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

Training Avaliability and Delivery

This is primarily online training
	This is an online eLearning or CBT training program
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Training Presented in:

English

Related Keywords: sales customer facing skills territorial account gaining access key personnel target accounts developing coaches recognize benefits developing coaches target accounts qualities good coach potential coaches given situation sequence examples coach target account apply given scenario reaching right people importance contacting decision maker match access strategies examples those strategies match reach corresponding examples gaining access sequence five properly letter select examples four content areas an access letter dealing gatekeepers importan

Training Program Details

Audience

Individuals responsible for sales, sales support, business or account development, and sales management activities for territorial accounts

Topics

Objectives

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 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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