ProActive Account Strategies™

Today's sales teams are being asked to do more, with less. To call high, stay high, and control the sales situation, which has dozens of players and options. Dealing with buyers, committees, senior managers, it can be a bit overwhelming. This is where ProActive Account Strategies comes in.

Combining the tactics of ProActive SellingTM with Value! TM, ProActive Account Strategies gives you insight and planning opportunities into Global Account Selling and Management techniques. Understanding the customer and developing a teaming relationship with the account creates the best win-win environment.

Controlling the process means you control the deal. This has never been truer than at the higher level, complex sales situation.

Key topics include:

Learning how to target a key account situation
Identifying the key steps in beginning the relationship
Developing the mutual goals and business objectives for both parties
Asking the right questions during the sale
Managing the sales process throughout the organization
Identifying key politics and organizational issues
Utilizing powerful communication and behavior skills to understand buyer motivations
ProActively mapping a sales plan that brings desired results