Inside Sales Account
Executive

Your Closers

CROSSING THE FINISH LINE

You’ve invested to get the leads, now can your team convert?

Account Executives (or closers) own your monthly number. They must excel at:

  • Warm handoffs
  • Uncovering needs and values
  • Matching solutions to needs
  • Pitching
  • Closing

But without proper training, this group may be looking for fruit already fallen from the tree instead of grabbing their ladder and picking. Maybe you’re seeing:

  • Lots of lead kickbacks or rejections
  • Lack of true business conversations
  • Product pitching
  • Price selling
  • Opportunity stagnation

“The reps that went through your training are my highest paid reps in the company; I’ve created a career path just for these guys. They’re like my seal team six. They just get it.

Michael Poe, SVP Operations & Global Optimization, Service Source

WHAT’S COVERED?

Level 1 – CONVERSATIONS THAT WIN

CONTENT

  • 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

OUTCOMES

  • Massive increases in productive talk time
  • More leads accepted
  • Higher average deal size
  • Higher close rate

Level 2 – HUNT IT DOWN

CONTENT

  • Double your messages that get returned
  • Leveraging gatekeepers for more information
  • Capturing more deision 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

OUTCOMES

  • Greater lead ROI
  • Improved productivity / rep
  • Higher account penetration
  • Higher lead : opportunity conversion

Level 3 – GET STRATEGIC

CONTENT

  • Demo practice & feedback
  • Strategic exploring to advance and create a need
  • Educating customers with value
  • Keeping the sales process moving forward
  • Strategic inside sales day management
  • Pipeline management

OUTCOMES

  • Bigger initial & add-on deals
  • Increased pipeline velocity
  • Improved forecast accuracy
  • More revenue

Increase in the number of acquired accounts and a 105% increase in new account sales growth.


I’m in love. How do I contact you?

We’re glad to hear it! Head on over to our Contact page or pop John an email at info@factor8.com. He’s the tall bald one.


Can you show me your classes?

We sure can. Our classes are like no other. They’re interactive, real-time training classes that can be applied immediately. You can’t hide in our classes! Check out our other classes here.


Hmm. What are others saying?

We’re glad you asked. We’re delighted to see how class participants have transformed the way they work – they’re crushing their goals. Check out the unbiased reviews over at AA-ISP. We can’t edit these!