Strategic Account Sales Skills Curriculum Outline
The Strategic Account Sales Approach
Overview/DescriptionA successful sales track record doesn't come from a hit-or-miss approach. It comes from the implementation of step-by-step processes that help ensure predictable, repeatable, and measurable results. In this course, you'll learn about the strategic account sales (SAS) approach for successful sales. You'll start by gaining an understanding of the premises and strategy behind the approach. Then you'll learn how to select target accounts based on specific selection criteria and start the process of account planning.
Target AudienceIndividuals responsible for sales, sales support, business or account development, and sales management activities with major, national, or global accounts
Expected Duration (hours)3.0
Lesson Objectives Strategic Account Sales Essentials
Recognize the benefits of using the strategic account sales (SAS) approach. Match the components of the SAS approach with examples of the components. Identify examples of the seven key SAS premises. Differentiate between a product-focused sales approach and the SAS approach. Selecting Target Accounts
Recognize the benefits of selecting target accounts. Identify examples of the four perceptions of value a customer may have. Identify examples of the ten target selection criteria. Recommend the criteria to work on to expand a client relationship in a given scenario. Developing Account Plans
Recognize the benefits of account planning. Identify examples of the four sections of the strategic account sales (SAS) account planner. Identify the parts of the account situation section of the SAS account planner. Complete the account situation section of the SAS account planner in a given scenario. Course Number:
SALE0131 Back to ListUnderstanding Your Customer
Overview/DescriptionCan you imagine trying to sell a product or service to a customer you know nothing about? You probably wouldn't succeed. The better you know your customer, the higher your chance for success. In this course, you'll learn about the first major component of the strategic account sales (SAS) approach: research. You'll start by learning about the key areas to research using the SAS approach and where to find business information sources about your client. Next, you'll explore researching your customer's business and key players and applying what you learn to the process of account planning. And finally, you'll gain an understanding of the business fit and how you and your customer can both achieve your desired business objectives.
Target AudienceIndividuals responsible for sales, sales support, business or account development, and sales management activities with major, national, or global sales accounts
Expected Duration (hours)3.5
Lesson Objectives Business Research Fundamentals
Recognize the benefits of good customer research. Identify the five questions that are critical to your success and drive your customer research. Match the five strategic account sales (SAS) search elements used in customer research with the characteristics of those elements. Match business information sources with the types of information found in those sources. Researching Your Customer's Business
Recognize the benefits of researching a customer's business profile and direction. Match the categories of questions to ask when researching customer profile and direction to examples of questions in those categories. Match the categories of questions to ask when researching departmental profile and direction to examples of questions in those categories. Research business information sources and determine the correct information to include in the corporate profile and departmental profile parts of the SAS account planner in a given scenario. Researching Your Customer's People
Recognize the value of researching a customer's organizational structure and key players. Match buying roles to descriptions of those roles. Match the categories of questions to ask when researching customer organizational structure to examples of questions in those categories. Match the categories of questions to ask when researching key players to examples of questions in those categories. Research business information sources and determine the correct information to include in the organizational structure and key player profile parts of the SAS account planner in a given scenario. Match the four elements of an organizational chart to descriptions of those elements. Researching the Business Fit
Recognize the benefits of determining the business fit with the customer. Match the steps for determining the business fit with the activities related to those steps. Determine the correct business fit statements for a customer in a given scenario. Course Number:
SALE0132 Back to ListConducting Effective Sales Research Meetings
Overview/DescriptionResearching your target accounts is important for understanding your customer's business. But only by conducting research meetings will you learn the inside information you need to truly understand the business fit between your company and your customer. In this course, you'll learn about bringing your research and communication skills together in strategic account sales (SAS) research meetings. You'll start by learning how to prepare for an effective research meeting. Next, you'll explore how to conduct research meetings to gather desired information. And finally, you'll learn how to close and follow up on your research meetings.
