Home > Sales Training Products > Discovery-Led Account Planning
Discovery-Led Account Planning
"Letting Deep Customer Knowledge Drive Long-Term Account Growth"
Length/Product Type
1 Day Course
Targeted Audience
Sellers, Sales Managers, Account Teams
Description
Today, sellers are tasked by leaders in their own companies with cross selling, up selling and increasing share of wallet in their top target accounts. Yet customer loyalty is becoming harder to earn and even harder to maintain. Customers want sellers to understand their unique business needs and offer innovative and cost-justified solutions. A cornerstone of success for sellers to develop deeper customer relationships is developing insightful and actionable account plans.
This course will give sellers and sales support resources the tools and techniques to better understand their customers and their business needs. It will help account teams to think differently and more strategically about their customer, and identify new ways to add value in key accounts. The course offers tools to build a communications strategy, set of marketing campaigns, and a cross-functional action plan, to help solve customers' challenges.
By learning and practicing these account planning skills and approaches, but mostly by being accountable for their execution, sellers will see unprecedented growth in their top accounts.
This course will give sellers and sales support resources the tools and techniques to better understand their customers and their business needs. It will help account teams to think differently and more strategically about their customer, and identify new ways to add value in key accounts. The course offers tools to build a communications strategy, set of marketing campaigns, and a cross-functional action plan, to help solve customers' challenges.
By learning and practicing these account planning skills and approaches, but mostly by being accountable for their execution, sellers will see unprecedented growth in their top accounts.
Objectives
Discover customer business imperatives, initiatives, problems and opportunities
Brainstorm innovative and provocative ways your firm can help the customers achieve their business goals
Identify key buyers and influencers who need to become aware of your firm's capabilities and create targeted value propositions for each buyer
Design a comprehensive communications strategy and set of marketing campaigns to more proactively get the word out
Create a cross-functional account plan to guide the actions of each person on the account team and hold them accountable for delivery
With this product you will receive
Recommended Supplemental Materials
Facilitator Instructions - to help you prepare for and facilitate each section of a course or customize and implement a template.
Training Products - A complete set of training materials rich with course training content and packaged into a single source file (PowerPoint) for ease of use. These materials include: Facilitator Guide, Participant Guide and Training Slides
Template Products - All template products come with training content, layout structure and/or frameworks in a sprcific training content area. You may customize with company information. Training content and layout is designed in PowerPoint, Word and/or Excel .
Training Products - A complete set of training materials rich with course training content and packaged into a single source file (PowerPoint) for ease of use. These materials include: Facilitator Guide, Participant Guide and Training Slides
Template Products - All template products come with training content, layout structure and/or frameworks in a sprcific training content area. You may customize with company information. Training content and layout is designed in PowerPoint, Word and/or Excel .
All materials to effectively deliver/use this product are included with your purchase.
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