Apply the ValueSelling Framework® to increase revenue from existing accounts and target new enterprise accounts.
ValueSelling Account Planning (VSAP) leverages the ValueSelling Framework® by using a common set of terminology and templates, including the Qualified Prospect Formula® and ValuePrompter®. The process is then expanded and applied to the account management process to look at the key components of managing strategic opportunities.
Training Options: Instructor-led or Virtual instructor-led
Program Duration: 1, 2-day workshop (Also available as a customized 1-hour to 1-day training component within the core ValueSelling Certification workshop)
Course Outline:
- Module 1: ValueSelling Framework® Recap
- Module 2: Review the ValueSelling Account Planning Tool
- Module 3: Assess Our Account Planning Capabilities
- Module 4: Buying Influences and Business Issues
- Module 5: Quantifying Value and Building Rapport
- Module 6: VisionMatch and Capabilities
- Module 7: Opportunity Assessment and Pipeline Verification
- Module 8: Dealing with Competition
- Module 9: Developing the Pre-call ValuePrompter
- Module 10: Account Strategies and Activities Report Back
Learning Outcomes:
- Establish a base of business acumen to understand business opportunities and identify potential business Issues
- Develop account plans to track opportunities and coordinate sales resources
- Assess current sales opportunities for gaps and develop specific action plans to address these
- Sharpen your focus on the account’s business objectives to identify potential business issues
- Install a process and toolset to enable the development of additional account plans