Target AudienceIndividuals responsible for sales, sales support, business or account development, and sales management activities with major, national, or global sales accounts
Expected Duration (hours)3.5
Lesson Objectives Preparing for Research Meetings
Recognize the benefits of preparing for strategic account sales research meetings. Sequence examples of the steps in the research meeting process. Match the guidelines to follow when asking for a research meeting to examples of those guidelines. Analyze a call to ask for a research meeting in a given scenario. Match sections of the research meeting work sheet with examples of information used to fill in those sections. Use the research meeting work sheet to prepare for a research meeting in a given scenario. Conducting Effective Research Meetings
Recognize the importance of conducting effective strategic account sales research meetings. Match guidelines for opening a research meeting with examples of those guidelines. Match three types of questions with examples of those questions. Choose which of the qualities of high-impact questioning are present in a given question. Match the guidelines of active listening with examples of those guidelines. Recommend appropriate actions to take during a research meeting in a given scenario. Closing and Following Up on Research Meetings
Recognize the importance of effectively closing and following up on strategic account sales research meetings. Sequence examples of the components for closing a research meeting. Apply the principles for closing a research meeting in a given scenario. Identify the important parts of following up after a research meeting. Course Number:
SALE0133 Back to ListWorking with Your Customers Key Players
Overview/DescriptionStrong customer relationships are essential for long-term sales success. In this course, you'll learn about the second major component of the Strategic Account Sales (SAS) approach--communication. You'll start by learning about developing coach relationships in your target account. A vital part of your sales effectiveness depends on finding contacts at target accounts that can become part of an internal network of coaches for the sales process. Then, you'll learn about gaining access to senior-level management and dealing with gatekeepers. By effectively communicating with the right people in your accounts, you'll help to ensure positive sales results
Target AudienceIndividuals responsible for sales, sales support, business or account development, and sales management activities with major, national, or global sales accounts
Expected Duration (hours)3.5
Lesson Objectives Developing a Network of Coaches
Identify the benefits of developing a coach or network of coaches. Identify coaching behaviors that indicate a contact could become a coach. Sequence the steps for finding a coach with examples of those steps. Sequence the examples of the steps of the coach development process. Apply the steps for developing a coach. Gaining Access to Decision Makers
Recognize the importance of knowing how to reach decision makers. Match access strategies with examples of those strategies. Match the guidelines for using a coach to gain access to a decision maker to examples of those guidelines. Apply the guidelines for using a coach to gain access to a decision maker. Sequence examples of each step of the access letter process. Draft an access letter in a given scenario. Dealing with Gatekeepers
Recognize the importance of dealing with gatekeepers. Match the four steps for dealing with a gatekeeper with examples of those steps. Match reasons a gatekeeper blocks the progress of a sale to strategies. Recommend a strategy for dealing with a gatekeeper in a given scenario. Course Number:
SALE0134 Back to ListDelivering High-impact Sales Presentations
Overview/DescriptionThe most important meeting you'll have with your client is when you show the decision makers that you have the right business fit for their needs. You've done a lot of hard work, so when the curtain goes up on your sales presentation, you want an award-winning performance. In this course, you'll learn about the third major component of the strategic account sales (SAS) approach--presentation. First, you'll learn how to plan and develop a high-impact presentation. You'll then explore ways to successfully deliver the presentation to your client audience. And finally, you'll learn how to follow up your presentation and maintain your sales momentum.
