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
The program will be adjusted according to identified needs
What are the objectives of this training course?
-
Développer une vision stratégique de la performance commerciale dans un environnement B2B en constante évolution.
-
Renforcer l’impact commercial à travers une démarche orientée client, fondée sur la création de valeur et la différenciation concurrentielle.
-
Faire monter en puissance les équipes commerciales en leur apportant des leviers concrets pour adresser des enjeux complexes et à fort impact business.
-
Adopter les meilleures pratiques pour piloter efficacement les cycles de vente à haute valeur, en intégrant les dimensions relationnelles, organisationnelles et économiques.
-
Stimuler une dynamique de croissance pérenne grâce à l’alignement des actions terrain avec les objectifs stratégiques de l’entreprise.
-
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.
Target audience and prerequisites
Get certified with Inéa Conseil
Would you like to obtain a certification recognized by France Compétences?
We recommend that you take the "BtoB Sales" which can be adapted to your specific needs. This training leads to a certification registered in the Répertoire Spécifique (RS6241) by our organization on 25/01/2023, with an expiry date of 25/01/2026, which validates your sales skills.
To find out about the possible combinations and benefit from tailor-made career development, don't hesitate to contact one of our educational consultants.
Training dates and locations
Our training sessions are available throughout the year in face-to-face, hybrid and even 100% distance learning formats.
We provide all the resources you need to ensure an optimal learning experience. Depending on the package you choose, you'll have access to video courses, practical exercises, and even personalized coaching sessions with an expert coach, either remotely or in person.
Don't hesitate to contact us for more information on our upcoming sessions.
Contact us for upcoming training dates and locations near you.
Rates & Financing
Quels sont les tarifs pour cette formation “Développer ses ventes stratégiques”?
You can contact one of our pedagogical advisors to discuss your training project and find out how much it will cost.
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?
Choosing Inea Conseil means choosing a training organization recognized for its expertise in management and skills development. Since 2008, we have trained over 2,000 people a year, including employees of major companies and private individuals. Our innovative teaching methods include video learning and filmed scenarios, guaranteeing an enriching and effective learning experience.
 |
 |
In short, Inéa Conseil is :
- 16 years of experience: Discover our history.
- Field studies and case studies.
- Performance improvement workshops.
- Individual, results-oriented support with a skills assessment and ongoing training.
- A host of innovative teaching tools.
- A "Mon Coach" mobile learning application.
- Certified distance e-learning sessions, for training at a distance and at your own pace.
- Face-to-face training courses in Paris and throughout France.
Our clients testify
Listen to our podcasts now
Explore the needs
Key phase of the appointment. Ask questions to analyze needs.
Identify the best targets
Identify the best targets to make targeting more effective. Discover the example of facebook, and the identification of targets.
Inéa Conseil
Discover the missions and methods of Inéa Conseil
Discover
our online training platform
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!
You may also be interested in
