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Course/Product Description
Title:

Territory Management Sales Techniques

SKU:WC-1011732
Date / Time: Recorded
Format: Audio Conference
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Description:

What truly separates outstanding sales people from average performers? They focus on the quality of their efforts, instead of working countless hours, doing busy activities, and getting mediocre results. During this live audio conference, you will learn proven strategies to pre-plan your sales calls, develop a laser focus to dig deep, high and wide in your sales territory. You will also learn how to gain access to key decision makers, qualify who is serious about doing business with you, and how to proactively manage your accounts and customers' expectations.

The goal for this session is to give you valuable insight on how to sharpen your skills to be more proactive with your time and how you manage your territory. The result: You will walk away with practical information on how to close more sales with less effort.

Agenda

    Seven Do's and Don'ts to Time and Territory Management

    • Learn the Four P's to Planning Your Sales Success
    • What Works and What Doesn't When It Comes to Managing Your Time and Territory
    • How to Leverage the Latest Resources and Technology to Gain Greater Productivity
    Keeping Your Pipeline Full of Opportunities

    • Three Tactics to Get Your Days Booked With Appointments
    • Two Ways to Get Customers to Return Your Phone Calls
    • How to Cross-Sell and Up-Sell to Win New Business in Established Accounts
    How to Better Manage Your Customers From Managing You

    • How to Shorten Your Sales Cycle so You Can Close More Business With Less Effort
    • Learn How to Minimize Service Calls, and Putting Out Fires That Can Eat Up Valuable Selling Time
    • How to Stay Motivated, Upbeat and Focused When You Encounter These Five Time Robbers
    Faculty

    Paul Cherry

    • Managing partner and founder of Performance Based Results, www.pbresults.com, an international sales and leadership training organization
    • More than 20 years of experience in sales, management, executive leadership and performance improvement strategies
    • Johnson & Johnson, SolidWorks, U.S. Department of Energy, DuPont, Comcast, Moody's, Shell Oil, Harley Davidson and Wells Fargo are just a few of the 1,200 clients he has worked with
    • Wrote more than 200 articles for leading industry publications, including Investor's Business Daily, Selling Power, RainToday and Value Added Selling
    • Wrote, Questions That Sell: The Powerful Process to Discover What Your Customer Really Wants (AMACOM) and Questions That Get Results: Innovative Ideas Managers Can Use to Improve Their Team's Performance (John Wiley & Sons)
    • Teaches at The Iacocca Institute at Lehigh University
    • bio info

    Who Should Attend

    This teleconference is designed for sales managers, directors, account managers, presidents, vice presidents, account executives, analysts, consultants and other sales professionals.



    Cannot Attend The Live Presentation?

    This presentation is also available in a recorded format, in CD version, as shown in the pricing options below.

    About Webcasts / Audio Conferences / Podcasts:

    Webcasts, audio conferences, and podcasts are presentations that you attend via the Internet, phone, or mobile device at a specified date and time for "live" versions, or at your convenience for "recorded" and "On-Demand" versions.

    The live versions are interactive, meaning that participants can ask questions in real time, plus are a very cost-effective form of training because 1) you receive fast, convenient learning without any out-of-office time; 2) you can invite as many colleagues as you'd like to listen in on a single phone line; 3) you incur no travel expenses; and 4) you and your colleagues are back at work immediately after the session ends!

    And though with recorded versions you do lose the ability to ask questions, you gain the ability to hear the presentation numerous times and to share it with others in your office.

    Handout materials and the phone number for live presentations are made available to you prior to the event via email from the presenter and from the "MyAccount" link on the menu bar. Copies of the presentations are included with recorded versions.

    About The Provider: Lorman Education Services has provided educational seminars and online training for professionals since 1987.

    Since then, we've kept thousands of professionals in the United States and internationally current on the most pressing topics in a rapidly changing marketplace of ideas. Like you, we understand the need for concise, accurate information.

    That understanding underlies each Lorman course, presenting the latest information on the laws and regulations critical to your organization's successful daily operations.

    Moreover, each course receives our painstaking attention to be certain both the faculty and participants receive the individual attention necessary to achieve maximum benefit from the materials.
    More Info: Contact Us For More Information
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