Selling to Target Accounts to Close More "A" Clients
Date/Time
5/16/2024
10:00 AM - 12:00 PM Central
10:00 AM - 12:00 PM Central
Course Registration
Credits
2 Credits
Event Type(s)
Webinars
Event Description
Whether you have a pipeline full of opportunities or need to generate more prospective clients, you want to ensure that your team is focused on closing the ideal (or close to ideal) target clients instead of opportunistically closing engagements that use resources but aren't best for the firm. We'll explore ideas to help you be more strategic in your business development efforts and engage in target account selling activities.
Objectives:
After attending this presentation, you will be able to...
Identify (or reconfirm) your ideal target client - or sweet spot - for your firm's most important service lines and initiatives
Distinguish the role of client relationship managers and their objectives in the target account selling process
Recognize how to use LinkedIn to support your target account selling and business development activities
Formulate how to effectively manage the target account sales pipeline process to support your team and increase their sales success
Instructor:
Renee Moelders/Samantha Mansfield
Fields of Study:
Business Management & Organization
Major Topics:
Objectives:
After attending this presentation, you will be able to...
Identify (or reconfirm) your ideal target client - or sweet spot - for your firm's most important service lines and initiatives
Distinguish the role of client relationship managers and their objectives in the target account selling process
Recognize how to use LinkedIn to support your target account selling and business development activities
Formulate how to effectively manage the target account sales pipeline process to support your team and increase their sales success
Instructor:
Renee Moelders/Samantha Mansfield
Fields of Study:
Business Management & Organization
Major Topics:
The major topics that will be covered in this course include:
- List 6 characteristics to identify in your ideal target client
- Recognize the 4 selfish interests that appeal to your ideal target clients
Location
Webinar
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| 5/16/2024 |    |
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