Overview
Our Sales Rep Advanced Training sessions are offered jointly with Exsell, Inc. and are offered for the general public on a regular schedule at Exsell's Green Bay office. These sessions can also be scheduled, on demand, for individual clients either at their facility or at Exsell's office.
Account Development Strategies is a business development and sales training system that has been developed and field tested by Exsell during the past 14 years. These sessions are useful for sales roles that require on-going account development activities. We recommend taking these advanced training sessions after completing the base Right Track training sessions.
In this training program, each student will learn:
- Overview of offensive and defensive account development strategies
- Offensive Strategy #1 - Aligning the Right People
- Offensive Strategy #2 - Direct Strategy
- Offensive Strategy #3 - Eleven Strategies to Redirect
- Offensive Strategy #4 - Six Strategies to Divide and Conquer
- Offensive Strategy #5 - Eight Strategies to Delay
- Offensive Strategy #6 - Go/No Go
- Defensive Strategy #1 - Five Strategies to Fortify
- Defensive Strategy #2 - Attack Yourself
- Defensive Strategy #3 - Blocking
- Defensive Strategy #4 - Five Strategies to Contain
- Defensive Strategy #5 - Eight Strategies to Expendable
- Developing Playbook for Account Development Strategies
The Account Development Strategies training sessions are normally scheduled in three individual 2.5 hour sessions that are scheduled one session per week:
- Session 1 includes four topics: Overview, and Offensive Strategies #1 - #3
- Session 2 includes six topics: Offensive Strategies #4 - #6, and Defensive Strategies #1 - #3
- Session 3 includes three topics: Defensive Strategy #4 - #5, and Developing Account Development Playbook
We also offer the option of scheduling a condensed version of these sessions conducted in a single day.