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Recommendations for a ‘Developing Key Accounts’ course


Can anyone recommend a company that can produce a good quality, tailored 'Developing Key Accounts' in-house course?

Helen Trim

5 Responses

  1. SPIN sales
    Can’t remember the insitute where this was devised but SPIN sales is an approach modelled on successful salespeople’s habits and is more effective at allolwing people to develop the generic and specific skills required for account development than any other course I have encountered.

  2. Developing Key Accounts
    Hi Helen

    I think the Company referred to regarding SPIN is Huthwaite. Sorry don’t know their contact details but they are based in Yorkshire.



  3. SPIN vs Strategic Selling
    Hello Helen,

    As a sales professional of (too) many years’ experience, I can vouch for both of these methodologies. SPIN is applicable in almost all situations, Strategic Selling is especially suited to major (or key) accounts.
    It is a very god way of instilling a structure to the sales process, rather than a method of developing the individual sales skills (EG: questioning & listening).

    I can recommend a firm who did some excellent training for my team a couple of years ago that was tailored to our needs and combined elements of both methodologies (as well as certain aspects of NLP).

    Drop me an email and I’ll be happy to provide their details.

    All the best


  4. Developing Key Accounts
    Another option is a company called Essentia Ltd. They use a model that I
    think is more effective than SPIN which also incorporates some NLP. They
    offer tailored courses and I also really like the fact that their sales
    course facilitators have an excellent track record of successful selling
    themselves. I am not sure if it is appropriate to give contact details here
    so if you want a name/tel number, please email me and I will forward to you.


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