Siebel Target Account Selling

Develop Effective Plans for Sales Teams! Become a Sales Professional!

What you'll learn
Become a Sales Professional
Improve bid-to-win ratios
Shorten selling cycles
Minimize discounts and negotiated concessions
Establish clear, unique business value with customers
Reduce selling cost through more efficient resource allocation
Increase Sales per Employee
Build Successful sales organizations quickly
Decrease risk
Enhance account control and forecast accuracy
Eliminate departamental barriers with a common sales language
Requirements
Any computer or device
Description
Target Account Selling is highly effective in organizations with selling environments marked by intense competition, customer buying decisions with high-financial, strategic or organizational impact. The Target Account Selling process was developed by Siebel now Oracle. In this training sales professionals create a refined winning plan for securing new business. The Target Account Selling (TAS) process helps sales professionals win more business by:1. Focusing on the right issues with the right people at the right time.2. Developing effective plans for sales campaigns.3. Communicating more effectively within the sales team.4. Shifting the focus of salespeople from tactical to strategic issues.This Target Account Selling training includes learning to:1. Assess the Opportunity: An objective process that reveals critical customer, business and competitive information, and drives and informed decision to compete.2. Set the Competitive Strategy: A framework for determining the most effective approach to winning the customers business.3. Identify the Key Players: A method to identify the roles and status of people who affect or will be affected by customer buying decisions.4. Define the Relationship Strategy: A process to align with influential decision-makers in the buying organization who can help you win the sales opportunity.5. Turn Ideas Into Activities: An approach to identify specific tactics needed to win the opportunity and the resources required to support each task.6. Test and Improve the Plan: A structured process that analyzes Opportunity Plans and refines them to the highest possible quality for implementation in the field.

Overview

Section 1: Introduction

Lecture 1 Introduction

Section 2: Target Account Selling History

Lecture 2 Target Account Selling History

Section 3: Traditional Sales

Lecture 3 Traditional Sales

Section 4: Traditional Sales Information

Lecture 4 Traditional Sales Information

Section 5: Target Account Selling Methodology Planning

Lecture 5 Target Account Selling Methodology Planning

Section 6: Target Account Selling Methodology Steps

Lecture 6 Target Account Selling Methodology Steps

Section 7: Target Account Selling Opportunity Assessment

Lecture 7 Target Account Selling Opportunity Assessment

Section 8: The 4 Principles of Selling

Lecture 8 The 4 Principles of Selling

Section 9: Is There An Opportunity?

Lecture 9 Is There An Opportunity?

Section 10: Find a Compelling Event

Lecture 10 Find a Compelling Event

Section 11: Target Account Selling Develop a Value

Lecture 11 Target Account Selling Develop a Value

Section 12: Example Value Proposition

Lecture 12 Example Value Proposition

Section 13: Can we Compete?

Lecture 13 Can we Compete?

Section 14: Unique Business Value

Lecture 14 Unique Business Value

Section 15: Can we Win?

Lecture 15 Can we Win?

Section 16: Is it Worth Winning?

Lecture 16 Is it Worth Winning?

Section 17: Target Account Selling Assesment

Lecture 17 Target Account Selling Assesment

Section 18: Target Account Selling Strategy Part 1

Lecture 18 Target Account Selling Strategy

Section 19: Target Account Selling Strategy Part 2

Lecture 19 Target Account Selling Strategy

Section 20: Target Account Selling Strategy Guidelines

Lecture 20 Target Account Selling Strategy Guidelines

Section 21: Target Account Selling Politics

Lecture 21 Target Account Selling Politics

Section 22: Mapping the Organization Part 1

Lecture 22 Mapping the Organization

Section 23: Mapping the Organization Part 2

Lecture 23 Mapping the Organization

Section 24: Target Account Selling Business Value

Lecture 24 Target Account Selling Business Value

Section 25: Target Account Selling Planning

Lecture 25 Target Account Selling Planning

Any Sales Teams,Sales Representatives and Sales Support,Marketing Teams,Product Managers,Sales and Marketing Related Teams