Complex Account Management

Leading without authority.

Target group

Major account or large account sales professionals

Topics

Approach

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

Duration

10 days (2 days per month over 5 months)  

Course objectives

After this training course, you will be able to:

• Link your customer’s business priorities and projects with their financial objectives
• Develop & utilize account planning to align with your customer’s business and successfully predict your results
• Effectively gather account intelligence and execute formal account strategy to defeat competition
• Qualify opportunities
• Execute sales calls to close gaps in your account intelligence advance strategy and add value to your customers

Follow up courses

• Coaching with Purpose and Passion