Mastering Account-Based Selling: Strategies for Success
Course Overview Mastering Account-Based Selling: Strategies for Success is an interactive and comprehensive course designed to equip sales professionals with the skills and knowledge needed to succeed in account-based selling. Participants will learn how to develop and execute effective account-based selling strategies, build strong relationships with key decision-makers, and drive revenue growth.
Course Objectives - Understand the fundamentals of account-based selling and its benefits
- Develop a comprehensive understanding of the account-based selling process
- Learn how to identify and prioritize target accounts
- Build strong relationships with key decision-makers and influencers
- Develop effective account-based selling strategies and tactics
- Learn how to measure and track the success of account-based selling efforts
Course Outline Module 1: Introduction to Account-Based Selling
- Defining account-based selling and its benefits
- Understanding the account-based selling process
- Key principles of account-based selling
- Case studies: Successful account-based selling examples
Module 2: Identifying and Prioritizing Target Accounts
- Understanding the ideal customer profile (ICP)
- Identifying key decision-makers and influencers
- Prioritizing target accounts using data and analytics
- Building a target account list
Module 3: Building Relationships with Key Decision-Makers
- Understanding the importance of relationships in account-based selling
- Developing a relationship-building strategy
- Building trust and credibility with key decision-makers
- Effective communication and interpersonal skills
Module 4: Developing Effective Account-Based Selling Strategies
- Understanding the customer's needs and pain points
- Developing a customized sales strategy
- Creating a sales playbook
- Executing the sales strategy
Module 5: Measuring and Tracking Success
- Defining key performance indicators (KPIs)
- Tracking and measuring account-based selling metrics
- Using data and analytics to optimize sales strategies
- Case studies: Measuring and tracking success in account-based selling
Module 6: Advanced Account-Based Selling Tactics
- Using social media and content marketing in account-based selling
- Leveraging events and webinars to build relationships
- Using account-based marketing (ABM) to support sales efforts
- Advanced sales tactics: Using psychology and neuroscience in sales
Module 7: Managing and Optimizing Account-Based Selling Efforts
- Managing and optimizing the sales process
- Using technology to support account-based selling efforts
- Building a sales enablement strategy
- Case studies: Managing and optimizing account-based selling efforts
Module 8: Final Project and Certification
- Final project: Developing a comprehensive account-based selling strategy
- Receiving a Certificate of Completion issued by The Art of Service
- Career development and next steps
Course Features - Interactive and engaging: Interactive lessons, quizzes, and exercises to keep you engaged and motivated
- Comprehensive: Covers all aspects of account-based selling, from fundamentals to advanced tactics
- Personalized: Personalized learning experience with tailored feedback and coaching
- Up-to-date: Latest trends, research, and best practices in account-based selling
- Practical: Real-world applications and case studies to help you apply your knowledge
- High-quality content: Developed by expert instructors with extensive experience in account-based selling
- Certification: Receive a Certificate of Completion issued by The Art of Service
- Flexible learning: Self-paced learning with 24/7 access to course materials
- User-friendly: Easy-to-use platform with clear navigation and concise instructions
- Mobile-accessible: Access course materials on-the-go using your mobile device
- Community-driven: Join a community of like-minded professionals and connect with instructors and peers
- Actionable insights: Take away actionable insights and practical tips to apply in your sales role
- Hands-on projects: Complete hands-on projects to reinforce your learning and develop your skills
- Bite-sized lessons: Bite-sized lessons and modules to fit your busy schedule
- Lifetime access: Lifetime access to course materials and future updates
- Gamification: Engaging gamification elements to make learning fun and competitive
- Progress tracking: Track your progress and stay motivated with personalized feedback and coaching
,
- Understand the fundamentals of account-based selling and its benefits
- Develop a comprehensive understanding of the account-based selling process
- Learn how to identify and prioritize target accounts
- Build strong relationships with key decision-makers and influencers
- Develop effective account-based selling strategies and tactics
- Learn how to measure and track the success of account-based selling efforts
Course Outline Module 1: Introduction to Account-Based Selling
- Defining account-based selling and its benefits
