Optimize your levy funding

Optimize your levy funding

Upskill your current team or hire new talent through an apprenticeship with Mercuri. We now offer levy funded, world class development programmes for your sales teams, business leaders and customer service professionals to name but a few.
Negotiate with Confidence

Negotiate with Confidence

Develop a clearly defined and efficient approach to negotiation with Mercuri's Professional Negotiation Skills masterclass on October 30th - 31st. It is ideal for people in a sales, key account management, leadership or buying role who are directly involved in negotiations.
Sales Leadership in the Field Masterclass

Sales Leadership in the Field Masterclass

Develop your Coaching and Managing skills to have a direct influence on the ability of your team to perform at the highest level with Sales Leadership in the Field on November 20th.
Consultative Selling

Consultative Selling

Sales Managers and sales people must today master Assertive and Consultative Selling skills. They must know how to analyse their customers’ and prospects’ buying journey. Develop a sales approach that engages and motivates the customer to buy with our Consultative Selling masterclass at the London Heathrow Crowne Plaza.
Accelerate sales growth with improved sales activity planning

Accelerate sales growth with improved sales activity planning

Join our next Sales Activity & Pipeline Planning masterclass on November 6th at the London Heathrow Crowne Plaza.

Taking Sales to a Higher Level

Key Account Management

This programme is for experienced sales people who have, or will soon have, responsibility for managing strategic relationships with key customers.

The Key Outputs:

  • A comprehensive toolbox for driving efficient selling activity.
  • A clearly defined process for creating stronger and more profitable relationships that are secured from competitor activity.
  • A defined set of methods and activities that will increase the wallet share from key customers.

The Agenda (3 Days)

Introduction and Objectives

  • Setting the objectives for the participants.

What does KAM feel like?

  • This examines the emotional aspect of dealing with key customers and how each treats the other.

The Mercuri Key Account Model

  • This model brings together all of the essential elements of KAM, both at a strategic level and operational level.

Selection Criteria

  • How to define your key accounts. The criteria that determines those that need specific attention.

Managing Information and People

  • This section examines the critical information needed to effectively manage your way around the decision making process.

Objectives and Strategies

  • How to ensure your activities are aligned to a clear goal that will deliver what you need from your key customers.

People

  • How to build the right key account team.

Solutions

  • The impact of their demands on your offer.

Planning and Measurement

  • How to build and monitor the key account plan.

Personal Action Planning

  • How to implement the key learning points.