Account Management Training
This training helps supplier-facing professionals understand how procurement teams buy, what they value and how to build stronger supplier relationships.
Account Management Training
This training helps supplier-facing professionals understand how procurement teams buy, what they value and how to build stronger supplier relationships.
What sales teams need to know about procurement
Account management training will provide an understanding of the buying principles and processes, enabling sales professionals to sell more effectively to procurement.
This training is designed to work alongside and enhance the sales methodology you are currently using.
At State of Flux, we understand that training is an investment in your people. All programmes focus on outcomes and on-the-job results.
Format: 4 online modules over 3, 90-min sessions.
Public training course cost (excluding tax):
North America: US$ 1,400
EMEA: £1,120
Asia Pacific: AUD$ 2,050
Cost is per person, including one-to-one coaching & materials.
An overview
Register your interest for this training course:
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‘Inside the Buyer’s Head’ is our training programme for sales professionals. As the roadmap above shows, this is a modular curriculum that addresses the big issues that sales face when procurement is a significant factor in their target accounts.
The course is delivered in three modules and will help you:
Build influence and power by understanding procurement’s structure and objectives.
Align with the buying process and stand out by selling the way procurement wants to buy.
Turn procurement’s own supplier management strategies to your advantage.
Deliver RFP presentations and sales pitches that match how procurement teams think.
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Procurement's increasing influence is changing the way an organisation needs to sell to clients. Understanding the new breed of commercial customers is key to continuing existing client relationships or growing new clients.
By the end of this course, you will know how to navigate procurement processes more confidently and influence decision-making at every level, including C-suite stakeholders.
You will understand what drives procurement teams, how to adapt your approach to counter common tactics, and how to position your proposals around value, not just price.
You will also develop practical skills to plan and lead negotiations, tailor RFP presentations to meet procurement criteria, and spot early signals when supply reviews are coming up, giving you a clear edge to stay ahead.
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Training is delivered through three key activities to ensure students are engaged and applying their learnings:
Workshop
90-minute, instructor-led session, interactive and practical, delivered virtually or in person.Assignments
Apply what you learn on the job with a 1–2 hour assignment. This uses a live supplier relationship to make it real and drive immediate value.Coaching
Get 1:1 coaching with your course leader during the assignment to deepen understanding and tackle real challenges.Resources
Access a complete set of support tools and reference materials to embed a consistent SRM approach across your team.
Explore our training courses in practice
Explore our training courses in practice
Training as a team?
Get a customised programme built around your organisation’s needs.
Tailored modules • In-person delivery • Group pricing
Training course catalogue
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Category Management
Description: Address technical and behavioural skills that enable individuals to be trusted commercial advisors.
Format: 8 online modules over 4-8, 90-150 min sessions
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Supply Chain Risk
Description: Protect value with a practical and structured approach to proactively manage risk.
Format: 4 online modules over 6, 60-min sessions.
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Capability Assessment Training
Description: Understand your team’s strengths and development opportunities to deliver business value.
Format: 6 online modules over 6, 90-min sessions.
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Procurement Behaviour Training
Description: Learn how to use effective communication and listening skills to interpret behaviour fully.
Format: 8 online module over 6,90-min sessions.
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Rebate Management Training
Description: Master diverse rebate types and navigate the rebate lifecycle from offer creation to payment.
Format: 3 online modules over 3, 90-min sessions.
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Negotiation Training
Description: Examine the skills of negotiation you need to build better long-term value for business.
Format: 4 online modules over 4, 90-min sessions.
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Diversity & Inclusions Training
Description: Learn how supplier diversity unlocks innovation, agility and strengthens ESG credentials.
Format: 6 online modules over 4, 90-min sessions.
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SRM Advanced Training
Description: Develop and create new value through your most important supplier relationships.
Format: Vary per region, please check schedule
