The
Account Planning & Opportunity Identification Workshop
Sales organizations spend valuable resources on developing Account Plans,
only to see them end up collecting dust on a shelf – a waste of time and
money. Why? Two common reasons are because of the
ineffective ways people do Account Planning,
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their efforts do not result in well-defined opportunities
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their work does not produce the information and tactical sales tools
required to make those opportunities execution ready
Participants learn three critical steps and when and how to use them:
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Account Planning, which leads to
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Opportunity Identification, which leads to
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development of tactical sales tools required for Effective Opportunity
Execution, which leads to a high performance sales environment.
This APOID workshop will help you complete those three steps. It provides
knowledge, skills, and tools designed to effectively help execute
opportunities in a complex "solutions" environment. The foundation for
this workshop is ACE Selling™.
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“[Developing High Probability Opportunities is the] most important
part of account planning.”
—Chad
Mead, Account Executive, CTG |
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