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The Four Pillars’ Selling to Procurement programme will fully prepare your sales personnel to deal effectively with their opposite numbers from your customers’ procurement team. There is no doubt that the influence of Procurement on the buying decision continues to grow.  No longer confined to leading manufactured goods companies in sectors such as automotive, best practice procurement techniques are increasingly being applied to the procurement of services, leaving account managers and sales people confused, and challenged beyond their current capabilities. The consequence of this Procurement advance is that it is now harder to win new contracts and retain business even with the most strategic customers. At Four Pillars, we think this challenge can be tackled proactively and successfully by equipping your sales and account managers with the skills and confidence to fearlessly engage with Procurement. Through our training workshops or our coaching support, they will be guided through the tools that procurement professionals use to secure value for their own organisations, how they prioritise, map power and profile your relationship. We’ve ‘been there and done that’ for real; our programme is based on David Atkinson’s 30 years’ experience in senior procurement roles at several global organisations, his deep knowledge of best practice and research in the field, and Four Pillars extensive, combined team experience of working with sales and key account managers.
In our workshops, your sales and account management team will apply their new learning to real customer relationships, build a deeper understanding of why your customers behave the way they do, and develop a specific action plan for closer customer alignment that will dramatically increase your chances of success. We will tailor the Selling to Procurement programme to suit your needs; from executive briefings, through intensive practical workshops and on to real-time deal coaching for key contract negotiations.
Gain a competitive edge in your market by giving us a call right now to find out how we can help you more effectively deal with procurement and engage without fear or favour! Key Account Management (KAM) is about identifying, analyzing and building strong relationships with those clients or accounts that are most important to the longterm success of the organization.
A great account manager can contribute to sales increase, cost reduction and an increase of customer loyalty.
This developing major accounts course is essential for any salesperson trying to develop a major account.
This relationship building course focuses on maximising revenues through all accounts by enhancing cross selling and up selling capability.
Bing Ads Editor is a powerful offline tool with features that make creating and updating your campaigns simple.
Similar to copying a Word file to modify and save as a new file, you can create a new campaign by copying an existing campaign from one account to another. In the left hand navigation, select the account containing the campaign you want to copy.
Note that if you copy data from a custom spreadsheet, you may need to map your columns to the appropriate Bing Ads column headings. Advanced search allows you to set multiple parameters in order to find items with several attributes. We’ve just covered five powerful features of Bing Ads Editor that allow you to create and edit campaigns, ad groups, ads and keywords quickly and efficiently. Google AdWords is Google's pay-per-click (PPC) advertising platform that enables business to create ad campaigns on Google properties. Conducting PPC marketing through AdWords is valuable because as the most popular search engine, Google gets massive amounts of traffic, delivering more impressions and clicks to your ads. Quality Score - Google's rating of the quality and relevance of your keywords and PPC campaigns.


WordStream is tailored to help you easily create customized, highly-relevant keyword lists and keyword groups for your business.
What you see below are "Images" of the tools that you receive as part of your "All-In-One" Sales Management System to allow you to determine the level of value these tools would provide in helping you coach and develop your sales team.
When you purchase the "All-In-One" System you are provided with access to download these tools in a pre-designed, pre-formatted Microsoft Office Application. The account development initiative tracker is a sales management tool that allows sales managers to track the tailored account development plans of each sales representative on a single report. A dashboard report that benchmarks the account development performance of each sales representative in 8 key customer development initiative categories; new customers acquired, new customers’ sales and orders, orders per customer, sales per customer, average customer rating, multi buyers, and returns.
This sales management tool tracks the sales organization’s customer acquisition and retention performance. One of the easiest and most effective ways to develop buying accounts is through the simple process of sending out thank you letters. Far too often we forget to reach out to our top customers with a simple note of our appreciation recognizing them for their ongoing contribution to our success. Its puzzling the number of sales organizations for which we consult in which the sales people don’t realize the products in which their targets customers find the greatest value. The account development action plan is one of the most effective account development tools ever developed.
One of the easiest and most effective ways to lose active buying accounts is through an organization’s inability to deliver products in a timely manner. It should go without saying that every customer satisfaction call from your prospects and customers should be logged, tracked and resolved expeditiously. Often times when you try to reach a customer that has decided to terminate their business relationship with your organization the decision maker involved refuses to receive or return calls from your team.
Most importantly, our Selling to Procurement programme will show your sales people how procurement professionals develop their strategies, how they negotiate, and why your superior insight into their methods will help you achieve results far superior to those of your competitors. These features allow you to make bulk changes to campaigns, ad groups, ads and keywords quickly and efficiently. Suppose you want keywords in a new ad group to be the same as keywords in an existing ad group, but with a few changes. Select the location by clicking the ad group checkbox where you want to paste the keyword data. AdWords operates on the same principles as PPC marketing, in which users bid on keywords and pay for each click on their advertisement. WordStream's PPC Advisor enables you to optimize your keywords and ad text for higher Quality Scores, getting you to rank higher in search engines with lower costs. This sales management tool maximizes the development of the organization’s most valuable asset, their active buying accounts.
In addition, it provides a detail action plan to increase an organization’s customer acquisition and customer retention performance.
This is an example of a simple, yet effective thank you letter that is sent to each new buyer thanking the buyer for their first purchase.


This letter is a method to reach out and thank your top customers and let them know how much you appreciate their business. There is a good reason that certain products are top sellers within specific industry and market segments. This report indicates all accounts which have been lost by the sales team including the length of time each account was a buying customer, their total revenue the previous year, last purchase date and why the account was lost.
It benchmarks the sales organization’s overall Account Development Performance in each KPI area and then compares each sales representative’s individual Account Development Performance against the sales organization’s overall KPI benchmarks. When organizations do face shipment delays they tend to keep the backorder status out of the hands of the sales organization. It is surprising the number of key accounts that are lost by sales organizations in which there is a history of customer satisfaction issues that led to the termination of the business relationship. In many cases the half letter is an effective way to help understand and resolve the customer’s satisfaction issues.
It is involves creating close, mutually beneficial relationships with strategically or financially important accounts. Top customers are hard to earn and even harder to replace, don’t overlook a simple process of a thank you letter to keep these customers buying for life.
Every sales representative should know what their top selling products are in each category and why these products are the top sellers in the minds of their customers.
The sales manager should be responsible for contacting each of these accounts to win back the accounts, identify any patterns disrupting customer relationships and to identify account development coaching needs for each sales representative. It provides key Account Development intelligence for developing tailored account development action plans based on areas each sales representative is under performing against the sales organization’s overall Account Development performance.
Too often the first time executive decision makers are aware of a problem with a relatively large account is normally after the customer has agreed to terminate the business relationship due to non-resolution of their business concerns. The half letter allows the decision maker to provide information regarding their concerns in their own time, and in their own means without having to receive your phone call. In the left hand navigation, select a different account, right-click and select Paste. Provide your sales team with an accurate back order status report and exactly how you want these updates communicated to your customers as effective communication is a key element to long term business relationships.
The entire campaign, including its properties, ad groups, ads and keywords is now duplicated in a different account and ready for your changes. Your keywords may appear across several columns, based on whether they are new, updated or deleted.



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