Drawing on the principles of SPIN Selling (pre-requisite knowledge for our AS programme), our Account Strategy programme will help your account teams maximise major, complex sales opportunities by focusing on the journey the customer makes in arriving at a major decision. Our Account Strategy programme delivers an understanding of how people and organisations make major buying decisions. We show them how to develop effective engagement and navigation strategies, how to improve the match between what the customer needs and what you can offer - and in doing so, help develop a winning business case.