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How to Map and Support A Large Account Sales Process
July 24, 2019 @ 11:00 am - 12:00 pm CDT
Part #7 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.
In this presentation, we are moving from the 3-part phase on “Structure” into the first of 3 webinars in the “Process” phase, starting with your company’s sales process. Although the so-called “Buyer’s Journey” is of course chronological, I reject the notion that it can be reduced to a linear series of steps in a process. It’s much more cumbersome and convoluted than your CRM typically allows you to believe! This session is about how to manage that process and teach your sales reps how to manage it.
You will learn:
- What kind of large account sales process do you need?
2. What’s the most important point in your process?
3. How to move from process steps to account planning.
4. What technology tools are most helpful?
5. How to handle a very long sales cycle.
- July 24, 2019
- 11:00 am - 12:00 pmEDT
- Event Categories:
- Complex Sales/Long Sales Cycles, High Stakes
- Event Tags:
- Barbara Weaver Smith