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Corporate Sales Training Programs Offered by Axiom SFD
Corporate Sales Training Programs Offered by Axiom SFD
Effective account management frequently can make a difference between winning opportunities worth millions of dollars. AXIOM Sales Force Development implements sales methodology that significantly increases their customer’s sales and margins.
FL ,
Jacksonville,
United States
(pr4links.com)
27/11/2010
Jacksonville, FL - November 24, 2010 -- Major account selling in today’s business environment requires much more than a lower price and a competitive product. Success in these complex environments requires the ability to determine various decision influencers, determine their individual buying criteria and leverage this information to create compelling recommendations. Effective account management can and frequently does mean the difference between winning and losing opportunities worth millions of dollars. How do you know whether or not the people on your team are prepared to win in these complex environments? You can start by asking yourself these questions:
* 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 prevent them from winning business with this account?
* Are they able to create a clear action plan for securing business with these accounts?
* Do they forecast major account opportunities with a high confidence level, only to lose?
* Do your people fully understand their complex/major account opportunities? Can your people define precisely what must be done so that you can win these opportunities?
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™ Corporate Sales Training Program(http://www.axiomsfd.com)will provide your people with a clear process and the account management tools necessary to win major account sales.
This proven Corporate Sales Training Program(http://axiomsfd.com/index.php?option=com_content&view=article&id=148&Itemid=93)will help participants to:
* Learn to leverage information to create new opportunities within existing accounts.
* Create a model for major account management and selling complex opportunities
* Determine all the players in a major account purchase decision using the AXIOM SFD™ Role Chart, part of AXIOM's Corporate Sales Training Program(http://forrest93benton.bravejournal.com/).
* Determine the influence each player has over the ultimate decision.
* Create clear buying criteria for each person involved in the evaluation process.
* Create 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 determine danger zones that could negatively impact the opportunity and develop strategies for addressing these problems.
* Create and execute account plans that enhance relationships and generate revenue.
AXIOM Sales Force Development implements sales methodology that significantly increases their customer’s sales and margins. AXIOM programs have become the standard for many Fortune 1000 companies including Verizon Wireless, Disney Enterprises, Alltel, AT&T, and ESPN. Founder and CEO, Bob Nicols, provides highly energetic and insightful lectures and workshops that have resulted in standing, yearly invitations to be a featured presenter at dozens of national and international sales meetings and conferences. He is a trusted advisor to the presidents and senior managers of multiple organizations, both large and small. Bob is the developer of AXIOM’s “Selling Sciences Program™” and author of the “Selling Sciences” workbook and CD series.
Contact :
Axiom SFD
4600 Touchton Rd Suite 1150
Jacksonville, FL 32246
800-933-8503
support@kjprnews.com
http://www.axiomsfd.com
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