Target AudienceIndividuals responsible for sales, sales support, business or account development, and sales management activities with major, national, or global sales accounts
Expected Duration (hours)6.0
Lesson Objectives Preparing for Strategic Account Sales (SAS) Presentations
Recognize the value of effectively preparing high-impact strategic account sales presentations. Match the steps for creating an effective draft of a strategic account sales presentation to the corresponding aspects. Analyze a given situation and recommend the correct elements to incorporate in an effective draft of a strategic account sales presentation. Apply the steps in the strategic account sales presentation preselling process in a given scenario. Apply the steps for reviewing a strategic account sales presentation draft with a coach in a given scenario. Analyze a given situation and make suggestions for how someone could rehearse a strategic account sales presentation more effectively. Identify the items to verify on the prepresentation checklist. Delivering the SAS Presentation
Select the reasons why it's important to successfully deliver a strategic account sales presentation. Apply the steps for opening a strategic account sales presentation in a given scenario. Differentiate between the strategies used to present the customer-company overview section of a strategic account sales presentation. Differentiate between the strategies used to present the selling-company overview section of a strategic account sales presentation. Match the strategies for presenting the business-fit section of a strategic account sales presentation to the corresponding examples. Choose the one answer that correctly identifies the actions to take when presenting the action-steps section of a strategic account sales presentation. Deliver the meat of a strategic account sales presentation in a given scenario. Closing the SAS Presentation and Moving Ahead
Choose the reasons why it's important to effectively close and follow up after a strategic account sales presentation. Match the questions for forming an action plan to the corresponding examples. Match the actions for maintaining momentum after a strategic account sales presentation to the corresponding examples. Maintain momentum after a strategic account sales presentation in a given scenario. Course Number:
SALE0135 Back to ListStrategic Account Sales Skills Simulation
Overview/DescriptionYou're an architectural renovation sales consultant for The Architectural Services Company (TASC). You sell design and project control services to commercial businesses. After attending a crowded book reading at Bigler's Books, you determine that the store is a potential customer for your company's services. You use a strategic account sales approach to do research on your own and then conduct research meetings with some contacts that work for the store. Unfortunately, you discover that Bigler's manager has serious reservations about remodeling and expanding. To overcome his objections and gain access to the decision maker, you will need to use effective strategies for dealing with a gatekeeper and emphasize the business fit between your company and the store. This simulation is based on the SkillSoft series Strategic Account Sales Skills and contains links to the following courses: SALE0131, SALE0132, SALE0133, and SALE0134.
Target AudienceIndividuals responsible for sales, sales support, business or account development, and sales management activities with major, national, or global accounts.
Expected Duration (hours)0.5
Lesson Objectives Strategic Account Sales Skills Simulation
Using a strategic account sales approach. Researching target accounts. Emphasizing business fit between your company and target accounts. Requesting sales research meetings. Conducting effective sales research meetings. Closing sales research meetings. Dealing with gatekeepers at target accounts. Course Number:
SALE0130 Back to ListSelling to Key Players
Overview/DescriptionEvery company has its key players in the purchasing chain. However, position and title do not always indicate who has authorization to make purchasing decisions. Here we examine how to maximize sales opportunities by reaching the right audience.
Target AudienceSalespeople whose job it is to personally sell products or services in a professional, corporate, capacity, along with those in training for such roles.
Expected Duration (hours)0.1
Lesson Objectives Selling to Key Players
Course Number:_pc_bi_spbi001
Back to ListPlanning for Effective Selling
Overview/DescriptionSelling with a seat-of-the-pants approach is a gamble. This Business Impact details an alternate approach.
Target AudienceSalespeople whose job it is to personally sell products or services in a professional, corporate, capacity, along with those in training for such roles.
Expected Duration (hours)0.1
Lesson Objectives Planning for Effective Selling
Course Number:_pc_bi_spbi004
Back to ListBuilding Profitable Customer Relationships
Overview/DescriptionBuilding profitable relationships with customers requires effort and dedication. This impact explores techniques for creating positive customer experiences.
Target AudienceAll customer-facing individuals
Expected Duration (hours)0.1
Lesson Objectives Building Profitable Customer Relationships
Course Number:_pc_bi_spbi017
Back to ListCrafting Sales Strategies
Overview/DescriptionSuccessful sales initiatives often require rapid responses to opportunities. This challenge focuses on strategies for making rapid in-roads into available markets.
Expected Duration (hours)0.2
Lesson Objectives Crafting Sales Strategies
Course Number:_pc_ch_spch002
Back to ListPricing Strategy
Overview/DescriptionBrand managers frequently must determine pricing strategies for new products. This challenge examines some of the key factors involved with making such decisions.
Expected Duration (hours)0.2
Lesson Objectives Pricing Strategy
Course Number:_pc_ch_spch003
Back to ListPerformance Payout Plans
Overview/DescriptionCompensation plans feature various pros and cons. This challenge focuses on selecting the best payout plan for compensating sales representatives.
