Location

Community Services & Continuing Education - Cairo

Objectives

• 1. Growing current accounts: One of the most profitable ways to grow revenue is by selling more to existing accounts. It sounds obvious, but most companies don’t put an emphasis on this. In fact, our Benchmark Report on Top Performance in Strategic Account Management found that 76 percent of companies believe they should be generating at least 25 percent more revenue from their strategic accounts. This represents a huge opportunity for most sellers. Organizations can turn these opportunities into account growth reality by obtaining the right knowledge, skills, tools, and action plans.2. Increasing the size of your sales: While growing your existing accounts can help boost the size of your sales, there are other ways to do this as well. For instance, sellers can improve their needs discovery to uncover the full set of buyer desires and afflictions. They can also target larger clients who have a bigger appetite for their products and services. One key to doing this is increasing prod

Outcomes

1. Bringing in new logos: Although growing existing accounts is the number one priority for sales leaders, bringing in new clients is equally important. Much growth is achieved by bringing in new business. To win, sellers must possess stellar prospecting skills, know how to fill pipelines with qualified leads, improve needs discovery, and lead better sales conversations.Advertisement2. Decreasing sales cycle time: When sellers win sales faster, they can focus on other opportunities in their pipeline. This requires better lead qualification so sellers aren’t wasting their time on leads who aren’t going to buy, and instead focus on moving sales through the buying process. Some sellers also extend sales cycles by spending too much time talking to the wrong contact, which is why it’s crucial to nail down the appropriate decision maker. If sellers know how to handle sales objections and address them early, they’ll speed up the process.3. Improving new seller onboarding time and s

Course Contents

What Is Selling?What is sales managementObjectives of sales ManagementWhat Do Customers Buy ?Individual Purchase ProcessSales Organization structureLine Sales Organization structureFunctional Sales OrganizationThe roles of Sales in MarketingRelationshipsTypes of Sales TransactionsThe sales processSteps of Sales processTime ManagementGroup MeetingPersonal SellingSales PersonsSales force Structure