Managing an Enterprise Account

Welcome to our series on Managing an Enterprise Account, formerly known as Key Account Selling. This opening lesson answers the foundational question: what exactly does an enterprise account look like? Enterprise accounts represent an organization's most important customers, and recognizing them is the first step to managing them well.

What this course covers:

• What defines an enterprise account
• Why these accounts represent an organization's most important customers
• How enterprise account management differs from ordinary selling
• What the rest of the Managing an Enterprise Account series will address

The starting point for salespeople and account managers new to enterprise accounts. It sets up the concepts the later lessons in the series build on.

A lot has changed in sales over the last few years. There are more competitors and there are more people trying to get their product noticed. Our customers are more informed! They've done their research on us and our products before we even talk with them. If you're going to be a successful salesperson, you need to change the way you sell. This course will explore just that.

What do customers want from salespeople? What do sales managers want from their employees? Usually, it's not the same thing. You've got to learn how to make the connection between the sales manager and the salesperson to deliver what the customers want. That's where No Push Selling comes in.

There are a lot of things you should be doing before and after a sales call. This lesson concentrates on one of them: the five minute pre-brief, the short and deliberate preparation you carry out before every call.

What this course covers:

• What the five minute pre-brief is and where it sits in the sales call
• The things you should be doing in the minutes before you meet a customer
• Why a short, consistent preparation habit changes how a call goes
• Making the pre-brief a routine ahead of every call

Part of the Managing an Enterprise Account series, aimed at salespeople and account managers. Short and focused on a single habit you can apply to your very next call.

You just finished meeting with a potential client. Did you get the sale? Did you achieve your goal? In this program, we discuss the five minute debrief. This debrief is to help you understand what went wrong or what went well during your call and if there's anything you need to improve before the next time you talk to your prospect.

The MOST important part of the sales call is finding your customer's unmet need. Until there is an unmet need, you've got nothing to sell. Remember, without a need, don't proceed. What's the most important and effective way to find an unmet need? You ask questions. But what questions are the right ones and which are the wrong ones? We've got the answers in this course.

To be a successful salesperson, you need to remember one key point, and that's how to turn a feature into a benefit. We need to get the customer to understand that our solution idea benefits them, not just us. This course explores how to accomplish this in a very simple way.

Objections come up throughout the sales process, and handling them well is an essential skill for any salesperson.

What this course covers:

• Why objections surface at the start, middle and end of a call
• Working through objections while uncovering an unmet need
• Overcoming objections as you move toward the close
• Building the confidence to respond rather than retreat

It is a practical fit for salespeople who want to keep deals moving when pushback appears.

In the final stage of managing an enterprise account, the focus is on closing the sale the right way, without pressure.

What this course covers:

• Why a well-run sales process lets the sale close on its own
• How the earlier steps in the series set up an easy close
• Why pushing a customer is unnecessary when you have done the groundwork

For sales professionals managing enterprise accounts who want to close confidently.