B2B Account Development and Management
by Rowen Untivero
September 6, 8, 10, 13, 15, 17 | Time: 10am-12nn (GMT +8)
Live via Zoom

This B2B Account Development and Management capsulized integrated course provides a rare opportunity to gain valuable knowledge of each of these 5 seminars on this track. Together they provide a very holistic understanding and overview of account level strategy and execution as well as how business generation, that includes revenue/sales generation as well as profit and resource optimization is achieved vis-à-vis customer satisfaction. Enroll now to acquire original frameworks, processes and methods developed and updated by Mansmith Partner and Chief Sales Strategist Rowen Untivero.

Session 1: B2B Account Development & Management Strategies
Account strategies are not random. They are derived precisely relative to account situation. Find out about the 4 Major Archetypes of Account Situations. Get an overview of the 13 B2B strategies and how each one is derived. 

Session 2: New Selling Science and (intro to) Mechanics
Discover why presenting, handling objections and closing is a faulty process. Time to start abandoning wrong practices of selling (written by sellers) and adopting processes and methods derived from buying behavior, journey and dynamics of people and people in organizations (B2B). Understand the components of the buy-in formula to understand genuine buyer decision making. Inject science to selling for more replicable success results.

Session 3: Influencing Strategies and (intro to) Skills 
Start by understanding the differences between selling and influencing. Then learn how influencing increases the effectiveness of selling and negotiations. Gain knowledge of  4 personality quadrants, 5 drivers of influence and 13 strategies of influencing.

Session 4: Tactical Negotiation
First begin with understanding that negotiation is very different from its poor cousin, bargaining. Get an overview of the elements that comprise negotiation as well as their dynamics. Gain knowledge of key principles. Have a glimpse of how math is used to optimize concession exchange.  Realize that negotiation’s role is to protect profitability and your company’s resources while ensuring customer satisfaction and/or securing supplier partnership.

Session 5: Strategic Negotiations 
Realize that with the right tools, a party can predict and control negotiation outcome. Have an overview of principles and tools used to gain the power in determining favorable outcome of your negotiations. 

Session 6: Integration 
As the 5 capsulized courses are components of B2B Account Development and Management from Planning to Execution, from business generation to profit and resource protection, it is important to be able to put it all together.

Who should join:
All Deal Makers and Account Managers regardless of titles: Account Directors, Account Executives,  Sales Representatives, Business Development Managers/Officers, etc.), Entrepreneurs; B2B Sales Leaders, HR/Learning and Development Managers/Officers and Support Staff who would benefit understanding the roles and competencies of their accounts people; other enrollees with intent to appreciate the holistic view are also welcome. 

Methodologies:
Lecture-discussions, Real-stories, Mini-workshops, Assignments, Q&A. 

INVESTMENT FEES
ALL 6 Sessions
Early Bird: P9,888 + vat (paid on or before August 6)
Regular Rate: P10,888 + vat (paid on August 7-onwards)

2 sessions + 1 integration
Early Bird: P6,888 + vat (paid on or before August 6)
Regular Rate: P7,888 + vat (paid on August 7-onwards)

Group rate: 5 + 1 FREELimited to the first 2 companies. Applicable to the full course only.

ABOUT THE INDUSTRY EXPERT
Rowen Untivero
Partner and Chief Sales Strategist

Rowen Paul Untivero is a veteran of Training, Coaching and Consulting for a quarter of a century and with almost 3 decades of successful sales, buying and negotiation practice, injector of science in the fields of selling, negotiation, sales management, business-to-business marketing as well as management in general via his original framework, processes and tools. He has contributed much science to business as the pioneering developer of the world’s first mathematics of negotiation, the strategic nego-mapping methodology, reading and projecting verbals and tones over the phone or to include body language when face to face, as well as systematic account development strategies, tools in a business-to-business setting,  sales management framework, simplified problem solving, effective coordination, the 4 modes of management, conflict resolution, problem solving, effective coordination and smoothen communication in organizations and many more. He provides a 360-degree and multi-dimensional set of perspectives from that of the CEO, middle management, down to that of the front-liner and staff member and has had exposure in almost every industry.He graduated Cum Laude at the University of the Philippines, Diliman, with a bachelor’s degree in BS Economics, a pinned member of two prestigious international honor societies: Phi Kappa Phi International Honor Society and Pi Gamma Mu International Honor Society for Social Sciences; supplemented by MBA studies in De La Salle University, an Executive Education Program on Strategic Business Leadership from the University of Chicago Booth School of Business-Illinois, USA, and the attendance to numerous seminars and conferences in sales, marketing, management, and leadership. Rowen is a valuable combination of being a training master, a seasoned and successful practitioner of marketing, sales and general management, an educator, a co-author, a columnist and a consultant. As a Senior Consultant and Partner in Mansmith & Fielders, Inc. apart from public seminars he has conducted, he has also been engaged in various training and consulting programs, for diverse clientele. He was Country Manager for Alcatel Mobile Phones, before moving to entrepreneurship. He is currently the Founding Director of DigiPost Marketing Inc., a narrowcasting media pioneer dealing with digital display advertising, the President of Privilege Z!, and also the Chairman & CEO of Connecting Mavens, the business development arm of the Mansmith Group.As an educator, he has taught marketing and sales subjects in Ateneo de Manila University and St. Scholastica’s College. He has been sought as speaker for numerous conventions and conferences of varied industries as well as the academe. 

Rowen has also been director of the boards of the Advertising Board of the Philippines (ADBOARD) and Philippine Association of National Advertisers (PANA). He also became a trustee for the PANA Foundation. He was also twice Vice President of the Philippine Marketing.

How much to pay for each course?

REGULAR COURSES
ALL 6 SESSIONS (EARLY BIRD)

If paid on or before August 6, 2021. Use code: SIX

9,888.00

+Vat

3 SESSIONS EARLY BIRD (2 TOPICS + 1 INTEGRATION)

If paid on or before August 4, 2021. Use code: THREE

6,888.00

+Vat

REGISTRATION
CLOSING DATE

September 01, 2021