Managing and developing your accounts is the key to sustainable business. As such, sales people and account managers need to be able to create strategic business relationships with their clients in order for the clients to remain loyal to them and the company. Sadly, most sales people and account managers treat their relationship with their clients as transactional instead of strategic.
In this short “Nine-Grid Key Account Management” training course, we will focus on creating strategic business relationships with clients by understanding how to manage their time and activities to better serve their key accounts.
By the end of this training course, participants will be able to:
1. Select and rank their key accounts
2. Create strategies to handling the different levels of key accounts
3. Manage time and activities for each type of key account
Presentation I have done in a Sloan software class on sales, sales management, and sales strategy. Particularly applicable to companies doing b2b selling.
A sales person is a tool to get your offering out to prospects and/or customers. It’s true we can control the offering and we can shape the message presented. But it’s the Sales person’s style, presentation and skills that will determine how the customer or prospect will feel about usIT’S NOT WHAT YOU SAY IT IS. IT’S HOW THEY SAY IT
This is not an end-all-be-all primer for Territory Management - it was developed for a very specific situation to fix a very specific business problem.
Managing and developing your accounts is the key to sustainable business. As such, sales people and account managers need to be able to create strategic business relationships with their clients in order for the clients to remain loyal to them and the company. Sadly, most sales people and account managers treat their relationship with their clients as transactional instead of strategic.
In this short “Nine-Grid Key Account Management” training course, we will focus on creating strategic business relationships with clients by understanding how to manage their time and activities to better serve their key accounts.
By the end of this training course, participants will be able to:
1. Select and rank their key accounts
2. Create strategies to handling the different levels of key accounts
3. Manage time and activities for each type of key account
Presentation I have done in a Sloan software class on sales, sales management, and sales strategy. Particularly applicable to companies doing b2b selling.
A sales person is a tool to get your offering out to prospects and/or customers. It’s true we can control the offering and we can shape the message presented. But it’s the Sales person’s style, presentation and skills that will determine how the customer or prospect will feel about usIT’S NOT WHAT YOU SAY IT IS. IT’S HOW THEY SAY IT
This is not an end-all-be-all primer for Territory Management - it was developed for a very specific situation to fix a very specific business problem.
Key Takeaways from The Sales Development Playbook, part 1 and part 2WhereDat
Key takeaways, section-by-section from the Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
In The Sales Development Playbook, author Trish Bertuzzi shares 3 decades experience on building pipeline and speeding up growth.
In this takeaway:
Part 1 - Strategy
Part 2 - Specilaization
• Introductory meetings and generating qualified opportunities, which one?
• Pursuing qualified opportunities using the PACT method
• When is to build an in-house sales development team?
• Deciding between inbound and outbound marketing
• Gaining clarity of your ICP (ideal customer profile)
• When to separate inbound SDRs and outbound SDRs into separate roles
• Why you should consider a research role
Over the past 12 years, I've had in-depth conversations with more than 25 sales gurus, as well as hundreds of sales professionals and managers. Based on that experience, I have concluded that there are eight–and only eight–truly essential sales skills.
How to be a good Salesman. Knowing how to sell a product is a skill that must be practiced. Good salespeople have a strong work ethic and never give up on a sale. You must know your product, know your customer, and be able to clearly show how your product will improve the life of your customer. Develop a sales pitch that is specific to the needs of your customer and follow up to close the deal. If you are not able to close the deal, continue to develop a relationship with the customer. You may win them over eventually.
Basic selling skills is necessary of people in all walks of life. Our sales training program focuses on effective selling skills. Salesmanship is a skill that can be developed through the learning of good selling techniques.
Key Takeaways from The Sales Development Playbook, part 1 and part 2WhereDat
Key takeaways, section-by-section from the Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
In The Sales Development Playbook, author Trish Bertuzzi shares 3 decades experience on building pipeline and speeding up growth.
In this takeaway:
Part 1 - Strategy
Part 2 - Specilaization
• Introductory meetings and generating qualified opportunities, which one?
• Pursuing qualified opportunities using the PACT method
• When is to build an in-house sales development team?
• Deciding between inbound and outbound marketing
• Gaining clarity of your ICP (ideal customer profile)
• When to separate inbound SDRs and outbound SDRs into separate roles
• Why you should consider a research role
Over the past 12 years, I've had in-depth conversations with more than 25 sales gurus, as well as hundreds of sales professionals and managers. Based on that experience, I have concluded that there are eight–and only eight–truly essential sales skills.
How to be a good Salesman. Knowing how to sell a product is a skill that must be practiced. Good salespeople have a strong work ethic and never give up on a sale. You must know your product, know your customer, and be able to clearly show how your product will improve the life of your customer. Develop a sales pitch that is specific to the needs of your customer and follow up to close the deal. If you are not able to close the deal, continue to develop a relationship with the customer. You may win them over eventually.
Basic selling skills is necessary of people in all walks of life. Our sales training program focuses on effective selling skills. Salesmanship is a skill that can be developed through the learning of good selling techniques.
5 Tips For Agents To Become Super Productive Designation Hub
There are some simple rules that you can follow to help you achieve more productivity for your real estate business.
So let’s break down how your day can be better structured, so you are more productive.
