August Lunch & Learn: Key Account Strategy

Posted by Meara Johnson on Aug 22, 2018 10:49:03 AM

Last week, the team at Active Canada was treated to a monthly ‘Lunch & Learn’ hosted by Steve Muscat, VP, Strategic Partnerships. The team was guided through an hour-long session, covering the topic of Key Negotiation Skills for Sales People & Key Account Strategy. Steve outlined the importance of preparation, presentation skills, and storytelling. The seminar was engaging and thought provoking – which lead to some very valuable conversation amongst the team.

The presentation was kicked off by Steve sharing some general tips for presentation success:

  • Visuals should be relevant and not overwhelming.
  • The best presentations are conversational.
  • Physical placement in relation to visuals is key – to the left of visual content.

Steve commented that “Anything that can be read on a screen without scrolling is gold.”

The team was then led through the 5 stages of a professional sales relationship, covering the intent, focus, vulnerability and where a salesperson stands within each stage with the client.

Steve then outlined the Key Account Strategy (KAS) players, and how they affect the decision-making process. There were 4 main positions on the KAS Player team:

  • Coach
  • Decision Maker
  • Influencer
  • Blocker

This portion of the presentation was especially interesting due to Steve’s use of the New England Patriots as examples. There’s nothing like a sports reference to get the room intrigued.

The remainder of the seminar was focused on honing the skill of question asking. Steve emphasized the importance of entering meetings prepared with valuable questions that will allow you (the sales person) to develop the best strategy to help the client. Questions are best if they are open-ended, specifically relevant to the client, and related to the client’s objectives.

“Judge of a person by their questions rather than by their answers” – Voltaire

The presentation was concluded with a very intriguingly animated video outlining the 6 Principles of Persuasion as stated by Cialdini.

  • Reciprocity
  • Scarcity
  • Authority
  • Consistency
  • Liking
  • Social Proof

After Steve’s hour-long course, each participant left with valued KAS information. Being a part of a team that encourages growth in all areas is something we are proud of at Active Canada. Gathering together over a catered lunch to learn is a monthly event that is always highly anticipated by every team member. Activities like Steve’s Key Account Strategy Lunch & Learn is just another example of what it Is like to live #LifeAtActive. Be sure to follow us on Twitter, and Instagram for more insight on events and updates with our team.

Topics: Get to know Active, #LifeAtActive, sales, strategy, key account strategy, negotiation

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