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29-06-2021, 23:17

The Account Management Way To Accelerate your sales cycle

Category: Tutorials

The Account Management Way To Accelerate your sales cycle
MP4 | Video: h264, 1280x720 | Audio: AAC, 44.1 KHz, 2 Ch
Genre: eLearning | Language: English + srt | Duration: 16 lectures (1h 23m) | Size: 1.57 GB


Grow your sales with account management principles
What you'll learn:
The correct process required to reduce their sales cycle
How to manage and segment accounts effectively
How to allocate the appropriate amount of time with the segmented accounts
How to ensure they are focusing on the right decisions to accelerate their sales
How to make sure that we understand who are the relevant people in the deciion making unit
How to influence the decision making unit

Must have some experience of sales
Must understand the basics of the in call sales process
Must be open to adapting their current sales approach

Over the last 2 decades of selling, managing and leading sales teams I observed that there were 5 key things that accelerated sales, those 5 things have consistently helped to significantly reduce sales cycles in multiple companies and hence exponentially grow sales.

Those 5 key things, known as the The sales acceleration formula are

A - account segmentation

D - decision making analysis

A - awake, understanding what keeps your decision makers awake at night

P - Presenting the right solutions

T - tackling objections

This course focuses on the first 2 elements as they are the most critical (and most unique) parts of the formula.

Who this course is for
Sales people trying to improve their sales success
Companies trying to reduce their sales cycle
Key Account Managers trying to manage key accounts more effectively
People who need a way to organise their sales team processes


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