Account and Opportunity Management
Expert sales professionals know that managing opportunities and accounts requires identifying high-probability and high-profitability opportunities from within their account portfolios. They assess the probability that the customer will buy something, determine whether the opportunity is of value to them and their company, and ascertain the likelihood of the customer buying from them. Having an effective process to assess and manage accounts and opportunities translates to improved forecast accuracy, pipeline management, and win rates.
Aligning with Customer Buying Behaviors helps high-performing salespeople understand the customer's buying process. Participants learn how to look beyond their own selling priorities and adapt their offering to meet the customer's buying priorities—fitting into the customer's business and buying processes versus requiring the customer to adapt. 詳しくはこちらへ
Conducting Strategic Business Calls: Discovering Critical Success Factors addresses the foundational skills of consultative selling. Understanding those few areas that are critical for business success is first and foremost. Sales professionals learn how to uncover customers' critical success factors and how to adapt, create, and position the business value of their offering to meet these requirements. 詳しくはこちらへ
The Creating Differentiated Offerings module of the Sales Advantage Series helps high-performing salespeople avoid the pitfalls of competing on price by effectively differentiating their offering with customers. In this module, sales professionals learn how to look beyond easily commoditized features and services to developing real differentiation based on what the customer values, which is hard for competitors to replicate. 詳しくはこちらへ
In Turning Information into Sales, salespeople will be provided with tools to effectively discover business needs, identify what matters, and apply it in successful sales. They will develop the essential ability to discover the information needed to create highly satisfactory and compelling solutions, resulting in improved sales results. 詳しくはこちらへ