Siebel Target Account Selling

Focused View

Juan Sebastian Garcia

4:12:03

110 View

1 - Introduction

1 - Introduction.mp4

00:41

2 - Target Account Selling History

2 - Target Account Selling History.mp4

08:45

3 - Traditional Sales

3 - Traditional Sales.mp4

08:52

4 - Traditional Sales Information

4 - Traditional Sales Information.mp4

09:13

5 - Target Account Selling Methodology Planning

5 - Target Account Selling Methodology Planning.mp4

09:40

6 - Target Account Selling Methodology Steps

6 - Target Account Selling Methodology Steps.mp4

08:19

7 - Target Account Selling Opportunity Assessment

7 - Target Account Selling Opportunity Assessment.mp4

07:27

8 - The 4 Principles of Selling

8 - The 4 Principles of Selling.mp4

04:49

9 - Is There An Opportunity

9 - Is There An Opportunity.mp4

17:30

10 - Find a Compelling Event

10 - Find a Compelling Event.mp4

08:09

11 - Target Account Selling Develop a Value

11 - Target Account Selling Develop a Value.mp4

06:55

12 - Example Value Proposition

12 - Example Value Proposition.mp4

13:57

13 - Can we Compete

13 - Can we Compete.mp4

17:26

14 - Unique Business Value

14 - Unique Business Value.mp4

08:15

15 - Can we Win

15 - Can we Win.mp4

12:01

16 - Is it Worth Winning

16 - Is it Worth Winning.mp4

11:03

17 - Target Account Selling Assesment

17 - TARGET-ACCOUNT-SELLING-TOOL.xls

17 - Target Account Selling Assesment.mp4

09:33

18 - Target Account Selling Strategy Part 1

18 - Target Account Selling Strategy.mp4

16:42

19 - Target Account Selling Strategy Part 2

19 - Target Account Selling Strategy.mp4

17:22

20 - Target Account Selling Strategy Guidelines

20 - Target Account Selling Strategy Guidelines.mp4

04:49

21 - Target Account Selling Politics

21 - Target Account Selling Politics.mp4

07:44

22 - Mapping the Organization Part 1

22 - Mapping the Organization.mp4

11:08

23 - Mapping the Organization Part 2

23 - Mapping the Organization.mp4

17:50

24 - Target Account Selling Business Value

24 - Target Account Selling Business Value.mp4

07:43

25 - Target Account Selling Planning

25 - TARGET-ACCOUNT-SELLING-TOOL.xls

25 - Target Account Selling Planning.mp4

06:10

Description

Develop Effective Plans for Sales Teams! Become a Sales Professional!

What You'll Learn?

Become a Sales Professional
Improve bid-to-win ratios
Shorten selling cycles
Minimize discounts and negotiated concessions
Establish clear, unique business value with customers
Reduce selling cost through more efficient resource allocation
Increase Sales per Employee
Build Successful sales organizations quickly
Decrease risk
Enhance account control and forecast accuracy
Eliminate departamental barriers with a common sales language

Who is this for?

Any Sales Teams

Sales Representatives and Sales Support

Marketing Teams

Product Managers

Sales and Marketing Related Teams

What You Need to Know?

Any computer or device

More details

Description
Target Account Selling is highly effective in organizations with selling environments marked by intense competition, customer buying decisions with high-financial, strategic or organizational impact. The Target Account Selling process was developed by Siebel now Oracle. In this training sales professionals create a refined winning plan for securing new business. The Target Account Selling (TAS) process helps sales professionals win more business by:
1. Focusing on the right issues with the right people at the right time.
2. Developing effective plans for sales campaigns.
3. Communicating more effectively within the sales team.
4. Shifting the focus of salespeople from tactical to strategic issues.
This Target Account Selling training includes learning to:
1. Assess the Opportunity:Â An objective process that reveals critical customer, business and competitive information, and drives and informed decision to compete.
2. Set the Competitive Strategy:Â A framework for determining the most effective approach to winning the customers business.
3. Identify the Key Players: A method to identify the roles and status of people who affect or will be affected by customer buying decisions.
4. Define the Relationship Strategy:Â A process to align with influential decision-makers in the buying organization who can help you win the sales opportunity.
5. Turn Ideas Into Activities: An approach to identify specific tactics needed to win the opportunity and the resources required to support each task.
6. Test and Improve the Plan: A structured process that analyzes Opportunity Plans and refines them to the highest possible quality for implementation in the field.

Who this course is for:
Any Sales Teams
Sales Representatives and Sales Support
Marketing Teams
Product Managers
Sales and Marketing Related Teams

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J.S Garcia “Juan Sebastian Garcia” is an Engineer and an Author. His Family moved to Brooklyn, NY, in 1992 where he grew up. He’s the youngest of four children. After he graduated as a Computer Forensics Investigator from the Electronic Commerce Council University in NM, he is also certified as an Avaya Certified Expert, CEH, CHFI, CCNA, ENA, Oracle DBA. Over 20 Years of experience in IT Infrastructure Teams and management, Specialized in Telecomunications, Contact Centers, Cloud, Virtualization, Security. Motivated, adaptable, customer focused, results driven, and hard working Information Technology Professional With proven ability to work under any pressure and deliver desired outcome of high quality requirements and customer deadlines. Worked at top companies, including Harry and David, Amerigroup Corp, IDT Corp, RFA Corp, Cable and Wireless Business and many more. Strong communication and interpersonal skills demonstrated in working with colleagues and customers across the global. Implemented more that 120.000 users worldwide and 32.000 Call Center Agents in 20+ Countries from design to implementation and customer satisfaction.

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