This introductory course presents the fundamentals of Corporate/ B2B sales and selling process
This training is organized by BITM. Training will be held in BITM.
Nearly half (45%) of companies report that their sales reps need help figuring out which accounts to prioritize… (Source: Lattice Engines/CSO Insights)
During the workshop, participants will learn how to get into account manager’s mindset, manage leads, gauge competitive strengths, and network more effectively. This workshop is ideally suitable for people who are new to the Account Manager role.
Objectives of the course:
At the end of the course you will be able to:
1. Understand the overall value of B2B Account Management
2. Learn to rank the attractiveness of customers to be business accounts
3. Understand different aspects of your accounts’ decision process, factors, and key players
4. Learn how to become a good B2B Account Manager
Course outline:
Part 1: Defining B2B account management:
Part 2: Winning through Account Management
Part 3: Lead Management mechanisms
Part 4: B2B account management mechanisms
Part 5: Attributes of an account manager
Part 6: Managing business customers efficiently
Module | IT B2B Sales Essentials | 16 Hrs |