Selling in today’s business environment has become increasingly challenging. Greater price pressure and more competitive products have become realities. Most companies are being asked to do more with less.
These challenges require a fundamental shift in how you work with accounts. Working with a broader coalition of stakeholders, understanding their priorities and positioning your organization as a strategic partner, is the new norm.
You will be introduced to a variety of resources for selling value beyond your products. You will:
> Discuss changes and challenges that mandate change
> Create Account Maps™ for selected accounts
> Understand how to sell value to a broader coalition of stakeholders
> Align Navigating the Complex Sale® with AID,Inc.® to strengthen client conversations
> Develop strategies and set goals for accounts