Gaining Access to Key Personnel at Your Target Accounts

Overview/Description
Target Audience
Expected Duration
Lesson Objectives
Course Number

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Overview/Description
In this course, you'll learn about the second major component of the territorial account sales approach: communication. You'll start by learning about coaching relationships. A vital part of your sales effectiveness depends on finding a key contact in each target account that can become your internal coach for the sales process. Then, you'll learn about gaining access to the right level at your target account and dealing with "gatekeepers." By effectively communicating with the right people, you'll help to ensure positive sales results.

Target Audience
Individuals responsible for sales, sales support, business or account development, and sales management activities for territorial accounts

Expected Duration (hours)
3.5

Lesson Objectives

Developing Coaches at Your Target Accounts

recognize the benefits of developing coaches at target accounts.

identify the qualities of a good coach.

use the steps to identify potential coaches in a given situation.

sequence examples of the steps in developing a coach at a target account.

apply the steps for developing a coach at a target account in a given scenario.

Reaching the Right People

recognize the importance of contacting the decision maker at a target account.

match access strategies with examples of those strategies.

match the steps for using a coach to reach the decision maker to the corresponding examples.

apply the steps for gaining access to a decision maker through a coach in a given situation.

sequence the five steps for properly using an access letter to reach the decision maker at a target account.

select examples of the four content areas of an access letter.

Dealing with Gatekeepers at Your Target Accounts

recognize the importance of successfully dealing with gatekeepers at target accounts.

match the four steps for dealing with a gatekeeper to the corresponding examples.

match strategies for dealing with gatekeepers to appropriate examples.

Course Number:
SALE0114