Key Account Selling
Selling to Key Accounts requires a different level of sophistication than selling up and down the street. The sales cycle is longer, the number of decision makers—each with their own needs and perspectives on your business—is greater, and the stakes are higher. Give your key account sellers a leg up by teaching them complex selling skills and sales tactics.
Topics and courses covered in this category include: basics of key account selling, how to sell more, lifetime customer value, what customers want from sales people, key account planning, account types, business conditions, stages of the sale, buyer criteria, sales calls, key account sales call techniques, handling objections, no push closing, advanced key account selling, elevator pitches, building sales relationships, dealing with competition, long-term development, and more.