Provided by: Serebra Learning Corporation

Working with Your Customer s Key Players

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Training Provided by Serebra Learning Corporation

Strong customer relationships are essential for long-term sales success. In this course, you'll learn about the second major component of the Strategic Account Sales (SAS) approach--communication. You'll start by learning about developing coach relationships in your target account. A vital part of your sales effectiveness depends on finding contacts at target accounts that can become part of an internal "network of coaches" for the sales process. Then, you'll learn about gaining access to senior-level management and dealing with "gatekeepers." By effectively communicating with the right people in your accounts, you'll help to ensure positive sales results Individuals responsible for sales, sales support, business or account development, and sales management activities with major, national, or global sales accounts

Training Avaliability and Delivery

This is primarily online training
	This is an online eLearning or CBT training program
	Contact Serebra Learning Corporation for more information

Training Presented in:

English

Related Keywords: sales customer facing skills strategic account working customer s key players developing network coaches benefits coach coaching behaviors indicate contact could become sequence finding examples those development process apply gaining access decision makers recognize importance knowing how reach match strategies those strategies guidelines gain access decision maker those guidelines sequence examples each step letter draft given scenario dealing gatekeepers four gatekeeper those st

Training Program Details

Audience

Individuals responsible for sales, sales support, business or account development, and sales management activities with major, national, or global sales accounts

Topics

Objectives

identify the benefits of developing a coach or network of coaches.
identify coaching behaviors that indicate a contact could become a coach.
sequence the steps for finding a coach with examples of those steps.
sequence the examples of the steps of the coach development process.
apply the steps for developing a coach.Gaining Access to Decision Makers
recognize the importance of knowing how to reach decision makers.
match access strategies with examples of those strategies.
match the guidelines for using a coach to gain access to a decision maker to examples of those guidelines.
apply the guidelines for using a coach to gain access to a decision maker.
sequence examples of each step of the access letter process.
draft an access letter in a given scenario.Dealing with Gatekeepers
recognize the importance of dealing with gatekeepers.
match the four steps for dealing with a gatekeeper with examples of those st

About Serebra Learning Corporation - Training Provider

Serebra Learning Corporation - Serebra Learning Corporation provides technology-based training solutions through a combination of Cortex, its proprietary learning management system (LMS), and a curriculum catalog with over 1,825 current courseware titles. Founded in 1987 (as FirstClass Systems, with a name change to Serebra in 2001), Serebra has over sixteen years" experience delivering e-learning solutions to both...

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