Strategic Selling for key Accounts

Strategic Selling for Key Accounts (Versión español)

Strategic selling is a systematic process for managing key actions and relationships with complex accounts, which usually have multiple decision makers and prolonged sales cycles. Improve your pipeline forecasting managing a real sales funnel to increase productivity. Identify who are the real players. Use the right account’s knowledge and position yourself with the real decision-makers. See conceptual information.

In business, weather your company has $100,000 or $10 million in sales, more than half of your revenues come from a few crucial accounts. Growing accounts means investing time, hours and company resources, which all of that is limited. Therefore, you need to focus on those sales opportunities with the best chance of providing good returns, give them whatever resources they need and do right things.

Thematic

· The art of positioning.

· Creating firm alignment and commitment.

· Targeting right strategic accounts.

· Seeing through your customer’s eyes.

· Identifying buying influences.

· Identifying key buyers.

· The strategic account loss cycle.

· The win-win relationship.

· Instrument of change.

· Your best selling proposition.

· Leveraging strengths and differentiation.

· Minimizing or eliminating weaknesses

· The competition factor.

· The sales funnel and forecast.

· From planning to action.

Who must attend?

All salespersons managing strategic accounts, also marketing and pre-sales support people involved with key prospects and clients.

Beyond Business Consulting Coaching & Training

Services

“It’s not enough that I succeed, everyone else must fail .”

Genghis Khan

"Strategic account management is as much about deselecting accounts you don’t want as it is about selecting the accounts you do”

Sir Das Narayandas

Ph. D., Harvard Business School

"There are one hundred and ninety nine ways to beat, but only one way to win; get there first.”

Willie Shoemaker

“Prosperity in life is derived more from who you know, not what you know.”

Mark Victor Hansen

"Offer your customers a long-term relationship, then do every-thing to build and maintain it .”

Brian Tracy

“Stop selling. Start helping.”

Zig Ziglar

Advanced sales workshop

Highly interactive and customized