KY Club - Sales KA Training Review

Understand & Identify-Understand & influence customer’s strategy and objectives, incl. whole life-cycle of operations-Manage relationship with the account-Identify generate and prioritize leads-Understand financial situation and drivers-Check customer compliance and credit rating

Develop & Influence-Analyze customer’s needs and project-Develop & quantify value proposition/budgetary proposal-Influence technology selection, specs and implementation model-Identify decision makers-Identify risks & sales costs-Differentiate Outotec

Propose solution-Create firm proposal (incl. scope, pricing, supply, partners)-Influence key decision makers and influencers -Update business case on value to customer and Outotec-Assess and mitigate risks-Agree on Supply Concept (e.g. supply base, scope split, logistics)

Win case-Finalize negotiations and close the deal-Commit key decision makers and influencers-Manage commercials and risks-Prepare handover to delivery e.g. updating of handover ation

Secure value and reference-Handover to delivery-Measure & value to customer-Create and promote reference case description / testimonial-Identify opportunities for add-on sales

Understanding Organizational Priorities- Customer Orientation- Company Knowledge- Industry Knowledge- Customer Knowledge

Strategic Account & Opportunity Planning- Strategic Thinking- Financial / Business Acumen- Value Analysis & Opportunity Insight

Joint Solution Development, Co-Creation and Reaching Agreement - Communication & Influence Skills- Value Co-Creation- Negotiation Skills

Multinational Account Team Leadership- Interpersonal Relationship Skills- Team Leadership- Cultural Knowledge & Sensitivity

Overall Relationship and Outcome Management- Responsible for the Corporate Customer Relationship- Process Discipline- Accountability for Business Outcomes

难以判断销售周期和预估效果

无法收集甄别整合挖掘客户的需求

难以准确描绘客户的决策链

难以分辨有效的信息源

团队成员之间缺乏沟通和协作

难以屏蔽对手

其他（请详细描述）