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The Account Strategy Workshop

Tactics Without Strategy

is the Noise Before Defeat

I have leveraged all my sales training, experiences, and knowledge to create an account strategy document that hits on all major elements needed to win.  

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We will work through all of these components in 6 half day sessions,  and then present a completed account strategy at the end of the workshop.  

Session 2:  What is the True Business problem

Ever ask a rep why a prospect will buy?  You may get answers that are tactical in nature, like "too many spreadsheets", a "very manual process", or they have "limited visibility to data". 

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We will spend time working through the matrix below to understand the true business problems that these operational problems create.  

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Session 3:  Personalities, Agendas, and Politics

Connecting the Dots and Making Sense of All the Noise

In this session,  we will fill out the dreaded PowerBase worksheet.  I have not seen one rep who enjoys this, since it highlights the issues with the deal, but this may be the most important part of the account strategy.  We will definitely have fun filling this out!

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Session 4: Critical Analysis of the Deal

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This sessions seems basic on the surface,  but I bet the term "happy ears" comes to mind.  It is so hard to step back and critically and objectively analyze your deal. Reps and even managers can get too close to their deals, which makes it very hard to find holes and problems with your account.  This is where impartial, objective 3rd party coaching can be very effective

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Session 5: Putting it all Together

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A good account strategy is not just a series of plays.  It has to have context, history, an organization chart, true business pain, and unanswered questions.  We will work towards an easy to use format that is digestible and understandable by all parties. 

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