- Understanding the account-based selling process
- Key principles of account-based selling
- Case studies: Successful account-based selling examples
Module 2: Identifying and Prioritizing Target Accounts
- Understanding the ideal customer profile (ICP)
- Identifying key decision-makers and influencers
- Prioritizing target accounts using data and analytics
- Building a target account list
Module 3: Building Relationships with Key Decision-Makers
- Understanding the importance of relationships in account-based selling
- Developing a relationship-building strategy
- Building trust and credibility with key decision-makers
- Effective communication and interpersonal skills
Module 4: Developing Effective Account-Based Selling Strategies
- Understanding the customer's needs and pain points
- Developing a customized sales strategy
- Creating a sales playbook
- Executing the sales strategy
Module 5: Measuring and Tracking Success
- Defining key performance indicators (KPIs)
- Tracking and measuring account-based selling metrics
- Using data and analytics to optimize sales strategies
- Case studies: Measuring and tracking success in account-based selling
Module 6: Advanced Account-Based Selling Tactics
- Using social media and content marketing in account-based selling
- Leveraging events and webinars to build relationships
- Using account-based marketing (ABM) to support sales efforts
- Advanced sales tactics: Using psychology and neuroscience in sales
Module 7: Managing and Optimizing Account-Based Selling Efforts
- Managing and optimizing the sales process
- Using technology to support account-based selling efforts
- Building a sales enablement strategy
- Case studies: Managing and optimizing account-based selling efforts
Module 8: Final Project and Certification
- Final project: Developing a comprehensive account-based selling strategy
- Receiving a Certificate of Completion issued by The Art of Service
- Career development and next steps
Course Features - Interactive and engaging: Interactive lessons, quizzes, and exercises to keep you engaged and motivated
- Comprehensive: Covers all aspects of account-based selling, from fundamentals to advanced tactics
- Personalized: Personalized learning experience with tailored feedback and coaching
- Up-to-date: Latest trends, research, and best practices in account-based selling
- Practical: Real-world applications and case studies to help you apply your knowledge
- High-quality content: Developed by expert instructors with extensive experience in account-based selling
- Certification: Receive a Certificate of Completion issued by The Art of Service
- Flexible learning: Self-paced learning with 24/7 access to course materials
- User-friendly: Easy-to-use platform with clear navigation and concise instructions
- Mobile-accessible: Access course materials on-the-go using your mobile device
- Community-driven: Join a community of like-minded professionals and connect with instructors and peers
- Actionable insights: Take away actionable insights and practical tips to apply in your sales role
- Hands-on projects: Complete hands-on projects to reinforce your learning and develop your skills
- Bite-sized lessons: Bite-sized lessons and modules to fit your busy schedule
- Lifetime access: Lifetime access to course materials and future updates
- Gamification: Engaging gamification elements to make learning fun and competitive
- Progress tracking: Track your progress and stay motivated with personalized feedback and coaching
,
- Interactive and engaging: Interactive lessons, quizzes, and exercises to keep you engaged and motivated
- Comprehensive: Covers all aspects of account-based selling, from fundamentals to advanced tactics
- Personalized: Personalized learning experience with tailored feedback and coaching
- Up-to-date: Latest trends, research, and best practices in account-based selling
- Practical: Real-world applications and case studies to help you apply your knowledge
- High-quality content: Developed by expert instructors with extensive experience in account-based selling
- Certification: Receive a Certificate of Completion issued by The Art of Service
- Flexible learning: Self-paced learning with 24/7 access to course materials
- User-friendly: Easy-to-use platform with clear navigation and concise instructions
- Mobile-accessible: Access course materials on-the-go using your mobile device
- Community-driven: Join a community of like-minded professionals and connect with instructors and peers
- Actionable insights: Take away actionable insights and practical tips to apply in your sales role
- Hands-on projects: Complete hands-on projects to reinforce your learning and develop your skills
- Bite-sized lessons: Bite-sized lessons and modules to fit your busy schedule
- Lifetime access: Lifetime access to course materials and future updates
- Gamification: Engaging gamification elements to make learning fun and competitive
- Progress tracking: Track your progress and stay motivated with personalized feedback and coaching