Sales Training Acquiring, Maintaining, and growing strategic accounts are critical to significant revenue growth for many companies. But navigating the landscape of the company, identifying and managing decision makers and influencers, and keeping the competition at bay are constant challenges.
With Iconiche’s Strategic Account Management training, your team will hone key skills and knowledge required to achieve the highest possible success in key account management. They will learn a proven process for strategic account planning that will allow them to methodically review and grow their accounts and transform into a strategic partner.
The Program will cover
The two most abused, misused, and overused words in selling are the words consultative and solution. It is interesting that these two words hold this distinction because without being consultative, the so-called solution is usually little more than a standard product pitch.
The transition from product focused selling to need-focused selling was the direct result of market changes. Increased competition and customers’ greater access to information and sophistication began the shift of power in a sales call from salesperson to the buyer.
The Characteristics of a Sales person adopting Consultative Selling are:
Consultative Selling is all about the dialogue between the salesperson and the customer. The salesperson learns about customer business needs before talking product. Product knowledge is transformed into a tailored solution when the solution is delivered and positioned based on the customer’s needs and language. The salesperson focuses more on the benefits than on features.
This high impact program will cover
Indirect Selling is a key to any organization’s geographical reach. The challenge here is the co-existence of your direct and indirect teams complimenting each other. Channel Management Program facilitates strategy alignment for organizations that go to market through an indirect channel. Organizations implement a process to define goals, minimize vulnerabilities, and establish commitments. This program offers a method for prioritizing channel partners based on the potential of the partnership and for aligning objectives for enhanced performance.
The Program will focus on the following areas:
