Growing Market Share with Existing Clients
Take market share from competitors — identify the accounts to conquer and build targeted attack plans that actually convert.
What this program changes for your business
better-qualified opportunities
higher conversion rates
shorter sales cycles
AI-powered practice
Unlimited rehearsal on Skeells, instant feedback, realistic simulations tailored to your cases.
Field anchoring
Integrated managerial coaching, transfer to real customer meetings, progress tracking.
Sustainable practice
3-month Skeells access post-workshop to embed reflexes and measure skill growth.
Not a theoretical training. A rehearsal for real customer meetings.
- Filmed and debriefed role-plays
- AI simulations on your own scenarios
- Real cases brought by participants
- Individual action plans actionable on day one
Context
While acquiring new clients requires sustained individual investment, successfully taking market share from competitors on high-potential targets delivers excellent results rapidly. Seizing this potential means knowing how to build a sales strategy based on your competitors' weaknesses. This program provides the techniques for selling more product lines to your existing clients.
Objective
Who is it for?
- Account managers with existing client portfolios
- Salespeople responsible for client development and upselling
- Key account managers seeking to increase penetration
- Any commercial professional looking to grow revenue from existing clients
Program Outline
Identifying targets to develop in your client portfolio
- Segmenting your portfolio by growth potential
- Prioritising the most promising accounts
Evaluating the quality of the commercial relationship
- Assessing your current position with each client
- Identifying relationship strengths and gaps
Gathering available online information on a client
- Using digital tools to research client context
- Building intelligence before the development meeting
Analysing competitive positions and detecting the weakest competitor
- Mapping competitor presence at each account
- Identifying the most vulnerable competitor to displace
Defining client-product pairings
- Matching your product range to client needs
- Identifying the highest-impact cross-sell opportunities
Structuring a development meeting and announcing the objective
- Setting clear goals for each development meeting
- Opening the conversation with a clear purpose
Reviewing the services and products currently used
- Conducting a thorough audit of the client's current setup
- Identifying gaps and upgrade opportunities
Getting the client to articulate reasons for change
- Using questions that surface dissatisfaction
- Letting the client build their own case for switching
Valorising competitive advantages and globalising the offer
- Presenting your strengths relative to the competition
- Bundling products for maximum perceived value
Proposing complementary products and driving upgrades
- Introducing complementary solutions naturally
- Guiding the client toward premium options
Handling resistance for this type of meeting
- Addressing the specific objections of development meetings
- Overcoming loyalty to existing suppliers
Following up on adoption of the new product
- Monitoring the integration of new products
- Ensuring satisfaction and preventing competitive re-entry
Training Format
- 1-day workshop (7 hours)
- In-person or virtual delivery
- Maximum 12 participants per session
- Case studies, methods, model sheets, role-plays and debriefing
- Post-training access to Skeells platform for 3 months
Using AI in this sales skill
Concrete ways salespeople can leverage artificial intelligence to enhance this specific skill.
Client portfolio analysis
Use AI to analyse your client portfolio, identify cross-sell gaps and prioritise accounts with the highest growth potential.
"Here are my top 20 clients with their current product purchases. Identify which clients have the most cross-sell potential and suggest specific products for each based on their industry."
Competitive displacement strategy
Generate a targeted strategy for displacing a specific competitor at a client account.
"My client currently uses [Competitor X] for their printing solutions. Analyse [Competitor X]'s typical weaknesses and help me build a displacement strategy highlighting our advantages."
Upselling argument generation
Create persuasive arguments for proposing product upgrades and complementary solutions to existing clients.
"My client uses our basic plan. Generate 4 compelling reasons to upgrade to our premium plan, tailored to a retail company with 50 stores focused on customer experience."
Development meeting preparation
Structure a complete development meeting script including objectives, key questions and anticipated objections.
"Prepare a development meeting script for a client where we supply 3 of our 8 product lines. The goal is to introduce our new analytics module. Include opening, discovery questions and objection handling."
Powered by Skeells
Learning continues with AI-powered practice
Interactive Podcasts
Podcasts on competitive analysis, client development strategies and upselling techniques.
AI Role-Play Practice
AI simulations of development meetings — practice analysing competitive positions, presenting upgrades and handling client resistance.
This program is part of the Qwantiq sales transformation approach — combining expert sales training, managerial coaching and AI-powered learning through the Skeells platform.
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White Paper
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Interested in this program?
Let's discuss how to adapt it to your team's needs.