Account Planning & Execution

The Strategic Challenge

Today, the buying process is more complex than ever. Buying teams, comprised of diverse decision makers and influencers, complete more than half of their buying process before even engaging a supplier. Research has found that up to 40% of new opportunities are lost to a “No Decision Made” rather than to a competitor. Salespeople must identify new opportunities for a greater chance of success, and then plan to reach the right people in the right way with the right message. Sales teams must understand each existing and potential customer’s methodology, the stakeholders involved, how these stakeholders view them, and accurately assess their strengths and their weaknesses with each opportunity.  

The Arena Concept

One of the cores to GPG’s training success is our unique ‘Arena’ training concept. Sales teams need to move out of their safe and familiar comfort zones and operate in the Arena where they are truly engaged and effective. Teams who use our tried and tested formula are guaranteed to demonstrate more constructive and less destructive behavior and win more sales. This method is available with all of our training materials.

Program Objectives

• Gain new tools and approaches to identify new opportunities with the greatest chance to close
• Develop the discipline to create and use territory and account plans
• Create a strategy for success by identifying key stakeholders, and differentiating their solution based on value and ROI
• Identify the strengths, weaknesses and opportunities with each opportunity
• Gain and practice the skills to necessary to immediately engage decision makers and execute a compelling dialogue

Navigating The Account Planning Arena

Ensuring each opportunity is executed to its full potential, salespeople need to stay in the moment and leverage the inevitable the stress and tension inherent in every high stakes opportunity. Successful people able to stay calm, focused, and confident throughout the sale cycle, knowing they have the right plan and skills to engage all stakeholders effectively.

Free to Share Our IP

GPG’s IP can be openly shared across your organization – in fact, we encourage it. Our business model is not about paying for IP licenses but rather about getting your people to use and apply the new skills to their real-world clients. This allows your entire organization to understand our methodology, support the thinking, create innovation within their units and develop new ideas for helping and renewing client contracts.

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Dealing with Procurement and professional buyers

Dialogue based negotiations.