• Understand how to exceed sales targets in a challenging segment of the industry
• Pursue opportunities specifically within the largest, most complex companies
• Take advantage of sales strategies to build a pipeline of future business
• Focus on long-term product and service value over low cost solutions
• Understand how to deal with complex buying structures and approval processes
• Work with the needs of different buyer types within an organization
• Establish rapport and build chemistry with new and existing contacts
• Quantify post-sale costs that may be incurred subsequent to purchase
• Bundle products and services to increase customer value and lower costs
• Use strategic questioning skills to uncover buyer situations, and priorities
• Adjust a personal sales approach based on customer cues
• Identify problem areas and potential product or service solutions
• Create personal Feature, Advantage, Benefit statements
• Develop an advantage over aggressive competitors pursuing corporate accounts

Given the turbulent environment faced by most industries during the 2000s, many sales organizations have streamlined existing sales efforts so as to focus on various account types via tiered account structures. More often than not, sales organizations now focus on three types of accounts via distinct sales teams – small to medium-sized accounts via third party resellers and channel reps, large accounts via named account sales reps and major corporate accounts via senior account managers. Those accounts that fall within the third category, corporate accounts, have very different needs than other smaller, less complex organizations. These accounts, usually Fortune 100-sized companies, federal agencies and large multinational conglomerates, provide unique challenges that go hand-in-hand with potentially large sales. While landing a major corporate account can lead to a windfall in commissions, longer sales cycles, complex approval processes, bureaucratic legal and contract departments and bidding processes make these accounts challenging, indeed. Our comprehensive Corporate Account Sales Training program is designed specifically for those account managers who must focus their sales efforts on the specific needs found within these companies.

This informative and highly participatory training workshop provides corporate account managers with the ability to navigate through the complex sales structures and long sales cycles found in major accounts. By utilizing consultative sales skills that uncover corporate needs and offer valuable solutions, our three-day Corporate Account Sales Training workshop will provide skills for long-term success. Key sales methodologies applicable to today’s competitive business environment focus on the ability to know and understand one’s customer before product and service solutions can accurately and effectively be provided. Various topics such as behavioral analysis, dealing with complex sales structures, closing, and sales performance evaluation are also covered during this valuable sales workshop. This interactive sales skill seminar allows participants to practice proven concepts via simulation sessions, group activities, self-analysis instruments, exercises, discussion sessions and lectures that reinforce the learning process. These activities help increase knowledge transfer, skill retention and allow participants to put newly acquired sales skills to use in the quest to land large corporate accounts successfully.

Private Group Sales Training: Group sales training can be tailored to the needs of the client organization and delivered on-site at the time and location of the clients choice. 

Public Open Enrollment Seminars: Individuals are invited to participate in monthly seminars held across the US in an open enrollment format.
For a full list of upcoming open enrollment sales training seminars please click here.

For more information and pricing, please complete this form.