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Provided by: Serebra Learning Corporation Gaining Access to Key Personnel at Your Target Accounts |
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Training
Provided by Serebra Learning Corporation
In this course, you'll learn about the second major component of the territorial account sales approach: communication. You'll start by learning about coaching relationships. A vital part of your sales effectiveness depends on finding a key contact in each target account that can become your internal coach for the sales process. Then, you'll learn about gaining access to the right level at your target account and dealing with "gatekeepers." By effectively communicating with the right people, you'll help to ensure positive sales results. Individuals responsible for sales, sales support, business or account development, and sales management activities for territorial accounts
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Gaining Access to Key Personnel at Your Target Accounts
Audience
Individuals responsible for sales, sales support, business or account development, and sales management activities for territorial accounts
Topics
Objectives
- Developing Coaches at Your Target Accounts
- recognize the benefits of developing coaches at target accounts.
- identify the qualities of a good coach.
- use the steps to identify potential coaches in a given situation.
- sequence examples of the steps in developing a coach at a target account.
- apply the steps for developing a coach at a target account in a given scenario.Reaching the Right People
- recognize the importance of contacting the decision maker at a target account.
- match access strategies with examples of those strategies.
- match the steps for using a coach to reach the decision maker to the corresponding examples.
- apply the steps for gaining access to a decision maker through a coach in a given situation.
- sequence the five steps for properly using an access letter to reach the decision maker at a target account.
- select examples of the four content areas of an access letter.Dealing with Gatekeepers at Your Target Accounts
- recognize the importan
About The Training Provider: Serebra Learning Corporation
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...
