Advanced Sales Tactics

Strategic Business Development

A one-and-a-half- to two-day workshop designed to help move salespeople from tactical sales calls to long-term strategic selling.

Enhances the salesforce's ability to identify opportunities, set long-range goals, develop strategies, and execute action plans for major accounts.

Salespeople learn how to:

• Analyze major accounts to identify strategic opportunities
• Establish sales, strategic, and "value" goals for accounts
• Implement an alignment strategy to strategically position themselves as a preferred vendor, business consultant, or partner/ally
• Allocate resources according to account potential
• Access vertical and horizontal decision-makers and influencers
• Interface with top-level executives
• Employ strategies such as negotiating, team selling, consultative selling, & more
• Develop and execute a strategic action plan for every major account

Participants receive a workbook/reference guide as well as a Strategic ToolBox of diagnostic and planning tools to help them systematically identify opportunities and plan and execute account strategies.