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Online Sales Training

Account Management Sales Training

Closing the initial sale does not mark the end of a salesperson’s work. Effective account management is not just reactive. Sales account management is proactive – ensuring you don’t give the competition a chance to move in on existing customers. Organizations that have a renewable contract relationship with customers must maintain the original value expectation of customers when it comes time for a renewal. Account management sales training with Funnel Clarity teaches the techniques required for proactive account management.
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Sales Account Management to Expand Existing Business

Proactive Value Creation

Keeping a customer and expanding existing business is more profitable and easier than continuously pursuing new accounts. Where organizations fall short is when sales account management because merely a reactive effort, responding to complaints and inquiries. The missed opportunity for proactive value creation, cross-selling and upselling opportunities can be detrimental to keeping competition at bay. At the time of the original contract, the expectation and definition of value between sales professionals and prospects may no longer be true. Organizations evolve, industries shift and new factors are introduced. Change is the engine of opportunity – and recognizing that change can uncover cross-sell or upsell opportunities that redefine the expectation of value. We understand the most common pitfalls, and have built account management sales training materials that help organizations overcome them.

Course Curriculum: Box Out the Competition©

Course Introduction

15 minutes

The course begins with an overview of what to expect, reflection on the common pitfalls of upselling and renewals and a framework for daily practice.

Section 1: Decision Roles

30-45 minutes a day for 1 week, self-paced.

Identifying Decision Makers, the role they have in the renewal or expansion opportunity is a key to selling/renewing with existing customers. This section explores buyer roles in the decision process, what makes each role different and why it matters to selling/renewal strategies.

Section 2: The Customer Decision Journey

30-45 minutes a day for 1 week, self-paced.

Research has shown that buyers move through distinct/recognizable stages as they consider a purchasing decision. This section examines the stages of this journey from the buyer’s perspective during a renewal and when considering adding new products/services, the specific skills that a successful seller will use at each stage, the strategic sales objective of each stage and how to best serve as a “decision coach” throughout the renewal/expansion process.

Section 3: Attentive Listening

30-45 minutes a day for 1 week, self-paced.

This section teaches the underleveraged skills associated with attentive listening and how they form the surest and fastest method for establishing a “decision coach” relationship.

Section 4: Question Types

30-45 minutes a day, self-paced. All sections 3-weeks total.

This section emphasizes the importance of what triggers certain kinds of questions and what to listen for from buyers’ answers. It explores the hierarchy of different question types and teaches when each type of question is most appropriate, what to do with the answers the seller hears and how to employ questions as the primary tool of persuasion.

Section 5: Call Planning

30-45 minutes a day, self-paced. All sections 3-weeks total.

Call planning requires preparation and strategy. This section provides a clear framework for you to create value on your renewal and expansion sales calls with an emphasis on the buyer. This approach helps you maintain call control, professionalism and momentum throughout the opportunity.

Certificate of Completion

Certificates are valid for 2 years.

Get a social media-friendly Certificate of Completion validating your successful achievement of learning how to create barriers to the competition, renewing more business and growing your accounts.

Reinforcement

1 hour a week for 4 weeks, self-paced.

These subsequent four sections offer review of the Box Out the Competition© content and include additional assignments and tests to continue on your path to mastery.

This course includes:

  • Video-icon 16+ hours of mixed media content
  • Articles-icon 60+ practice opportunities
  • Star-icon Certificate of Completion
  • Life-line Access to Experts
  • Web-icon Online reinforcement included
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Account management sales training helps sales professionals:

  • Build an expanded network of contacts at each account.
  • Proactively position renewals long before the renewal date.
  • Consistently create value for existing accounts.
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Box Out the Competition©

Active sales account management ensures you don’t give the competition a chance to move on existing customers when it's time for contract renewal. Account management sales training participants will learn how to proactively assess change in the customer’s organization, proactively create value and nurture a wide network of customer contacts. Further, sales teams will learn how to conduct seamless hand-offs to fulfillment teams, agreeing on the definition of success and customer expectations. Clients that have completed account management sales training with Funnel Clarity experienced 55% increase in customer retention, 112% increase in upsell opportunities and 75% decrease in missed hand-offs.

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Interactive Online Sales Prospecting Training

Prospecting training with our online platform is impactful for sales professionals and insightful for sales leaders. Gain insight into each team member’s participation, completion, comprehension and engagement with course material. Team member’s can interact in group exercises and discussions to increase continuity across the organization.

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increased customer retention
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decrease in missed hand-offs
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increase in upsell opportunities
We love our clients because they become long-term partners:
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What Our Clients Say

Mid-Size E-Learning Provider
Shannon R.

I have been through many training programs in my career, and Funnel Clarity is at the top of them. I love webinars and additional information they provide throughout the year.

Fortune 100 Software Company
Lauren L.

Funnel Clarity's hands on, professional and personalized approach with our team had us fully engaged. Funnel Clarity helped our team implement a unique, effective sales approach with skills that I will continue to use throughout my career.

Mid-Market SAAS Company
Yinet M.

Great training; easy to grasp and implement into your sales program and measure results.

Small Software Company
Ryan S.

Great company done and great trainer. I was impressed with the upfront level of interaction and planning for the training session. What was great was that they told the time to understand our business and base line metrics prior to planning the training session. The session was relevant and I saw an immediate acceptance and adoption by the team.

Mid-Size Biotech Company
Jim K.

As a sales professional and sales manager Funnel Clarity has made myself a better prospector, a better manager and more importantly a better consultant to my customers. Great content presented with passion and conviction.

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