Course : Complex Sales and Key Accounts: Driving Your Strategy with AI
Practical course - 2d
- 14h00 - Ref. AIU
|
Download in PDF format
Share this course by email
 | Develop a sales strategy tailored to complex sales and key account environments. |
| Use AI to analyze a strategic account and develop targeted sales initiatives. |
| Develop a value proposition and an action plan tailored to the various stakeholders within an account. |
| Ensure the safe use of AI in business processes and opportunity reviews. |
Intended audience
Key account sales representatives, key account managers, sales directors, business developers, sales managers, business development consultants, sales enablement teams, sales operations managers, account-based marketing professionals, and professionals involved in complex B2B sales cycles.
Prerequisites
Master the basic functions of a web browser and a digital environment (navigation, searching for information, file management).
Practical details
Teaching methods
A combination of lectures and hands-on exercises.
Course schedule
1 Understanding the Challenges of Complex Sales and the Role of AI
- Identify the characteristics of long-term, multi-party, high-value sales.
- Distinguish between transactional, consultative, and strategic sales in a key account context.
- Analyze the obstacles and common risks associated with complex opportunities.
- Position AI as a tool for analysis, structuring, and sales preparation.
Hands-on work
Analysis of a complex sales situation and identification of the key issues, risks, and stakeholders.
2 Analyzing a Strategic Account with AI
- Collect and organize information from the CRM, reports, and public sources.
- Distinguish between factual data, business assumptions, and points that need to be verified.
- Identify business priorities, risks, initiatives, and actionable buying signals.
- Create an enhanced account profile using prompts and AI-powered analytics tools.
Hands-on work
Creating a strategic account profile and formulating questions to prepare before a meeting.
3 Identify decision-makers and assess the opportunity
- Identify decision-makers, sponsors, influencers, users, and potential opponents.
- Analyze the power, influence, and level of engagement of stakeholders.
- Evaluate an opportunity based on need, business impact, budget, and the decision-making process.
- Use AI to develop hypothetical positions, objections, and relationship scenarios.
Hands-on work
Development of a contact map and an opportunity scoring grid.
4 Building a Differentiating Value Proposition
- Identify the criteria for success and the specific expectations of the various stakeholders.
- Turn features into measurable business benefits and impacts.
- Tailor sales pitches to different roles—whether business, financial, or operational.
- Anticipate objections and prepare appropriate responses with the help of AI.
Hands-on work
Designing a value proposition and simulating how to handle objections.
5 Preparing for Strategic Meetings with AI
- Define the objectives and expected outcomes of a high-stakes meeting.
- Develop a questioning framework focused on discovery and advanced assessment.
- Adapt your message based on the hierarchical level and role of the people you are speaking with.
- Use AI to prepare for discussions, summarize the context, and outline the next steps.
Hands-on work
Comprehensive preparation for a strategic meeting based on a key account case study.
6 Develop a chart of accounts and manage sales initiatives
- Develop a chart of accounts for key accounts focused on growth and security.
- Define business objectives and prioritize high-value actions.
- Develop a strategy for engaging decision-makers and a plan for building relationships to influence them.
- Use AI to challenge business assumptions and improve action plans.
Hands-on work
Development of a chart of accounts and a 90-day action plan.
7 Managing Reviews of Complex Opportunities
- Identify the data needed for an effective opportunity review.
- Identify weak signals, business risks, and potential roadblocks.
- Structuring coaching questions to drive sales growth.
- Formalize decisions, actions, and responsibilities with the help of AI.
Hands-on work
Creation of an AI-enhanced opportunity review framework.
8 Managing AI Use in Business Operations
- Identify risks related to the confidentiality of business and customer data.
- Define best practices for using AI assistants in a key account environment.
- Establish rules for human validation of generated content and analyses.
- Build a library of prompts and metrics for tracking AI usage.
Hands-on work
Development of an AI usage policy and a library of business prompts.
PARTICIPANTS
Key account sales representatives, key account managers, sales directors, business developers, sales managers, business development consultants, sales enablement teams, sales operations managers, account-based marketing professionals, and professionals involved in complex B2B sales cycles.
PREREQUISITES
Master the basic functions of a web browser and a digital environment (navigation, searching for information, file management).
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Key account sales representatives, key account managers, sales directors, business developers, sales managers, business development consultants, sales enablement teams, sales operations managers, account-based marketing professionals, and professionals involved in complex B2B sales cycles.
PREREQUISITES
Master the basic functions of a web browser and a digital environment (navigation, searching for information, file management).
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TEACHING AIDS AND TECHNICAL RESOURCES
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.
Dates and locations
Dernières places
Date garantie en présentiel ou à distance
Session garantie
This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.