Sales and Account Management

• Transform sales capability to sell value.
• Implement strategic account management programs.
• Enable territory-level business planning and strategies.
• Build strategies for organizational sales challenges such as price increases, supply shortages, new competitive entrants, and channel and partner selling.

• Equip sellers with the information they need to engage customers on new products.
• Choreograph the optimal customer conversation for new products.
• Leverage a proven methodology for engaging customers, understanding needs, demonstrating value, and closing deals.
• Train salespeople to articulate new solution value propositions, while managing customer objections.
• Align Sales, Marketing, and Product around the launch process
  

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• Become an Extraordinary Presenter^® and a Breakthrough Communicator.^™
• Master storytelling techniques to defend value.
• Conduct more engaging customer conversations and meetings.
• Craft more strategic messages to influence, persuade, and build trust.

• Maximizing negotiation leverage and value
• Defending and winning RFPs
• Extreme negotiation
• Competitive Selling
• Value selling
• Scenario planning and war gaming
• Deal design  

• Develop strategies and plans to take share and grow accounts.
• Enable value discovery and innovation with customers.
• Launch go-to-market partnerships and key customer relationships.
• Turn around troubled customer relationships.

• Negotiations
• Influence and Stakeholder Management
• Executive Presence
• Difficult Customer Conversations
• Conducting Impactful Meetings
• C-Suite Selling
• Empathy, Curiosity, and Emotional Intelligence
• Internal Collaboration
• Strategic Thinking and Business Planning
• Adaptability through Change