Driving Opportunities from Discovery to Close
CROSSING THE FINISH LINE
You’ve invested to get the leads, now can your team convert? Account Executives (or closers) own your monthly number, but without proper training they might be nurturing your opportunities versus progressing them to close.
They must excel at:
- Warm handoffs
- Uncovering needs and values
- Aligning customer needs with your service offering
- Overcoming objections
Maybe you’re seeing:
- Lots of opportunities for kickbacks or rejections
- Lack of quality business conversations
- Product pitching
- Price selling
- Stalled opportunities
“Factor 8 is a great training tool for experienced and inexperienced sales reps. It really broke down all phases of sales and helped me master my craft.”
Tavious B., Account Specialist
EXAMPLE OF WHAT’S COVERED
All of our sales training programs are customized to your team’s needs and experience.
Below is an example of what’s covered during account executive training.
Level 1 – CONVERSATIONS THAT WIN
- Intros that get prospects leaning in
- Overcoming a brush off
- What customers REALLY care about
- Engaging prospects in conversation
- Asking questions to uncover needs
- Uncovering what the prospect values
- Using customer value to close more deals
- Massive increases in productive talk time
- More leads accepted
- Higher average deal size
- Higher close rate
Level 2 – HUNT IT DOWN
- Double your messages that get returned
- Leveraging gatekeepers for more information
- Capturing more decision-maker contacts
- Qualifying leads to create a smart plan of attack
- Asking for referrals
- Creating a call and account plan
- Overcoming your top 3 objections
- Greater lead ROI
- Improved productivity / rep
- Higher account penetration
- Higher lead : opportunity conversion
Level 3 – GET STRATEGIC
- Value-driven product demos
- Strategic exploring to advance and create a need
- Educating customers with value
- Driving value with customer stories
- Strategic inside sales day management
- Pipeline management
- Bigger initial & add-on deals
- Increased pipeline velocity
- Improved forecast accuracy
- More revenue
118% increase in the number of acquired accounts and a 105% increase in new account sales growth.
Can you show me your programs?
We sure can. Our programs are interactive, real-time training classes that can be applied immediately. Check out our rep programs here.
Hmm. What are others saying?
We’re glad you asked. We’re delighted to see how program participants have transformed the way they work – they’re crushing their goals. Check out our customer testimonials here.
Want more info about our Account Executive Sales Training?
Download our Account Executive Brochure Today!