Sales Time Mastery - Tips on how to be more productiveMichael Galante
24 actionable tips for Salespeople, Account Managers, or anyone who has to secure new business or generate revenue for their company. Plus a few bonus tips thrown in. Published by Michael J Galante
“Time management” is the process of organizing and planning how to divide your time between specific activities. ... By using the time-management techniques in this section, you can improve your ability to function more effectively – even when time is tight and pressures are high.
Best Ideas for Beauty parlor set up from homevFabShine
After running successful Parlor for years, here I am listing few of my experience. These are tried and tested and many of my friends are running there so called small start-up successfully.
A downtime - a good time to start a business?inspiresmeuk
Clive Lewis, Head of Enterprise at the Institute of Chartered Accountants in England and Wales, gave this presentation at the 26th Business Startup Show on Thursday 17 November at Earls Court, London.
You're up to 55% more likely to win business with an existing customer than with an outside prospect. If you're looking for steady, long-term sales, it's a no brainer that you should start with your customers.
This presentation will show you how to increase sales, serve your customers better, and work less.
Go to the below link to check out my book Mastering Account Management, which will give you the full library of strategies, tools, and resources covered here:
www.SalesSchema.com/MAM
WHAT YOU'LL LEARN:
Time Management
- structure your schedule; devote proper time to sales and customer service.
Customer and Client Service - provide exceptional customer experiences while keeping your peace of mind.
Sales & Business Development - close more deals by asking tough questions. Overcome objections and explore all business opportunities.
Tips & Tools
- gadgets and general strategies for organization and improvement.
Farming
- generate long-term repeat business with your existing customers.
Additional Resources
- assets for taking your account management performance to the next level.
ABOUT THE PRESENTER:
Dan Englander (@DansPalace)
-Founder of Sales Schema,
a site devoted to helping professionals find the right balance between sales and customer service.
-Instructor, The B2B Sales Blueprint,
a comprehensive course for B2B salespeople.
-Previously,
Dan was the first employee and Senior Account Manager at IdeaRocket, a New York-based animation studio for businesses.
How to start a small business? If you ask this question to a group of people and they are likely to think they know the answer. But the truth is that most new businesses fail within their first year of operation.
Avoid this common reasons why most start-up fails by simply visiting us at http://moneyreign.com/ now!
4. 8 Hours a Day
Traveling,
2.05
Waiting,
3.45
Seeing
Customers,
1.05
Administration,
0.15
Personal,
1.05
BY www.seas9.com
5. Smart Territory and Time
Management
• Avoid the time wasting habits
Schedule Your Time
Basic Principles
BY www.seas9.com
6. Smart Territory and Time
Management
• Avoid losing sight of objectives
Basic Principles
Schedule Your Time BY www.seas9.com
7. Smart Territory and Time
Management
• Start the day with a schedule of
objectives divide it into 3 parts.
• Thing 1 MUST do: Label “M” for
“Must”.
• Things I Want to do in order to reach
my goals; label “W” for “WANT”.
• Things I CAN do, if time allows: label
“C” for CAN
Basic Principles
Schedule Your Time
BY www.seas9.com
8. Smart Territory and Time
Management
S Schedule your Time
M Make Time
A Allow Time
R Rational Time
T Take Time
Basic Principles
BY www.seas9.com
9. Smart Territory and Time
Management
• Make every minute productive,
whether you are with the
customer or not.
Basic Principles
Make Time
BY www.seas9.com
10. Smart Territory and Time
Management
• Use it to gather necessary
information, e.g. secretary your
records, product information,
competitive sales people etc.
Basic Principles
Make Time
BY www.seas9.com
11. Smart Territory and Time
Management
• Plan your
approach/presentation on next
call.
Basic Principles
Make Time
BY www.seas9.com
12. Smart Territory and Time
Management
• Anticipate objections/obstacles
and plan to handle them.
Basic Principles
Make Time
BY www.seas9.com
13. Smart Territory and Time
Management
• After the sales call, evaluate it
immediately, write down the
fact/ideas to your next call
more profitable.
Basic Principles
Make Time
BY www.seas9.com
14. Smart Territory and Time
Management
• Ensure most of the time goes to the
most profitable customers.
• Divide customers into 2 groups: A and
B.
• Ration most of your time to the “A”
group; remember the 20:80 ratio.
• Use the phone whenever possible, to
maintain contact with “B” so that you
know when if a person is call is
justified.
Basic Principles
Rational Time
BY www.seas9.com
15. Smart Territory and Time
Management
• Take whatever time is necessary
to make the sale you are after.
• Take enough time to prepare for
an important presentation, even if
it means putting in extra hour.
• If closing the sales requires an
extra hour, take it regardless of
what it does to your schedule.
Phone if possible to reschedule.
• The idea is not to make calls but
to make sales.
Basic Principles
Take Time
BY www.seas9.com
16. Smart Territory and Time
Management
• To do a thorough selling job.
• If your presentation needs 30
minutes do not do it in 15 minutes.
• Allow the time for unpredictable
problems/delays “ about 15 % to
protect against disruptions”.
• Expect the unexpected. Keep your
schedule flexible.
Basic Principles
Allow Time
BY www.seas9.com
17. VISIT www.seas9.com for
more presentations
Its free
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• Doctors Data (Pakistan and
Afghanistan)
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Afghanistan)
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• Discussion Forum.
• News and Events.
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