ValueSelling Account Management sharpens your team’s ability to spot sales opportunities by better diagnosing business challenges, develop comprehensive strategy and plans at the account and opportunity level, and analyze existing opportunities to increase win-rate.
Four key components in the process:
Does your team have essential account management skills?
VSAM leverages the ValueSelling Framework® through the use of a common set of terminology and templates, including the Qualified Prospect Formula® and ValuePrompter®. The process is then expanded and applied to the account management process to look at the key components involved with managing strategic opportunities.
How it works
- Establish a base of business acumen to understand business opportunities and identify potential business issues
- Develop account plans to track opportunities and coordinate sales resources
- Assess current sales opportunities for gaps and develop specific action plans to address