Ntrinsic nBalance Strategic Sales Training
Account Planning
The nBalance Account Planning and Sales Strategy workshop is an intensive process, not a one time training event. Sales professionals and account team members prepare a strategic account plan for current key accounts to better influence, cross-sell, up-sell, inhibit competition, and drive business results.
The nBalance SAM Workshop will equip your salespeople to:
- Equip salespeople and sales/account team members with modern skills and tools to enable co-creation
- Align sales/account team members with the appropriate customer buying team members, including executive-level sponsorship when appropriate
- Execute sales opportunities with an initial focus on customer value creation rather than product features or problem-seeking solutions
- Prove the value of their offerings (including products, resources, expertise
Duration
- nBalance Account Planning Workshop: 2 Days onsite
- Rollout and training: Facilitator led with real-life cases
- Quarterly reviews and updates: Onsite or remote
Value Focused Engagements
The evolution from product focus to solution focus and now, to value focus, is unique to each selling environment and requires that the salesperson be equipped to engage in consultative discovery with customers. Modern salespeople need new skills and tools to help them understand what “value” means to a customer and how they can create and deliver customer-specific value accordingly.
In this approach to defining customer-specific value, the “science” is the value categories, while the “art” is the ability of the salesperson and account team to determine which categories fit the customer. Examples include:
- Supplier Knows Customer’s Business and Industry: the customer places value upon the supplier’s knowledge of their business, industry, market and customers
- Supplier Plans Proactively with Customer: the customer places value upon the supplier’s willingness to align business objectives and develop mutual growth plans together
- Supplier Develops Executive-Level Relationships with Customer: the customer places value upon executive-level relationships and alignment with the supplier
- Supplier Has Clear Understanding of Value to Customer: the customer places value upon the supplier’s understanding of the measurable business impact of their solutions, services, products.
Duration
- nBalance VFE Workshop: 2 ½ Days onsite
- Rollout and training: Facilitator led with real-life cases
- Quarterly reviews and updates: Onsite or remote
Strategic Account Management
The Strategic Account Management (SAM) process is becoming increasiingly more important in the modern age of sales. Companies are beginning the realize how critical it is to keep retain and grow current customer relationships. SAMs are being asked to, in many cases, represent the entire range of a company’s products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the company. All this while being asked to achieve a large sales quota and deliver on assigned strategic account objectives.
The nBalance SAM Workshop will equip your salespeople to:
- Establish productive, professional relationships with key personnel in assigned customer accounts
- Coordinate the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers’ expectations
- Meet assigned targets for profitable sales volume and strategic objectives in assigned accounts
- Proactively lead a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period
- Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
- Lead solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.
Duration
- nBalance SAM Workshop: 2 ½ Days onsite
- Rollout and training: Facilitator led with real-life cases
- Quarterly reviews and updates: Onsite or remote