Business Basics

The Complete Managing an Enterprise Account Learning Path

With expert instruction.

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10 skill-based courses

In 1 Skill Sets

Learning Path Duration

00H 44M

What Will I Learn?

Learning Path

About Managing an Enterprise Account

Managing an Enterprise Account Skills

Introduction

Introduction

Introduction

Introduction

1m 20s

Welcome to our series on "Managing an Enterprise Account," formerly known as "Key Account Selling." What exactly does an enterprise account look like? Enterprise accounts represent an organization's most important customers.

Value Added Selling

Value Added Selling

Value Added Selling

Value Added Selling

5m 58s

A lot has changed in sales over the last few years. There are more competitors and there are more people trying to get their product noticed. Our customers are more informed! They've done their research on us and our products before we even talk with them. If you're going to be a successful salesperson, you need to change the way you sell. This course will explore just that.

Lifetime Customer Value

Lifetime Customer Value

Lifetime Customer Value

Lifetime Customer Value

6m 8s

There's something you need to know when you're managing an enterprise account and it's called "lifetime customer value." Lifetime customer value takes a look at what that customer is worth to you and your company over the entire period of the relationship. It's about revenue in the long run.

No Push Selling

No Push Selling

No Push Selling

No Push Selling

4m 57s

What do customers want from salespeople? What do sales managers want from their employees? Usually, it's not the same thing. You've got to learn how to make the connection between the sales manager and the salesperson to deliver what the customers want. That's where No Push Selling comes in.

Five Minute Pre-Brief

Five Minute Pre-Brief

Five Minute Pre-Brief

Five Minute Pre-Brief

6m 15s

There are a lot of things you should be doing before and after a sales call. In this program, we are going to be discussing the five minute "pre-brief;" the things you should be doing before every call.

Five Minute Debrief

Five Minute Debrief

Five Minute Debrief

Five Minute Debrief

3m 22s

You just finished meeting with a potential client. Did you get the sale? Did you achieve your goal? In this program, we discuss the five minute debrief. This debrief is to help you understand what went wrong or what went well during your call and if there's anything you need to improve before the next time you talk to your prospect.

Finding Unmet Needs

Finding Unmet Needs

Finding Unmet Needs

Finding Unmet Needs

3m 57s

The MOST important part of the sales call is finding your customer's unmet need. Until there is an unmet need, you've got nothing to sell. Remember, without a need, don't proceed. What's the most important and effective way to find an unmet need? You ask questions. But what questions are the right ones and which are the wrong ones? We've got the answers in this course.

Selling Benefits

Selling Benefits

Selling Benefits

Selling Benefits

6m 1s

To be a successful salesperson, you need to remember one key point, and that's how to turn a feature into a benefit. We need to get the customer to understand that our solution idea benefits them, not just us. This course explores how to accomplish this in a very simple way.

Handling Objections

Handling Objections

Handling Objections

Handling Objections

3m 48s

You're going to run into objections during the sales process. It might be in the beginning of the call, when you're trying to find an unmet need, or at the end of the call. You're going to have to work to overcome those objections. Handling objections is an important skill you'll need to have as a salesperson, and this course helps you do just that.

No Push Close

No Push Close

No Push Close

No Push Close

2m 53s

Now we're at the final stages, where you'll close the sale. If you take the time to focus on the steps we've mentioned throughout this series, it will be easier for you to close the sale. There's no reason to "push" a customer into buying your product or service, because the sale should close on its own.

Desktop and Mobile
  • All Access

    Access anywhere, anytime

    Learn at work, at home or on the go. All of our courses our online and play well with desktops and mobile devices.

  • Certificate

    Certificate of Completion

    Upon completion of this Learning Path, you will be awarded a Certificate of Completion showing that you have gained the skills presented.

  • Support

    Support

    Have a question? We're here to help. We have detailed FAQs and resources as well as a support team ready to assist you.

  • Customization

    Customization

    We offer over 90 professionally hand-crafted learning paths to get you started, but we realized that not everyone wants to learn the same things. That's why we give you the flexibility to create your own, custom learning paths just for you and your team.

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