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Strategic Sales for Account Managers
Strategically approach key accounts and influence gatekeepers.Preview the first lesson free — get full access to all 48 lessons.
Intermediate Provider : Tami Glasco 8 chapters · 48 Lessons · 1h 30m in Arabic, English, Spanish
Course Description
Contrary to old sales practices, there is no "one-size-fits-all" approach to marketing. This “Strategic Sales for Account Managers” course will teach you exactly that. Through this course, you will be able to see the different parts of marketing and sales that produce profit. You’ll also learn ways to profile and identify your target customers, including their behavior in the organization, your target organization's culture, and their behavior in buying.
Discover how to identify the decision maker in the organization and how to establish a rapport and influence with the gatekeeper so you can walk past them and on to the decision maker. By learning how to strategically approach key accounts and to influence gatekeepers, you can exceed expectations and boost your performance metrics. You will also learn the aspects of strategic sales, such as account planning, research, customer satisfaction, negotiation, time management, motivation, and successful account management — and how these can be used to go above and beyond your metrics.
What You'll Learn
- Research and profile your target customers, including their organizational behavior, culture, and buying behavior
- Identify decision makers and influence gatekeepers to reach the "puppet master" within an organization
- Build the strategic sales process through account planning, intelligence gathering, goal setting, and sales strategy creation
- Provide solutions that build lasting customer relationships and position you as a partner in their growth
- Apply analysis tools such as competitive analysis, SWOT analysis, and CRM to manage key accounts
- Communicate effectively with customers and team members to maximize your organization's investment in you
Key Takeaways
- There is no "one-size-fits-all" approach to marketing, so sales for account managers must be strategic and tailored to each account.
- Profiling target customers means understanding their behavior in the organization, the target organization's culture, and their buying behavior.
- Establishing rapport with and influencing the gatekeeper allows account managers to reach the decision maker in an organization.
- Strategic sales covers account planning, research, customer satisfaction, negotiation, time management, motivation, and successful account management.
- Tools such as CRM, sales forecasting, competitive analysis, and SWOT analysis support strategic management of key accounts.
Frequently Asked Questions
Who is this course for?
It is designed for account managers who want to apply a strategic approach to sales, including profiling target customers, influencing gatekeepers, and managing key accounts.
What will I learn about reaching decision makers?
You will learn how to identify the decision maker in an organization and how to establish rapport with and influence the gatekeeper so you can move past them to the decision maker, including finding the "puppet master."
What aspects of strategic sales does the course cover?
It covers account planning, research, customer satisfaction, negotiation, time management, motivation, and successful account management.
What analysis methods and tools are included?
The course includes Customer Relationship Management (CRM), sales forecasting methods, competitive analysis, and SWOT analysis, along with identifying prospects' business processes, selling environment, competitors, objections, and product or service needs.
What skills does this course help develop?
It helps develop skills in account strategy, client-specific sales, sales optimization, sales strategy, sales training, and strategic selling.
