Strategic Account Sales Skills Part 2

The Value Proposition: Getting Your Pitch Right

Duration: 22.0

The value a company offers to customers can come in many forms – product quality, financial stability, reputation, and creativity to name a few. To answer the question, What value does my company offer?, you need to know your company inside and out – its strategies, how it operates, the solutions it can offer, and the people who do the work. Combine this knowledge with your understanding of the customer, and you'll be able to offer meaningful and creative customer solutions. In this course, you will learn how to identify and articulate your company's value and how to assess whether it is a good 'fit' for your prospects. You will also learn how to increase your customers' awareness of how they perceive value and how your company can meet their needs.

describe how value impacts the sales and buying process
identify key components of value that make up a value proposition
recognize what is valuable from a customer's perspective
determine what to do based on the results of an assessment of value alignment
label questions according to their value categories
identify opportunities to challenge or expand customer perspective of value

Storming: Developing and Leading Your Sales Team

Duration: 6.0

Though easily formed, teams do not readily emerge as a cohesive and functioning group. Instead, they progress through a series of phases as individuals acclimate to each other and the challenges they must face together. This Business Impact focuses on a particularly difficult phase of team development: storming.

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Rapport Building in Customer Service

Duration: 28.0

Good customer service and strong customer relationships begin with building rapport. Building rapport requires knowing your customers, understanding their situations, and providing an empathetic ear for them to voice their concerns. In this course, you'll learn how to build rapport with customers by paying close attention to their needs, connecting with them, and being positive. You'll also learn how to empathize with customers by relating your own experiences, reflecting their emotions back to them, and normalizing their difficulties.

recall how to demonstrate to customers that they have your full attention
recognize strategies for connecting with customers
identify strategies for being positive and friendly in customer service
recognize guidelines for empathizing with customers by relating your own experiences
identify how to show you understand customers' feelings by reflecting their emotions
recognize guidelines for normalizing customers' difficulties
recognize guidelines for building rapport with customers

Planning Direct Mail to Generate Leads for Complex Sales

Duration: 7.0

Using direct mail to generate leads for complex sales requires careful planning. This Business Impact examines what's involved.

Creating a Plan for Performance Management

Duration: 23.0

Having a performance management system in place can focus attention on results that count, boost productivity, align team and individual activities with organizational goals, and improve morale, all of which help ensure individual and team performance produce the desired outcomes for organizational success. In this course, you'll learn about the nature and benefits of performance management. The course outlines the five phases of a performance management system. It then explains how to recognize critical success factors and ensure effective key performance indicators, and explains the key components of developing role profiles.

identify the factors of successful performance management
recognize how a performance management system increases productivity and organizational success
recall the five phases of the performance measurement process
recognize the four types of critical success factor
list the characteristics of effective key performance indicators
identify the key job requirements summarized in a role profile