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.
Account management sales training helps sales professionals:
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.
Account management sales 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.
16+ hours of mixed media content
60+ practice opportunities
Certificate of Completion
Alumni Access
Online reinforcement included
With Fearless Prospecting© sellers can overcome discomfort, overcome resistance from prospects and set many more first appointments with qualified potential buyers. The tactics taught in Fearless Prospecting© have been developed from research and are surprisingly non-intuitive.
The modern sales professional needs more than just a questioning model. To maximize success a seller needs to understand how to “counsel” buyers to make great decisions. This course focuses on the tactics and strategy of providing this kind of buying guidance to every decision maker.
The challenges facing inside sellers differ from those that face a field salesperson. This course teaches inside/digital sellers the tactics and strategy necessary for maximum results when selling to remotely located decision makers they may never meet in person.
Selling an innovative and/or disruptive solution is different than selling a competitive offering in a mature market. This course teaches sellers with start-ups, emerging growth companies or those with innovations from mature companies how to make immediate significant penetration in a new marketplace.
One area where sales organizations lack an effective tool is recognizing how qualification is an ongoing part of a sales process, not a step in that process. This course teaches the skills that ensure each sales call is most effective and the sales funnel contains only real opportunities.