Expected Duration (hours)0.2
Lesson Objectives Performance Payout Plans
Course Number:_pc_ch_spch004
Back to ListSales and Marketing: Two Sides of the Same Coin?
Overview/DescriptionDespite having similar goals, sales and marketing are often at odds. This impact explores how to improve relationships between the two divisions.
Target AudienceSalespeople whose job it is to personally sell products or services in a professional, corporate, capacity, along with those in training for such roles.
Expected Duration (hours)0.1
Lesson Objectives Sales and Marketing: Two Sides of the Same Coin?
Course Number:_pc_bi_spbi011
Back to List
Strategic Account Sales Skills
One of the most important strategies in understanding how to sell is your preparation. You must
prepare your sales approach to ensure it can be predicted, repeated and measured for results. In this sales training course,
you’ll learn about the first important step in the strategic sales approach: research.
Improving your communication skills and understanding your customer’s business are important pieces of the sales process
not to be overlooked or taken for granted. Learn how to understand your client’s desired business objectives and how to advance
them match yours. Polish your communication skills to gain a network of coaches, get through a company’s “gatekeeper” and through
the door of the decision-maker.
CBT Direct’s online training course on how to sell strategically will help you improve your research, presentation and
communication skills to perfect the kind of sales approach that attracts more sales.
Benefits of CBT Direct’s Online Training Course on
How to Sell Strategically
CBT Direct boasts the most beneficial online course for sales training on the market. With CBT Direct’s online training,
you have the flexibility to study on your schedule, and with the speed and reliability of the internet, CBT Direct’s online
training courses in how to sell are accessible anywhere you have an internet connection. Convenience finally costs less with
CBT Direct - the most affordable online training solution today.
The unique design of CBT Direct’s online training course in how to sell emphasizes learner initiative, self-management
and experiential learning. CBT Direct’s online training course design begins with the definition of user-focused performance
objectives and then proceeds to the selection and implementation of instructional strategies and learning activities appropriate
for those objectives. This effective instruction model for CBT Direct’s online course in sales training and communication skills
ensures the greatest level of comprehension and retention.
Who Benefits from CBT Direct’s Online Training Course on
How to Sell Strategically?
Professionals responsible for sales or sales support, business or account development and sales
management activities with major, national or global accounts.
What Will Professionals Learn from CBT Direct’s Online Training Course on How to Sell Strategically?
You’ll learn how to sell by using the strategic account sales (SAS) approach and the product-focused sales approach.
You’ll gain the tools necessary to select the right target accounts and become skilled at expanding your client relationships.
This sales training course will identify the five questions critical to your success in researching and
strategically planning your sales approach. You’ll learn how to research your customer profiles as well as your customer’s
organization and key players in order to determine the best questions to ask to achieve your researching goals.
Click here to see a detailed curriculum outline.
Learn how to sell by studying how to prepare for research meetings and conduct effective research conferences by
using high-impact questions, active listening and by recommending the appropriate actions to take to get the results
you want. Then, study tips and techniques of closing a research meeting to your advantage and how to follow up strategically.
Follow a sequence of steps for finding a network of coaches in order to gain access to the big decision-makers and find
examples of the strategic step-by-step process of how to write the “access letter”, get past the “gatekeepers” that block
your entrance to the decision-makers and finally get your foot in the door.
Learn to prepare high-impact strategic account sales presentations by creating an effective draft, applying the right
pre-selling techniques, reviewing the presentation with a coach and rehearsing your presentation to perfection.
CBT Direct’s sales training in how to sell strategically will show you exactly how to deliver your presentation to receive
the feedback and interest that you want. You’ll gain step-by-step directions for your introduction all the way through your
closing as well as moving ahead to that big sale you’re dreaming of. Learn how to form strategic action plans and continue
the sales momentum even after your presentation.
With CBT Direct’s sales training course, you’ll gain invaluable strategic account sales essentials to better understand how
to sell and, ultimately, how to reach your sales goals!
Strategic Account Sales Skills
