Managing Enterprise Accounts

This is the opening program in the enterprise accounts series, and it starts with the basics.

What this course covers:

• What enterprise accounts are
• Why enterprise accounts are so valuable to you and your company
• How these key customers deliver bigger, more valuable sales
• What consistent purchases and a steady income stream mean for your business

An introduction to the accounts that matter most, before the series digs deeper.

Enterprise customers want partnerships, not discounts or a hard sell. Value-added selling helps you stand out by solving real problems.

What this course covers:

• What value-added selling really means
• Building genuine, long-term customer relationships
• Standing out from the competition
• Offering solutions only you can provide

For sales professionals managing enterprise accounts.

Traditional sales techniques have fallen by the wayside as technology continues to improve, providing customers with more information and buying power. Aggressive selling doesn't have the same sway that it used to. No Push Selling takes almost the opposite approach because the idea is to serve, rather than to sell. In this course, we'll take you through the basics of this sales method, and discuss the importance of educating your customers, building relationships, and moving the process along slowly.

You want to get to know your customer as well as you can before you actually meet them. That takes time, effort, and knowing how to do your homework. In this course, we'll talk about where to look to track down pre-call customer data. This includes utilizing your CRM and researching customers online. We'll also go over determining your objectives for the call, creating a call agenda, and knowing who to include on calls.

You've just had a meeting or call. Now you need to debrief. This often seems like a step you can skip to save time. "Oh, I'll remember what happened." Or, "I'll write down the details as soon as I get home." But each minute that passes, an important piece of the conversation gets lost. So let's talk about the five-minute debrief and what you need to ask yourself in order to get the most value out of it. Doing this will help you learn what do avoid and what to employ on future calls.

You can't force a customer to want what you're selling. You can't charm them into having a need for your product. You have to first determine their needs, and see if your product or service provides a solution for them. Establishing their needs can be difficult, so let's talk through some ways to do it. In this course, we'll go over great questions to ask to uncover a customer's unmet needs. We'll discuss mapping your customer journey. And we'll touch on some ways to differentiate yourself from your competition.

"Now's not the right time." "We can't justify the price." "Our old product works fine." "There's no room in the budget for that." Bet you've heard one, or all, of these before. Objections are unavoidable, but they can be redirected into questions about their hesitation, opening the door for you to prove your product's value. Let's take a few minutes to go over how to handle objections, and discuss the four main types of objections to overcome.

Pushing a deal past the finish line is the best feeling, but it can take time, patience, negotiations, communication, and more patience to get there. In this last program on Managing Enterprise Accounts, we talk about the final step of the sales process: the close. We'll go over how to close the sale, and some tactics you'll want to avoid. At the end of the day, if you've taken all the necessary steps, the sale should close on it's own. If they're not quite ready to buy, then you still have a bit more work to do.