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Account-Based Selling

Account-Based Selling

$199.00
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Course access is prepared after purchase and delivered via email
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Includes a practical, ready-to-use toolkit with implementation templates, worksheets, checklists, and decision-support materials so you can apply what you learn immediately - no additional setup required.
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Account-Based Selling Course Curriculum



Course Overview

This comprehensive Account-Based Selling course is designed to equip sales professionals with the skills and knowledge needed to succeed in today's competitive B2B sales landscape. Through interactive lessons, hands-on projects, and real-world applications, participants will learn how to develop and execute effective account-based sales strategies that drive revenue growth and customer satisfaction.



Course Outline

Module 1: Introduction to Account-Based Selling

  • Defining Account-Based Selling
  • Benefits of Account-Based Selling
  • Key Principles of Account-Based Selling
  • Understanding Customer Needs and Pain Points

Module 2: Identifying and Prioritizing Target Accounts

  • Criteria for Identifying Target Accounts
  • Researching and Profiling Target Accounts
  • Prioritizing Target Accounts
  • Creating a Target Account List

Module 3: Developing a Deep Understanding of Target Accounts

  • Conducting Research on Target Accounts
  • Analyzing Customer Data and Insights
  • Identifying Key Decision-Makers and Influencers
  • Understanding Customer Goals and Challenges

Module 4: Creating Personalized Content and Messaging

  • Developing a Content Strategy
  • Creating Personalized Content
  • Crafting Compelling Messaging
  • Using Storytelling in Sales

Module 5: Building Relationships and Establishing Trust

  • Building Rapport with Key Decision-Makers
  • Establishing Trust and Credibility
  • Developing a Relationship Strategy
  • Navigating Complex Sales Environments

Module 6: Identifying and Pursuing New Opportunities

  • Identifying New Opportunities
  • Qualifying and Pursuing New Leads
  • Developing a Pursuit Strategy
  • Negotiating and Closing Deals

Module 7: Managing and Growing Existing Accounts

  • Managing Existing Accounts
  • Identifying Upsell and Cross-Sell Opportunities
  • Developing a Growth Strategy
  • Maintaining and Deepening Relationships

Module 8: Measuring and Optimizing Account-Based Selling Performance

  • Defining Key Performance Indicators (KPIs)
  • Tracking and Analyzing Sales Data
  • Optimizing Sales Strategies and Tactics
  • Continuously Improving Sales Performance

Module 9: Advanced Account-Based Selling Topics

  • Using Technology to Enable Account-Based Selling
  • Integrating Account-Based Selling with Other Sales Strategies
  • Addressing Common Challenges and Objections
  • Best Practices for Account-Based Selling

Module 10: Final Project and Certification

  • Applying Course Concepts to a Real-World Scenario
  • Developing a Comprehensive Account-Based Selling Plan
  • Receiving Feedback and Coaching
  • Earning a Certificate of Completion


Course Features and Benefits

  • Interactive and Engaging: Interactive lessons, hands-on projects, and real-world applications to keep you engaged and motivated.
  • Comprehensive and Personalized: Comprehensive curriculum tailored to your needs and goals.
  • Up-to-Date and Practical: Latest sales trends, strategies, and best practices to help you succeed in today's competitive sales landscape.
  • Real-World Applications: Apply course concepts to real-world scenarios and develop practical skills.
  • High-Quality Content: Expert instructors, high-quality video lessons, and interactive content to ensure a engaging learning experience.
  • Certification: Earn a Certificate of Completion and demonstrate your expertise in Account-Based Selling.
  • Flexible Learning: Learn at your own pace, anytime, anywhere, and on any device.
  • User-Friendly: Intuitive and user-friendly platform to ensure a seamless learning experience.
  • Mobile-Accessible: Access course content on-the-go, using your mobile device.
  • Community-Driven: Connect with peers, instructors, and industry experts through our online community.
  • Actionable Insights: Develop actionable insights and strategies to drive sales growth and customer satisfaction.
  • Hands-On Projects: Apply course concepts to real-world scenarios through hands-on projects.
  • Bite-Sized Lessons: Bite-sized lessons to fit your busy schedule and learning style.
  • Lifetime Access: Lifetime access to course content, so you can review and refresh your skills anytime.
  • Gamification: Engaging gamification elements to make learning fun and interactive.
  • Progress Tracking: Track your progress, identify areas for improvement, and stay motivated.


Certificate of Completion

Upon completing the course, you will receive a Certificate of Completion, demonstrating your expertise in Account-Based Selling. This certificate can be added to your resume, LinkedIn profile, or shared with your employer to showcase your skills and knowledge.

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