Account Management Training

Plan. Develop. Grow. Scale.

Account Management Training

Account Planning is an essential ingredient of a successful sales organization. 50% of all information buyers leverage to decide upon a business-to-business purchase, comes from sales representatives directly. So if you are not able to strategically approach a prospect or customer, in their language, and with confidence, you are wasting the few opportunities you get to influence that customer to buy your solution.

When a salesperson engages with a prospect, delivering a personalized experience creates a great buying experience. Poor buying experiences drive them to look for alternatives to your solution.

Creating a personalized buying experience with the quota, and time pressures of sales is a challenge. 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!

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.

Managing Complexity

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

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Sales Training

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.

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Sales Mentoring & Coaching

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.

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Sales Leadership Training

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.

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Account Management Training

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!

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Sales Enablement Training

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.

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Sales as a Service

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

1.

We “take the load” off Sales Managers and Leaders who are trying to elevate their teams’ performance to reach their revenue goals faster through real-world techniques customized for their market.

2.

We deliver in-person sales training that works for Sales, Sales Managers, Leaders, Customer Success, Pre-sales, Marketing, and Product teams. Our training develops greater sales awareness, creates resiliency in the sales pipeline, and sellers can effectively manage more complex sales cycles.

3.

We enable sellers to “up their game” by monitoring improvement, in-person consultation, and online customized support. We ensure that everyone who is “selling” does so with confidence and success.

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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!