Account Management Training
Plan. Develop. Grow. Scale.
Account Management Training Isn’t Just for Salespeople
Only 50% of all information buyers leverage to decide upon a solution comes from sales representatives. So if your sales training is solely for your account managers, you are missing 50% of your business development opportunities and reducing your close rates.
Working with Marketing, Customer Success, Pre-Sales, and Product teams, we increase their sales-awareness and business development understanding to hold high-impact customer-centric sales conversations that drive revenue and reduce churn.
What You'll Learn From Our Account Management Training
"Cut-to-the-chase" Prospect Research
It's all about value-add
Don't spend too much time analyzing a prospect or researching the things they cannot tie to the value of your solution.
Building a Point-of-View
The importance of having an opinion
Developing a compelling Point-of-View helps you be confident in your buyers' real needs, and is your tool to manage your prospect throughout their buyer journey.
Questioning & Credibility
Stand out from the crowd
Questioning techniques that build credibility and confidence with your buyer throughout the sales cycle.
Fast Account Planning
Target your customers effectively
Brainstorm quickly to create a map of your target account with our easy-to-use approach.
Opportunities are becoming increasingly complex
Understand the complexities of managing large accounts and how their processes affect your sales cycles.
Talk to Influence
Make every point count
Tailor your message rapidly to engage stakeholders with confidence at every level within your target account.
Improve Your Reach
There's always more to a prospect than meets the eye
Build consensus for your solution, and test for validation on where your prospect is in their buying process, and use it to beat the competition.
Our Sales Development Services
We have developed a world-class sales training approach, based on the techniques the best salespeople in the world have leveraged. It has evolved to take into account the sales skills required to outperform the competition in today’s highly digital and competitive landscape and engage in trust-building conversations with confidence.
Our sales mentoring and coaching is not one size fits all. Whether you are the CEO of a start-up, a new Sales Leader, or a salesperson just starting your career, we can help you develop your skills and exceed in your role.
The need for Sales Leadership Training has never been greater. Managing a prospect or customer through their buying process is becoming ever more complicated for the salesperson, and exponentially so for sales leaders. 80% of buyers revisit their Problem Identification, Requirements List, Decision Criteria, and Selected Vendor List multiple times throughout their buying process. The overall management of the sales cycle is a constant fire-fight! Sales Leaders are often overloaded and struggle to manage their team to optimize individual performance, and ultimately, achieve their team’s revenue targets.
Salespeople and Sales Leaders alike can fall into the trap of spending too much time researching a prospect or researching the wrong things that they cannot tie to any value-add related to their solution. We help sellers develop a strategic plan of targeted accounts to analyze quickly, become confident in the language of that prospect, and map out that target account to cold-call and build consensus across stakeholders - closing more important deals faster!
Sales Enablement Training teaches everyone in your company how to deliver great buying experiences for customers. It is an essential ingredient for Customer Success, Marketing, and all non-sales teams who work with current customers and prospects alike. We know that 50% of all information customers leverage to decide upon an expansion of your technology or renewal, comes from non-sales teams. So if you are not able to strategically approach a current customer, in their language, and with confidence, you are missing the few opportunities you get to influence that customer to expand your solution or renew.
Whether you are launching a new product or trying to access a new market, it is often challenging to scale your sales organization to cope with the demands of a new product launch. You might not be able to hire salespeople in the time frame required, or you do not want to detract your existing salesforce with a new product. Whatever it is, time of the essence.
Transform Your Sales Organization
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Let's talk about your Account Management Needs
Contact us today to discuss how we can help your go-to-market teams triumph!