Expanding Your Business
Increase market share of your products and services by growing your current and
prospective customer base and obtaining more competitive sales. Position
yourself within your accounts by developing relationships with multiple influencers.
Analyze and develop key account strategies for growing the business in large
accounts or complex sales situations. You will gain the skills necessary to
increase market share by prioritizing sales activities, developing sales objectives,
utilizing pre-call planning techniques, identifying tools for developing new
business or reinventing new markets and by applying a customer modeling and
profiling process to attract optimum customers.
Learning Objectives
- Assess potential in current accounts
- Establish sales objectives for each account and sales opportunity
- Identify influencers who affect sales objectives
- Analyze customer profile information
- Identify tools for reaching new customers
- Effectively make contact by telephone
- Analyze most effective sales activities based on potential
- Assess opportunities for each territory
- Assess time management and time wasters
Key Skill Sets Introduced
- Account Management and Growth Strategies
- Prospecting
- Pre-Call Planning
- Multi-Level Selling
- Networking & Pre-Call Intelligence
- Time and Territory Management
