The Account Management Way To Accelerate your sales cycle

• The correct process required to reduce their sales cycle
• How to manage and segment accounts effectively
• How to allocate the appropriate amount of time with the segmented accounts
• How to ensure they are focusing on the right decisions to accelerate their sales
• How to make sure that we understand who are the relevant people in the deciion making unit
• How to influence the decision making unit

Over the last 2 decades of selling, managing and leading sales teams I observed that there were 5 key things that accelerated sales, those 5 things have consistently helped to significantly reduce sales cycles in multiple companies and hence exponentially grow sales.

Those 5 key things, known as the The sales acceleration formula are

1. A - account segmentation

2. D - decision making analysis

3. A - awake, understanding what keeps your decision makers awake at night

4. P - Presenting the right solutions

5. T - tackling objections

This course focuses on the first 2 elements as they are the most critical (and most unique) parts of the formula.