Overview
You can no longer afford to expend energy on account development without a plan or focus. Major account selling requires a long cycle and a big investment of resources. That’s why today’s successful sales professionals are more than just tactical pros…they’re strategic experts.
Now, in this account management training seminar, learn how to develop a strategic selling plan that will save you time, money and hassles by identifying the right account and project, why your offer matters to them, what it takes to assure their long-term relationship and how to move them along the pipeline quickly.
Skills Covered
- Identify Your Best Opportunities and Persuade More of Them to Take Action More Quickly
- Spot Prospects with a Poor Prognosis for Success, and Avoid Them
- Shorten the Sales Cycle
- Earn More with Less Effort
- Improve the Sales Process to Improve Results
- Apply the Concept of RTEM—Return on Investment (of Sales) on Time, Effort, and Money—to Get More Out of Your Activity
- Manage Your Performance to Improve It Continuously
Who Should Attend
Sales professionals, including account managers, sales representatives and sales executives—as well as sales managers and vice presidents and directors of sales and marketing who are seeking account management training that offers best-practice techniques used in major account selling today. A minimum of three years of sales experience is recommended.
Course Curriculum
Prerequisites
While there are no direct pre-requisites, here are some benefits realized of this course :
- Enhance sales performance while expending less energy
- Gain customers’ loyalty by understanding their needs
- Increase the business from existing accounts
- Shorten the sales cycle by identifying and removing internal and external bottlenecks
- Hone in on prospects predisposed to buy from you
- Become more efficient at account maintenance
- Create a clear sales plan that keeps you organized
- Learn ways to get referrals from existing customers
Course Modules
Exam & Certification
This course is not associated with any Certification.
