Targeted Account Selling
May 15, 2023 2023-05-15 15:57Targeted Account Selling
Selling to Key Accounts
It’s time to master the art of targeted account selling and stakeholder management in B2B key account sales. In this exciting and engaging board game experience, participants will embark on a journey to qualify prospects, identifying opportunity and pain areas, asking powerful discovery questions, mapping customers, and customizing pitches to win over each customer.
Time: 3 Hours
Max Participants: 25
Medium: Virtual and physical boardgame
Game highlights
- Collaborative group process
- Peer-to-peer learning
- Learning through immersive game play
- Group reflection and action planning
- Discovery questions to identify gaps and pain points
- Building your pitch to each customer’s needs and priorities
Game takeaways
Qualifying Prospects
Research and analysis before a customer call to identify the opportunity areas
Discovery Questions
Powerful questions to uncover the needs, priorities and pain areas of each stakeholder in the account
Focused Pitching
Focused pitching to each of the Decision Making Units (DMUs) in the account basis their priorities
