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Targeted Territory Selling
Targeted Territory Selling is a methodology that focuses on the segmentation of accounts and opportunities in a defined territory. Research demonstrates that more than 50% of companies need improvement in a critical skill - the ability to effectively target accounts in their territory. This course teaches how to prioritize accounts so that you know where to invest your sales resources.
The Targeted Territory Selling program segments the accounts within a territory into categories based on the accounts' value and develops a plan for starting the sales cycle in your high priority accounts. Participants will learn the essential methods to create and update territory plans.
Upon completion of the Targeted Territory Selling workshop, participants will be able to:
- Improve and maintain high levels of customer satisfaction
- Determine the number of prospecting contacts needed to make quota
- Prioritize the accounts in the territory according to qualification criteria
- Segment the prioritized list to identify the most promising prospects
- Develop a territory coverage strategy for all accounts in the territory
- Use an internet information source to discover information about the accounts in your territory
- Develop an approach to start a sales cycle in the high-priority accounts
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