Teach yourself about account management.
On Wednesday, April 1st, 2020, we began delivering a free B2B sales training course via bite-sized posts on the SalesSense LinkedIn company page. This page presents links to the posts in part fourteen - customer account management.
Follow the links below to study the course. Follow the SalesSense LinkedIn company page. to see updates.
Course Contents
The complete course addresses the following B2B sales topics:
- Map a typical customer buying process.
- Define customer problems or situations that you fix or address.
- Find sales prospects who need what you sell, right now.
- Identify the right people in suspect organisations.
- Start a conversation through cold outreach.
- What to do if suspects don’t engage.
- Planning a discovery call or meeting.
- Persuasive communication.
- Negotiating access to those who can say yes.
- Prompting a customer buying process.
- Participating in a customer buying process.
- Preparing a winning sales proposal.
- Conducting buying negotiations.
- Closing the sale.
- Customer account management.
Have the course content delivered in part or in full, for individuals or for groups in sessions led by the course author.
Online Group Training Session - £180 plus VAT. Learn more.
One-to-One Coaching Session - £95 plus VAT. Learn more.
Follow the course by following our LinkedIn company page or by emailing freeb2b@salessense.co.uk.
Part Fifteen - Customer Account Management
Managing the customer relationship. 15.0
Connect with the customer's vision and mission. 15.1
Connect with the customer's vision and mission - examples. 15.11
Connect with the customer's vision and mission - how to know it. 15.12
Maintaining and improving operational relationships. 15.2
Becoming a trusted advisor - definition. 15.3
Becoming a trusted advisor - personality differences. 15.31
Becoming a trusted advisor - personality characteristics assessment. 15.32
Becoming a trusted advisor - how to recognise personality differences. 15.33
Becoming a trusted advisor - how to adapt for personality differences. 15.34
How to climb the trust hill faster. 15.35
Becoming a trusted advisor - summary. 15.36
Strategic supplier status assessment. 15.4
Progressing towards strategic supplier status. 15.41
Developing the business impact of what you sell. 15.42
Increasing customer executive support for what you sell. 15.43
Expanding customer use of what you sell. 15.44
Recruiting customer champions for what you sell. 15.45
Prepare and maintain a customer account plan. 15.5
Use a customer account plan template. 15.51
Have all of this B2B sales training course or any element of it delivered for groups or individuals through online sales training sessions or one-to-one coaching. Call +44 (0)1392 851500 or email jimm@salessense.co.uk for details.
