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— HELPING BUSINESSES GROW

Business development

We strengthen account management, sales and negotiation skills to build a shared sales methodology.

Key Account Management

A structured methodology for managing strategic accounts

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02 4Q Sales Tool®

Four Quadrant Analysis to shape your product and service portfolio strategy.

Practical techniques and tools for preparing and conducting advanced negotiations.

A bespoke project to develop an onboarding process, a sales methodology and in-house tools for your sales team.

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— STRATEGIC ACCOUNT MANAGEMENT

Key Account Management

Map stakeholders and decision-making roles to build customer relationships that don’t depend on a single sales contact.

02 Build strong relationships

Key Account Management is a structured approach to managing and developing your most important accounts. It goes beyond the salesperson’s role, involving the different business functions that contribute to the customer relationship and the value you provide.

The programme helps you select the accounts to manage through a KAM approach, understand their value chain and map their needs, stakeholders and decision-making roles. It also considers the market, competitors and the value customers see in the available alternatives.

The aim is to build medium- and long-term relationships supported by clear responsibilities, teamwork and a shared action plan.

Analyse needs, potential and the value chain to see where you can add real value.

01 Understand the customer

Turn analysis into priorities, responsibilities and practical actions to strengthen the relationship and grow the account over time.

03 Drive account growth

A structured approach to understanding strategic accounts, building stronger relationships and turning opportunities into a shared development plan.

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— SETTING PRIORITIES FOR YOUR PRODUCT AND SERVICE PORTFOLIO

4Q Sales Tool®

4Q Sales Tool® is A21 Consulting’s proprietary model for strategic analysis of your product and service portfolio.

The model analyses market changes and your organisation’s competitiveness.

— VALUE SELLING AND NEGOZIAZIONE COMPORTAMENTALE®

Value selling and Negoziazione Comportamentale®

Recognise different relationship styles to handle objections, emotions and conflict with tools suited to the situation.

02 Behaviour

Two complementary perspectives to help you prepare for negotiations, communicate what matters to the customer and manage the relationship with greater awareness.