IMPROVE
YOUR SALESFORCE’S ABILITY TO IDENTIFY OPPORTUNITIES,
SET GOALS, DEVELOP STRATEGIES, AND EXECUTE ACTION
PLANS FOR MAJOR ACCOUNTS.
Strategic
Business Development was designed to move
salespeople from tactical sales calls to long-term
strategic selling. It is a complete system for
account penetration and management that begins
with the SBD Opportunity Analyzer used with a
real-life account (Preworkshop Assignment). During
the two-day workshop, opportunities are identified
and prioritized as a springboard for strategic
positioning. Strategies learned are then applied
to the same real-life account. To conclude the
workshop, each salesperson reinforces what was
learned by developing a strategic plan for his
or her own account. The systematic process continues
after the workshop as salespeople use the strategic
tools to execute the master plans they have developed.
A follow-up guide for the managers enables them
to monitor the system on an ongoing basis.
Your
salespeople will learn how to:
Analyze major accounts to identify strategic opportunities
Establish strategic and value goals for each account
Implement an alignment strategy to position themselves
as a preferred vendor, a business consultant, or a
partner/ally
Allocate resources according to account potential
Access vertical and horizontal decision-makers
and influencers
Interface with top-level account executives to
gain an understanding of their perspective, long-range
goals, and vision
Integrate strategies such as negotiating, consultative
selling, team selling, and more!
Design a master plan for each major account
All participants will receive a tool box of diagnostic
and planning tools to help them systematically identify
opportunities and implement account strategies. If you
want your salespeople to call at higher levels, shift
their focus from day-to-day tactics to long-term strategies,
and build relationships at critical levels, Strategic
Business Development will accomplish this goal.
What is AccountAbility?
The AccountAbility series
consists of major strategies for penetrating high-potential
accounts: Strategic Business Development,
Value-Added Negotiating, Strategic Multi-Level Selling,
Team Selling and Solution Selling. Each strategic
program is a system in itself, consisting of Preworkshop
Assignment, a fast-paced, intensive workshop, tools
for field use, and a manager’s guide to follow
up/monitor performance. The participants acquire the
strategic process, supporting tactics, and skills through
participation, practice and field application.
