the process of developing a strategic plan for managing and growing a specific customer account. It involves gathering information about the customer's business needs, goals, challenges, and preferences, as well as identifying opportunities for expanding the sales relationship.
The goal of account planning is to build a deeper, more strategic relationship with the customer, and to maximize sales opportunities while delivering value to the customer. By taking a proactive, strategic approach to account management, salespeople can better understand their customers' needs and create long-term, mutually beneficial relationships.
The ability to gather and interpret data, identify patterns, and draw meaningful insights from that data to make informed decisions in the sales process. In a sales context, analytical skills involve the ability to analyze data related to customer behavior, sales performance, market trends, and competitive intelligence.
Closing techniques and skills refer to the strategies and abilities that sales professionals use to secure a commitment from a prospect or customer to complete a sale, purchase a product, or sign a contract. These skills are essential for converting leads into paying customers and achieving sales targets.
An effective cold call requires a well-structured approach that combines research, compelling value proposition, rapport building, objection handling, communication skills, persistence and effective follow-up.
Consultative selling is a sales approach that focuses on understanding the specific needs, challenges, and goals of the client, and then offering tailored solutions to address those requirements. It involves building long-term relationships and positioning oneself as a trusted advisor rather than simply pushing a product or service.
Consultative selling shifts the focus from transactional selling to a more solution-oriented approach, building long-term relationships and allowing salespeople to better serve their clients and ultimately drive more sustainable revenue growth.
Corporate business planning for a B2B salesperson refers to the ability to develop and implement strategic sales plans that align with the overall goals and objectives of the company. This skill involves understanding market dynamics, setting sales targets, allocating resources, and monitoring progress to ensure the sales team's efforts contribute to the organization's growth and success.
