Coaching Topics
Each salesperson’s interests, challenges, and environment can differ. The approach that will be the most effective for you depends on several key factors including experience, target accounts, resources and guidance provided by your organization and adaptability.
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Key Topics:
Differentiating yourself from your competition
- Doing homework on prospects, competition
- Setting up to respond in a more timely manner
- Adding value by not “selling” all the time
Prospecting
- Preparing
- Leveraging networking
- Making calls (how to start, handling objections)
Driving business in a new territory
- Identifying a target market
- Developing critical partnerships
- Developing, leading presentations
- Promoting wins
Managing Complex Sales Process
- Creating a pursuit strategy
- Driving the process forward (evaluating progress, identifying key action items)
- Managing communication
Managing Customer Relationships
- Selecting key contacts
- Determining the right approach
- Managing communication
Growing Key Accounts
- Identifying eligible accounts
- Defining key criteria
- Ranking accounts
- Developing plans for growth
Want to talk it through? Contact Marc about where you are and what you’re working on.
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Subscriber-only notes on prospecting, handling objections and closing.