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Strategic Account Management: Capture your client’s imagination
Many sales professionals perform reasonably well by following a reactive approach to sales: they handle customers that come to them reasonably well, but avoid initiatives: they take very little proactive action to reach out and contact new prospects. When asked why they don’t do it, many sales people will tell you that they simply don’t know where to start from, or they don’t have a structure to follow for this. On rarer occasions, some may even say that they feel very uncomfortable about facing a possible rejection by the client.
Training Objectives
This training seminar-workshop addresses what is regarded by many sales people the most dreaded thing in sales: Identifying a prospective client and contacting them for the first time.
Sales people going through this seminar-workshop will design a custom system that empowers them to search, select, and cold-call new client prospects powerfully, in a way that leaves the client inspired and ready to do business with you.
More specifically, through this programme you as a sales professional will be able to:
- Identify which are your true strengths in the market and recognise them as valuable tools that will drive your hunting for new customers
- Set up and follow a system that empowers you to continuously generate and hunt new prospects
- Distinguish how to choose promising customer prospects early on in the sales process and deliver better results for the time invested
- “Who will you contact and how?” Identify what drives each decision maker within the client’s organisation and choose your ‘angle of attack’
- Construct an effective cold-calling process for your business services (through phone-calling and other methods of communication)
- Cold-call new prospects powerfully, in a way that leaves the customer eager to meet you and curious to find out more about your business
- Establish a mechanism for managing client objections in a way that leaves the client inspired and ready to do business with you
Strategic Account Management: Capture your client’s imagination
For 3 registrations from the same entity, a standard 10% discount will apply. For over 4 registrations please contact us.
Schedule
Tuesday 15/06/2021 - 09:00-12:45
Friday 18/06/2021 - 09:00-12:45
Description
Event Details
Many sales professionals perform reasonably well by following a reactive approach to sales: they handle customers that come to them reasonably well, but avoid initiatives: they take very little proactive action to reach out and contact new prospects. When asked why they don’t do it, many sales people will tell you that they simply don’t know where to start from, or they don’t have a structure to follow for this. On rarer occasions, some may even say that they feel very uncomfortable about facing a possible rejection by the client.
Training Objectives
This training seminar-workshop addresses what is regarded by many sales people the most dreaded thing in sales: Identifying a prospective client and contacting them for the first time.
Sales people going through this seminar-workshop will design a custom system that empowers them to search, select, and cold-call new client prospects powerfully, in a way that leaves the client inspired and ready to do business with you.
More specifically, through this programme you as a sales professional will be able to:
- Identify which are your true strengths in the market and recognise them as valuable tools that will drive your hunting for new customers
- Set up and follow a system that empowers you to continuously generate and hunt new prospects
- Distinguish how to choose promising customer prospects early on in the sales process and deliver better results for the time invested
- “Who will you contact and how?” Identify what drives each decision maker within the client’s organisation and choose your ‘angle of attack’
- Construct an effective cold-calling process for your business services (through phone-calling and other methods of communication)
- Cold-call new prospects powerfully, in a way that leaves the customer eager to meet you and curious to find out more about your business
- Establish a mechanism for managing client objections in a way that leaves the client inspired and ready to do business with you
Alkis Kaimakis is a sales strategy & sales management consultant, and a CyHRDA certified trainer. He has 20 years of experience in business sales, sales management, and account management. During his career he has held a number of roles, including serving as Sales Manager at Cablenet Communication Systems for a period of 10 years, where he set up and developed the Cablenet Business Services division. As a consultant and trainer he advises organisations on sales management and sales strategy, and offers training on Sales, Account Management, and Customer Service. He holds a Bachelor and a Master’s degree in Information Engineering from the University of Cambridge (UK) and an MBA from the Cyprus International Institute of Management.
See all courses by Alkis Kaimakis
