Program Benefits

• Defining the criteria for the accounts that must be protected
• Defining the criteria for the accounts you want to take from the competition
• Creating protect and attack strategies for each of the above
• Create aggressive programs and incentives to win and maintain profitability
• Using your executive team effectively
• How to engage executives to differentiate yourself and understand their priorities and needs
• Creating fear and uncertainty at the executive level
• Leveraging your strengths to differentiate your offering
• Keeping the executive involved and engaged during the sales process

Who Should Attend

• All Sales Personnel Responsible for Quota Attainment and/or Revenue Generation
• All Levels of Management
• Major Account Sales Personnel
• Sales Support
• Sales Management

Detail Below

Day 1

1. Criteria to Protect and Attack

• Profiling Your Install Base
• Size Industries
• Growth potential
• Influence in Industry or Geography
• Areas of vulnerability
• Your strengths and weaknesses as an organization
• Other depending upon your situation

2. Creating Strategies to Protect and Win Business

• 5 Strategies to Utilize Based Upon Customer Profile
• Building an Effective Team Tactics to Execute Strategy
• Anticipating and Defeating Your Competition’s Strategy  
• Identifying the Politics of a Situation
• Different Roles People Play in Making a Decision 
• Identifying and Developing Coaches
• Developing and Implementing Effective Tactics to Support Your Strategy
• Setting Landmines and F.U.D. For Your Competitor
• Saving the Deal if All Else Fails

3. Gaining Access to Power

• Defining Your Best Opportunities for Success
• Proactive and Situational Opportunities
• Who Do You Need to Get To?
• What Do They Care About?
• How Do You Get There -The Best Lead  Sources
• Having A Legitimate Reason to Call
• What Do You Say When They Pick up the Phone?
• Using e-Mail and the Internet
• “People who Need People”
• Application to Real Current Situations
• R.E.A.L.™ Tips

4. Provocative Dialogue with Executives

• Research Before The Call
• Coming Across As An Equal 
• How To Engage Executives To Differentiate Yourself And Understand Their Priorities And Needs
• Introduce F.U.D. Into The Dialogue To Create Just Enough Anxiety That Something Has To Be Done
• Asking “That Is A Good Question” Questions
• Aligning Yourself To Be Part Of The Solution 
• Using You As A Sounding Board 
• Adding Value that May Not Directly Help You – Consulting and Referring

5. Keeping Executives Involved

• Keeping Clients Focused on Your Company
• Creating a Track of Activity
• Using Your Team and Executives Effectively
• Course Review & Questions
• R.E.A.L.™ Tips