This course equips sales professionals with the practical, forensic tools needed to cut through noise and focus only on high-value opportunities. Delegates will learn to instantly qualify leads, uncover the true economic decision-makers within complex accounts, and articulate compelling, quantified value propositions that neutralise price objections and stall tactics. By mastering structured closing techniques and agenda control strategies, participants gain the confidence to drive deals forward with precision and consistency. This training transforms reactive selling into a disciplined, outcome-focused process that delivers measurable net gain and sustainable revenue growth.
Tired of chasing leads that go nowhere?
This one-day Sales Account Management course gives you the tools to spot real prospects fast, cut through the noise, and close deals with confidence.
You’ll learn how to qualify leads like a pro, find the true decision-maker in any account, and articulate a net gain so compelling price becomes irrelevant.
No more wasted time on ‘China Eggs’ — just clear, actionable skills you can use the very next day.
Whether you join an open course, book a closed group session, or opt for one-to-one coaching, you’ll walk away with six CPD hours and a sharper, more effective sales approach.
To find out more, contact us at lets talk at e q v dot co dot uk.
Counts towards 6 CPD Hours1 Day9:00 - 5:00 for GroupsOpen Public & Closed Group
Please reflect on one or more of the questions below and come prepared to discuss your responses during the session.
Self-Assessment: On a scale of 1–10, how would you rate your current skill level in this subject? What factors influenced your rating?
Development Focus: Identify one specific behaviour, skill, or capability you would like to improve or develop further.
Relevant Examples: If possible, bring one or two relevant examples or scenarios from your experience that you would be willing to share with the group.
What You Will Learn
Define and apply the core skills of effective sales qualification to filter leads instantly.
Identify 'real' prospects versus 'China Eggs' using a forensic diagnostic approach.
Map complex account structures to locate the true Economic Decision-Maker and Influencers.
Articulate a clear 'Net Gain' value proposition that overrides price objections.
Execute the 'So What?' drill to pivot from features to quantified business outcomes.
Apply structured closing techniques including the Summary and Assumptive closes.
Execute strategies to maintain control of the sales agenda and timeline against resistance.
Handle the 'We need to think about it' stall with confidence and clarity.
Your Post-Course Challenge
Within 30 days, apply the 'China Egg' triage to your current pipeline.
Map the decision makers for your top three active accounts.
Practice the 'Net Gain' pitch in your next sales meeting.
Counts Towards 6 CPD Hours
This course contributes 6 hours of Continuing Professional Development. Delegates can log these hours as evidence of structured learning for professional bodies and employers.
This course is designed for sales professionals who manage client accounts and want to sharpen their ability to qualify opportunities, engage the right stakeholders, and close deals with confidence. It is ideal for anyone looking to move beyond transactional selling and build strategic, value-driven relationships that deliver measurable results.
This course is ideal for:
Account Managers seeking to improve their win rate by focusing on genuine opportunities and eliminating time wasted on unqualified leads
Sales Executives aiming to engage senior stakeholders and articulate value that resonates with business decision-makers
Business Development Professionals who need to navigate complex buying processes and influence multiple stakeholders effectively
Sales Team Leaders looking to equip their teams with a consistent, rigorous approach to qualification and closing
Customer Success Managers transitioning into commercial roles and wanting to identify expansion opportunities through strategic account mapping
Experienced Salespeople wanting to refresh their core skills and adopt a more disciplined, outcome-focused sales process
No prior experience needed
While some familiarity with sales processes is helpful, the course is structured to support professionals at various stages of their career. Foundational concepts are reinforced and built upon, making it accessible whether you are refining existing skills or adopting a more strategic approach for the first time.
What you will take away
Delegates will leave with increased confidence in managing the full sales cycle, from initial qualification to final close. You will gain practical tools to identify real opportunities, engage economic buyers, and articulate value in a way that drives decisions — helping you achieve more consistent and profitable outcomes.
For Groups & Teams
We can deliver this training session in several ways to suit your organisation’s needs:
Open Public Course
Join delegates from other organisations on a scheduled date
Closed Group
Exclusively for your team, using your real scenarios
In Person
Face-to-face at your premises or a venue of your choice
Virtual
Live, interactive online delivery via Teams or Zoom
One-to-One Coaching
Personalised sessions tailored entirely to you
Have two or more people to train?
You may want to consider a closed group course. Benefits include:
Cost effective for teams
Choose a date to suit you
Customise content and timings
No minimum delegate numbers
Uses your real-world scenarios
Builds shared language in your team
Contact us on [email protected] to discuss specific dates and delivery requirements.
How Our Tutor-Led Courses Are Delivered
Before the day
Delegates are given pre-work to complete before attending. This ensures everyone arrives with relevant context and real scenarios from their own experience, so learning is immediately relevant and actionable from the first minute.
On the day
Our sessions are participative and highly interactive. We don’t do “death by PowerPoint” — instead, the day includes a variety of engaging activities throughout:
Real-world casework using your scenarios
Practical hands-on exercises
Real Play (not role play) simulations
Peer learning and group discussion
Case studies and scenario work
Facilitated discussion and structured reflection
What you leave with
Participants leave with:
Practical tools — frameworks and models you can use straight away
Clear action plans — specific next steps tailored to your role
Greater confidence — built through intensive, realistic practice
Skills you can apply immediately — not theory, but techniques tested during the day
After the day
Post-session measurements and a 30-day challenge ensure that learning is embedded and behaviour change is sustained.
Key Features
Course Duration is 1 Day
Engaging tutor led event
Comprehensive course materials
Certificates of attendance
Access to Customer Portal (course bookers)
Course Guarantee
Priced per delegate per day for open public course
From: £449.00 Plus VAT
Can’t see a suitable date? Please request a date here
Payment available via all major credit cards or Invoice. All options available during the online booking process.
