A Better Way
As a Key Account Manager, you are managing large accounts with multiple touchpoints, opportunities, and challenges. You need a system to organize the account information and build a growth plan. But you also know you need the organization behind you to make it happen. The Big Sale Factory system provides you with the tools, the language to use, and the system to grow your large accounts.
The Big Sale FactoryFactory Tools
This system provides you with the language to:
- Shift the lens from what won the original sale to what other problems you can solve
- Reach higher into the organization or over into other areas
- Capture and share the relevant customer information across your internal team with templates
- Build a trigger map to the bigger buys in your client and a dashboard with leading and lagging indicators
Hunting Skills
In The Big Sale Factory system, you will learn:
- The language of problems and money for each level of an organization
- How to conduct and manage executive meetings
- How to find the executive buyer and gain their interest
- How to find the resister to your solution and mitigate their issue
- How to ask the hard questions to obtain the information no-one else has and lastly how to close
Let's Land More Large Sales.
RESOURCE LIBRARY
Dumb Things Salespeople Say…
At some point, we all say dumb things. It is natural and human, but for all our communication abilities, salespeople […]
Sales Skills
6-Must Have Traits of Superstar Sales People
A number of my clients are in the process of interviewing candidates for large account selling. To help them find […]
Hiring/Firing/Paying3 Ways to Motivate Your Large Account Sales TEAM
In Daniel Pink’s important book, “Drive,” he convincingly shows that pay-for-performance is inversely related to complexity. Simply put, the longer […]
Sales Strategy