ACC: Sales Team Engagement Strategies Outline

Is your Briefing Program matching briefings to the most significant business opportunities? As a steward of this precious corporate resource, you want to be certain that the program is being optimally leveraged and applied to the most significant opportunities. Many sales organizations are comprised of national, global, enterprise, regional, and smaller clients. This workshop explores strategies being used by best-in-class programs today to ensure appropriate and optimal utilization of the briefing program across the sales organization, and to ensure you have the right customer, in the right seat, at the right time in the sales cycle.
Who Should Attend
This workshop is open to briefing professionals who want to better understand proven ways of engaging sales.

Workshop Outline
  • Understanding the structure and motivating factors of your sales organization 
  • Developing your engagement strategies 
  • Considering tiered service levels 
  • Implementing tools and developing collateral assets 
  • Communicating the plan   
Colleagues will share best practices that can help all participants start a conversation with their briefing team to institute or develop a comprehensive sales engagement strategy as defined in the Characteristics of World Class Briefing Programs.

Workshop Deliverables
  • ​Workshop slides
  • ABPM Advanced Competency Course (ACC) credit