The Account Management Way To Accelerate your sales cycle

Grow your sales with account management principles

Ratings: 4.23 / 5.00




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

  1. A - account segmentation

  2. D - decision making analysis

  3. A - awake, understanding what keeps your decision makers awake at night

  4. P - Presenting the right solutions

  5. T - tackling objections

This course focuses on the first 2 elements as they are the most critical (and most unique) parts of the formula.

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

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