Account Strategy

The most common approach used in selling is a direct strategy; going head to head and feature to feature. Unfortunately, it is also the most defeated strategy in sales. Unless you are the incumbent, winning with a direct strategy is difficult because it requires obvious and measurable product or service superiority. Indirect strategies are the domain of seasoned sales professionals. Learn how to change the rules to your favor by influencing the decision criteria or the decision process. Learn how to use timing to delay a decision and maybe even let the competition win an undesirable piece of business while you focus on the business that you really want.

Target group

Early to mid-career sales professionals

Topics

• What are the economic factors influencing your account?
  
• What are the political factors influencing your account?
  
• Where is your competition and with whom are they aligned?
  
• How do you influence the decision criteria and decision process?
  
• How do you choose a formal strategy in order to defeat your competition?

Approach

The training course is instructor led and is designed to be highly interactive with practical exercises and role plays. All modules conclude with Commitments to Action (CTA’s) which ensure that the learning is applied in the field.

Duration

1 day  

Course objectives

After this training course, you will be able to gather and interpret account intelligence around Economic, Political, Competitive and Operational landscapes:

Execute a formal account strategy based on competitive intelligence

Recognize your competitor's strategies and alter your approach to win more often

 Follow up courses