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Account Profiling & Analysis |
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· Analyse the customers business · Identify the customers Critical Success Factors · Understand the key individuals’ ‘drivers’ · Explore new areas for growth · Create opportunities to add business value
The Sales Academy’s Account Profiling and Analysis Process provides industry leading analysis methods and tools to highlight critical executive business issues that your salespeople can use to explore new opportunities and create meaningful Value Propositions.
On screen planning guides and contextual help functions offer straightforward explanations and guidance on new sales processes and methodologies, so that salespeople start to benefit immediately and rapidly develop their full potential to win more business in highly competitive sales situations. |
Product Summary |
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Selling ‘Value’ to Senior Executives Sales managers constantly urge their salespeople to sell ‘value’ to senior customer executives early enough to influence buying criteria. Salespeople often fail in this task simply because they lack the insight and confidence to build long-term, business based relationships with senior executives. This requires the salesperson to gain an understanding of a customer’s business, the key business issues facing their customer and a real grasp of how their own products and services can be deployed to help customer executives achieve their business goals and their personal, work-related ambitions.
By failing to engage senior customer executives in business based discussions early enough, salespeople get ‘locked out’ of the critical phase of business problem resolution and are limited to sales discussions in the middle phase of the decision cycle; by which time a solution has already been specified and their competitors are active in the account.
A Sales Academy Account Profile and Analysis can provide salespeople with the business insight and confidence to engage senior customer executives in discussions about real business issues early in the problem resolution phase, allowing the salesperson to differentiate solutions based on true customer value. |
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On-Line Sales Planning Template |
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the sales academy |
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On screen planning guides and contextual help functions offer straightforward explanations and guidance on new sales processes and methodologies, so that salespeople start to benefit immediately and rapidly develop their full potential to win more business in highly competitive sales situations. |
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Sales Processes & Tools for Sales Teams and their Sales Managers |
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Email: info@SalesAcademy.net.nz Phone: + 64 21 816 372 |