SalesForce Training - Training & Consulting

The Sales Management Challenge
Here we go again.  Another RFP.  You can see it now.  Your reps will get right to it and be busy for days on end, completing everything diligently.  But that nagging feeling tells you that no matter how well you complete the document, that your team is just not going to win this thing. You rarely, if ever, have won in these bidding scenarios.  And yet your sales reps just keep on plugging away working their hardest to put together that “no-win” bid.
What you might not even realize is that one of your competitors was in so far ahead of you that in all likelihood they helped the prospect shape the way the RFP was written.  And it was written specifically to keep you out.  You see, they’ve developed relationships at the highest levels in the organization, and helped them shape the vision, long before the mid-level managers and purchasing agents have even been given the task of creating this document that’s going to eat up so much of your company’s resources.

The SalesForce Solution
At SalesForce, we have a solution.  Our Major Account Strategy solution is essential for today’s Sales Executives, Account and Delivery Managers to form successful and long-standing executive relationships. Major Account Strategy will help individuals involved in top-level sales to develop and strengthen their executive selling skills; develop techniques for getting appointments; and master more sophisticated methods of approaching, qualifying and selling to senior managers and top executives.

The SalesForce Major Account Strategy solution is designed to accomplish one objective, that is to help sales people leverage executive relationships into ongoing sales opportunities. 

How It Works
The Major Account Strategy solution accomplishes this by focusing on three distinct components of building executive relationships, namely;

1. Knowing the difference between executive contact and true executive relationships. There is a very common misunderstanding amongst even senior sales reps about what true relationship building really entails;
2. Getting the first executive appointment.  99 out of 100 sales reps tell us that the executive administrator’s role is to keep us out.  Guess what?  You’re dead wrong.
3. Identifying and articulating value. There are six key questioning areas that MUST be followed if you are going to have any success at all here, including one key, critical, must ask question.

Do You Need It?
If selling to senior level executives is an essential element of how your sales team finds new business, then ask yourself the following:

• Have your reps ever asked a senior executive "what keeps you up at night"?
• Would your rep ever asked an executive "what can I do to help you" without fully understanding what really needs to be done?
• Have your reps ever cold called an executive and left a voice mail asking for a short meeting to discuss your product or service - and not received one?
• Have your reps ever asked an executive a closed-ended question and received a one word answer?
• Has your organization ever asked been short-listed on an RFP and lost the deal because your competitor "knew someone" at the client?
• Do you suspect that your reps utilize their Sales 101 training methods and carry them over into meetings with senior executives?
• Are your reps meeting with executives prior to mapping out a true Major Account Strategy game plan that outlines all of the key stakeholders and their agendas?

If you’re answering “Yes” to some or most of these, then you should seriously consider Major Account Selling and changing your practices.  Your team will come out of this program knowing what questions to ask in order to determine a senior executive’s needs, thus providing the most effective solutions that can lead to more sales.

Get Started
Please click here to receive a complimentary evaluation of your C-Level meeting request.