008, we have trained over than 2 000 people a year, including employees of major companies and private individuals. Our innovative teaching methods, including video learning and filmed scenarios, guarantee an enriching and effective learning experience.
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In short, Inéa Conseil is :
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- 16 years of experience: Discover our history
- Field studies and case studies
- Performance improvement workshops
- Individual, results-oriented coaching, with a review and ongoing support.
- Innovative teaching tools
- My Coach" mobile learning application
- Certifying e-learning sessions for distance learning at your own pace
- Expert trainers and coaches
- Face-to-face training in Paris and throughout France
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DISABILITY
Accessibility for people with disabilities: online or face-to-face PMR-accessible program. Give us a call so that we can guide you according to your disability.
Olivier Jacob, disability consultant: 0147203146 - contact@ineaconseil.fr
Learn in a fun way with film clips
Argumentation- Remotivation - Sunday Hell
Three excerpts are particularly noteworthy because each corresponds to a training promise. The three sequences in question therefore illustrate the following themes: team mobilization, management of divas, and encouraging team spirit before an important match.
Making a good sales pitch Tin Men
This comedy is inevitably close to caricature. Obviously, it does not lack scenes where we see our salesmen in action. The one that follows can give ideas to develop original and effective hooks.
Persistence to get an appointment - Wall Street
Getting past the assistant's roadblock: one of the first hurdles anyone faces when trying to prospect! In this first excerpt, Bud is confronted with it and brilliantly demonstrates how to get around the obstacle!
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