Account Management

The business benefit of this course lies in its ability to help Account Managers and Corporate Sales Executives discern between genuine prospects and those that are unlikely to yield results, often referred to as ‘China eggs.’ 

By honing the skills necessary to qualify prospective clients throughout the sales process, this course empowers Account Managers to allocate their time and resources more effectively, focusing on prospects with the highest probability of success. 

Consequently, this approach leads to more precise Sales Forecasts and enhances the likelihood of meeting and even surpassing sales targets.

Who Should Attend:

Account Managers and Sales Executives who wish to make the best use of their time and optimise their sales efforts.

Learning Outcomes:

•  Accurately ‘qualify’ prospects: You will be proficient in assessing and determining the suitability of potential clients, ensuring that your focus is on those with genuine potential.
•  Demonstrate how ‘qualification’ continues throughout the sales process: You will understand that the process of qualification isn’t a one-time event but an ongoing assessment that adapts as the sales process unfolds.
•  Describe the 15 key aspects of a potential order: You will be able to comprehensively outline the crucial elements and considerations involved in evaluating a prospective order, enabling a more informed decision-making process.
•  Demonstrate the skills required to close a challenging business order: You will have developed the necessary skills and strategies to successfully secure even complex and challenging business orders, enhancing your ability to drive sales effectively.

Course Content:

• Defining the skills of ‘Qualification’: This section will provide a clear understanding of what qualification means in the context of sales, highlighting the essential skills and criteria involved.
•  Identifying ‘real’ prospects and eliminating ‘China Eggs’: You will learn how to distinguish between genuine prospects that are likely to convert into customers and those that are unlikely to yield results, often referred to as ‘China Eggs.’
•  Effectively dealing with budgets, time-scales, and the competition: This part of the course will teach you how to handle budget constraints, time constraints, and competition effectively while navigating the sales process.
•  Identifying the decision-maker: You will gain insights into identifying and engaging with the key decision-makers within potential client organizations, a crucial aspect of successful sales.
•  Demonstrating the ‘net gain’ of dealing with your company: Learn how to showcase the unique value and benefits that your company offers, helping you stand out in the eyes of prospective clients.
•  Keeping control of the sales process: This section will provide strategies and techniques to maintain control throughout the sales process, ensuring a smoother and more predictable path to closing deals.
•  Closing the deal: You will acquire the necessary skills and tactics to confidently and effectively close business deals, even in challenging situations.
• This course content is designed to equip Account Managers and Corporate Sales Executives with the knowledge and skills needed to excel in their roles and drive sales success.