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Strategic Account Development
Introduction
Traditional methods of attempting to improve sales effectiveness typically leave sales organizations stuck atop a plateau, unable to gain the traction to get to the next level. Lackluster sales causes an extreme condition within management that forces the sales team into extreme behavior; doing more of what used to work for fewer results.
Traditional methods include sales managers, business owners and executives implementing lead generation programs, sales contests, short term sales training programs (boot-camps), motivational seminars and other strategies.
These traditional strategies focus on the sales person, not on a sales process
Course Overview
This course discusses the problems associated with traditional methods of developing business and presents implementation methods to achieve an effective pipeline backtracking system.
Course Objectives
At the completion of this course you will be able to:
- Explain the strategies for effective pipeline analysis.
- List the criteria
- used in the qualification process to reduce Pipeline Bloat.
- to realistically backtrack your pipeline.
- to effectively gauge your current volume of opportunities (pipeline).
- Describe the measures, and demonstrate how to apply them, to attain positive results through process engineering.
- Identify and quantify sales constraints which can impact increased sales efficiency and productivity.
- Identify where and when to invest time and money to generate more leads.
- Create draft proposals that target the real motives of the buyer.
- Identify which accounts require your time to manage long sales cycle opportunities.
The course will be delivered via a combination of the following:
- Course content
- Lecture
- Questions that require individual and group participation throughout the course
- Questions that require individual written responses throughout the course
- Discussion of various pipeline strategies
- Checklists to backtrack current pipeline opportunities
- "What I Have Learned" assessment
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