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.
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.
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.
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.
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.
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.
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.
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.
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.
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, account managers 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 training with Funnel Clarity experienced a 55% increase in customer retention, a 112% increase in upsell opportunities and a 75% decrease in missed hand-offs.
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.
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.
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.
Great training; easy to grasp and implement into your sales program and measure results.
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.
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.
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.