Strategic Sales Meets tactical Selling Skills

Major account selling in today’s business environment requires more than a low price and a competitive product. Success in these complex environments requires the ability to identify various decision influencers, identify their individual buying criteria and leverage this information to develop compelling recommendations. Effective account management can and often does mean the difference between winning and losing opportunities worth millions of dollars. How do you know whether or not people on your team are prepared to win in these complex environments?

You can start by asking yourself these questions:  

• Do your people really understand their complex/major account opportunities? Can your people define precisely what must be done in order to win these opportunities? 
• Can they clearly define the various players in the decision, the roles they will play, their level of influence, and the degree to which they favor you or another vendor? 
• Do they fully understand the danger zones that could keep them from winning business with this account? 
• Are they able to formulate a clear action plan for securing business with these accounts? 
• Do they forecast major account opportunities with a high confidence level, only to lose?

If you don’t like the way you answered these questions, it’s time to equip your team with the process, skills, and tools they need in order to successfully compete for complex opportunities. AXIOM’s Science of Selling in Complex Environments TM program will provide your people with a clear process and the account management tools necessary to win major account sales.  

This proven program will help participants to:

• Develop a model for major account management and selling complex opportunities
• Learn to leverage information to develop new opportunities within existing accounts. Identify all the players in a major account purchase decision using the AXIOM SFD Role Chart.
• Determine the influence each player has over the ultimate decision
• Develop clear buying criteria for each person involved in the evaluation process
• Develop a champion/coach who can provide access to additional information
• Objectively score the quality of the opportunity resulting in better account plans, and more accurate forecasts using a complex opportunity scorecard
• Better identify danger zones that could negatively impact the opportunity and develop strategies for addressing these issues
• Create and execute account plans that enhance relationships and generate revenue