Strategic Account Sales Skills

Course ID: 271523

Bundle Contents: 8 Courses

$289.00 $2,312.00 87.50% Off List Price!

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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

Succeeding in Account Management

Duration: 15.0

Successful account managers pursue high-profit customers and work hard to retain them. They strive to understand and satisfy their customers' needs, knowing that their efforts will serve the strategic initiatives of not only their own company, but of their client as well. This Challenge Series product explores effective account management techniques. You'll assume the role of an account manager for a human resources consulting firm.

Topic t2 Objective o3 - Objective Text

Prospecting: Panning for Sales Gold

Duration: 22.0

The art of sales prospecting is an essential skill for sales professionals, even with all the technology and tools available today. Successful sales professionals recognize that prospecting is the key that unlocks the door to a winning sales process. This course will help you adopt a proper prospecting mindset and be able to leverage tools that will allow you to create a high quality list of prospects. You'll also learn how to prepare a value proposition and get ready to respond appropriately to prospects when you meet them face-to-face.

identify tools and resources used for sales prospecting
recognize how to use interpersonal methods for sales prospecting
approach prospecting with a proper mindset by knowing the facts
recognize strategies for uncovering ideal prospects
respond appropriately when faced with a particular prospect mindset
recognize the types of statements to prepare when getting ready to convey your value proposition to a prospect

Interacting with Customers

Duration: 30.0

Failing to realize the importance of customer service and effective communication can lead to increasingly dissatisfied customers. This course provides valuable advice on how to improve your interactions with customers, including how to overcome barriers to communication as well as how to speak effectively, use vocal cues, and listen actively and use paraphrasing to convey your understanding of the customer's needs.

classify examples of communication as formal or informal
identify methods to overcome barriers to effective communication
recognize the skills required for effective speaking
match positive and negative vocal cues with examples
identify the factors that contribute to effective listening
match the mirroring behaviors involved in active listening to their characteristics
identify the benefits of using paraphrasing techniques
use verbal communication skills effectively in a customer support environment

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

Connecting the Dots: Insightful Account Management

Duration: 6.0

Insightful account management is an art that can bring added value to your sales relationships. This Business Impact product explores how insight can unveil opportunities and threats in your accounts.