Duration 43 minutes

Audience Employees

Description

Enterprise accounts are those key customers you can count on for bigger, more valuable sales, and a steady stream of income from consistent purchases. These are reliable clients who will stay with you long-term, so you need to take good care of these people. How you do that is what we'll be covering in this series of courses. In this first program, we'll give a brief overview of what enterprise accounts are and why they're so valuable to you and your company.

What you'll learn

Managing Enterprise Accounts: Introduction

Managing Enterprise Accounts: Value Added Selling

Managing Enterprise Accounts: Customer Lifetime Value

Managing Enterprise Accounts: No Push Selling

Managing Enterprise Accounts: Pre-Call Planning

Managing Enterprise Accounts: The Five-Minute Debrief

Managing Enterprise Accounts: Finding Unmet Needs

Managing Enterprise Accounts: Selling Benefits

Managing Enterprise Accounts: Handling Objections

Managing Enterprise Accounts: No Push Close

System Requirements

• Windows 7 and newer
• Mac OS 10 and newer
Supported Browsers:
The current and previous major releases of the following browsers
• Safari v11 and higher
• Firefox v65 or higher
• Chrome v70 and higher
• Microsoft Edge v42 and higher
• Internet Explorer v11 and higher (Windows only- may exhibit visual differences from other
browsers)
Computer Speed and Processor:
• Use a computer 5 years old or newer when possible.
• 1GBofRAM
• 2GHz processor

Languages

English

Skills you'll gain

business business skills managing enterprise accounts HSI-ej4

Details to know

Certificate

Managing Enterprise Accounts

Managing Enterprise Accounts: Introduction Enterprise accounts are those key customers you can count on for bigger, more valuable sales, and a steady stream of income from consistent purchases. These are reliable clients who will stay with you long-term, so you need to take good care of these people. How you do that is what we'll be covering in this series of courses. In this first program, we'll give a brief overview of what enterprise accounts are and why they're so valuable to you and your company.

Managing Enterprise Accounts: Value Added Selling Adding value for your customer doesn't come with discounting prices or persuading them with your sales pitch. Enterprise customers want relationships. They want partnerships. They want honest, genuine communication because buyers are well-informed, with product and service data available at their fingertips. In this course, we're going to discuss value added selling and how to stand out from the competition by offering a solution only you can provide.

Managing Enterprise Accounts: Customer Lifetime Value As a salesperson, you're in the business of creating customers, not buyers. You want the loyalty of a long-term relationship, not a one-off purchase. One component of developing loyalty is understanding a customer's lifetime value (CLV), or, the total revenue you can expect during their entire association of doing business with you. In this program, we'll talk about how to calculate that number and why it's important. We'll discuss churn and retention rates, revenues and margins per customer, and the formulas used to determine these values.

Managing Enterprise Accounts: No Push Selling Traditional sales techniques have fallen by the wayside as technology continues to improve, providing customers with more information and buying power. Aggressive selling doesn't have the same sway that it used to. No Push Selling takes almost the opposite approach because the idea is to serve, rather than to sell. In this course, we'll take you through the basics of this sales method, and discuss the importance of educating your customers, building relationships, and moving the process along slowly.

Managing Enterprise Accounts: Pre-Call Planning You want to get to know your customer as well as you can before you actually meet them. That takes time, effort, and knowing how to do your homework. In this course, we'll talk about where to look to track down pre-call customer data. This includes utilizing your CRM and researching customers online. We'll also go over determining your objectives for the call, creating a call agenda, and knowing who to include on calls.

Managing Enterprise Accounts: The Five-Minute Debrief You've just had a meeting or call. Now you need to debrief. This often seems like a step you can skip to save time. "Oh, I'll remember what happened." Or, "I'll write down the details as soon as I get home." But each minute that passes, an important piece of the conversation gets lost. So let's talk about the five-minute debrief and what you need to ask yourself in order to get the most value out of it. Doing this will help you learn what do avoid and what to employ on future calls.

Managing Enterprise Accounts: Finding Unmet Needs You can't force a customer to want what you're selling. You can't charm them into having a need for your product. You have to first determine their needs, and see if your product or service provides a solution for them. Establishing their needs can be difficult, so let's talk through some ways to do it. In this course, we'll go over great questions to ask to uncover a customer's unmet needs. We'll discuss mapping your customer journey. And we'll touch on some ways to differentiate yourself from your competition.

Managing Enterprise Accounts: Selling Benefits Selling features of your product or service won't get you very far. Selling benefits means selling solutions to your customer's unmet needs. That's the sweet spot, and that's what we'll be covering here. In this course, we'll talk about knowing the difference between features and benefits. We'll go over turning features into benefits. And we'll also talk about how to illustrate benefits.

Managing Enterprise Accounts: Handling Objections "Now's not the right time." "We can't justify the price." "Our old product works fine." "There's no room in the budget for that." Bet you've heard one, or all, of these before. Objections are unavoidable, but they can be redirected into questions about their hesitation, opening the door for you to prove your product's value. Let's take a few minutes to go over how to handle objections, and discuss the four main types of objections to overcome.

Managing Enterprise Accounts: No Push Close Pushing a deal past the finish line is the best feeling, but it can take time, patience, negotiations, communication, and more patience to get there. In this last program on Managing Enterprise Accounts, we talk about the final step of the sales process: the close. We'll go over how to close the sale, and some tactics you'll want to avoid. At the end of the day, if you've taken all the necessary steps, the sale should close on it's own. If they're not quite ready to buy, then you still have a bit more work to do.

Price per license

$20.00

No. of licenses

Total

$20.00

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Managing Enterprise Accounts

Overview

Included Modules

About Author

Description

What you'll learn

System Requirements

Languages

Skills you'll gain

Details to know

Managing Enterprise Accounts

HSI - Health & Safety Institute

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Managing Enterprise Accounts

Overview

Included Modules

About Author

Description

What you'll learn

System Requirements

Languages

Skills you'll gain

Details to know

Managing Enterprise Accounts

HSI - Health & Safety Institute

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