Targeted Territory Selling
Targeted Territory Selling is a methodology and program that focuses on the segmentation of accounts and opportunities in a defined territory in order to prioritize which ones in which to invest sales resources. Targeted Territory Selling segments the accounts within a territory into categories as a function of the accounts’ value and develops a plan of attack on the high priority accounts to get a sell cycle started. This one-day workshop leads participants through the process of creating an executable territory plan for their specific territory, and as a byproduct teaches them the methodology to create and update future plans. At the end of the workshop, each participant will have a territory plan that aligns the level of sales resources spent on specific accounts with the value of that account. The plan of attack for the high-priority accounts reflects the stimulating interest technique associated with Solution Selling® for Sales Execution.
You Will Learn How 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 sell cycles in the high-priority accounts
Learning Modules:
- Introduction to Territory Targeting
- Determine Prospecting Requirements, Qualification Criteria, and Accounts
- Grade, Rank, and Segment Accounts
- Apply Territory Coverage Strategies
- Implementing Territory Plans
Delivery Modes, Duration, and Languages:
eLearning: 2 hours. English.
Instructor-Led Workshop:Durations: 1-day
Languages: Materials in English
Instruction spoken in 7+ languages
