Successful business woman giving a presentation on flipchart.

Strategic Account Selling

Selling a complex solution to large companies requires a unique skill set in which salespeople can differentiate themselves in the way they sell (as much as the products they are providing). OutPerform will take their proprietary sales methodology for the complex sale and customize it to your business. What you will receive is training content and tools that look and feel like they were designed for your sales team alone…because they were. Focus of this training includes:

  • Better opportunity planning
  • Intense research tools to gain insight
  • More effective customer meeting preparation
  • Execution of high gain insight meetings
  • Developing and leveraging coaches
  • Accessing senior-level decision-makers
  • Neutralizing detractors who disrupt your selling efforts
  • Presenting your value story

Articles the Strategic Seller may be interested in (click on the article to download):

Territory-Based Accounts

For those sales teams selling in a more tactical selling environment in which qualifying and prioritizing are as critical as any other aspect of the selling process, OutPerform offers a proprietary solution designed for the territory seller. The focus of this training is on:

  • Time management and opportunity prioritization
  • Having a territory plan that is a tool for time management
  • Qualifying effectively
  • Better pre-call preparation
  • Asking better questions that go beyond traditional needs analysis
  • Listening for key business needs
  • Improved customer/prospect meeting execution
  • Presenting solutions based on customer needs
  • Closing and handling objections
  • Overcoming the price objection

Articles the Territory Seller may be interested in (click on the article to download):