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Creating A Vision for the Large Account Buyers’ Journey
December 20, 2020 @ 11:00 pm CST
Part #11 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.
Typical sales training focuses on discovering the customer’s vision or probing for relevant problems. But that presumes that customers know what outcomes are possible, what it will take to achieve them, and how to build consensus to make a big change possible. Today, sales training is very focused on matching your sales process to the buyers’ journey, assuming that buyers as a group have a plan and a path. In my experience this is seldom the case in large account, complex sales. This webinar deals with how your large account sales team can create a vision with the buyers’ and lead their journey to fulfill that vision.
You will learn:
1. The sales leader’s role in the buyers’ vision.
2. How to prepare to develop the buyers’ vision.
3. How to gain the essential insights.
4. How to lead the buyers’ journey.
5. How to break internal barriers.