The Account Management Way To Accelerate your sales cycle
Grow your sales with account management principles
Ratings 4.23 / 5.00
What You Will Learn!
- The correct process required to reduce their sales cycle
- How to manage and segment accounts effectively
- How to allocate the appropriate amount of time with the segmented accounts
- How to ensure they are focusing on the right decisions to accelerate their sales
- How to make sure that we understand who are the relevant people in the deciion making unit
- How to influence the decision making unit
Description
Over the last 2 decades of selling, managing and leading sales teams I observed that there were 5 key things that accelerated sales, those 5 things have consistently helped to significantly reduce sales cycles in multiple companies and hence exponentially grow sales.
Those 5 key things, known as the The sales acceleration formula are
A - account segmentation
D - decision making analysis
A - awake, understanding what keeps your decision makers awake at night
P - Presenting the right solutions
T - tackling objections
This course focuses on the first 2 elements as they are the most critical (and most unique) parts of the formula.
Who Should Attend!
- Sales people trying to improve their sales success
- Companies trying to reduce their sales cycle
- Key Account Managers trying to manage key accounts more effectively
- People who need a way to organise their sales team processes
