ACC: Sales Team Engagement Strategies Outline

Is your Briefing Center holding briefings for the most significant business opportunities?  The Big Deals? Centers are built, doors are open and the briefing team is busy responding to all the requests. The briefing program is the primary Sales and Marketing tool for your company. How can you be certain that the program is being leveraged and utilized correctly?  You know it is a best in class practice to strategically engage account managers but that is easier said than done!  Many of our sales organizations are comprised of national, global, enterprise, regional, big, medium, small, cloud, big data, security, wireless, professional services, and vertical industry account managers.  To add to the puzzle many companies also sell through partners, distributors, VARs, OEMs, etc. [Note: partners, distributors, VARs, OEMs, etc. are also briefing customers by themselves.]  To round out the complexity, the sales divisions and regions are managed by VPs who operate with different bonus plans, processes, and hot buttons. Where should you begin? This workshop is open to professionals who want to better understand proven ways of engaging sales.
Who Should Attend
This “hands-on” workshop is designed to provide briefing professionals best-in-class examples and actionable steps to ensure that you have right customer is in the right seat, at the right time!

Course Outline
  • Understanding the structure and motivating factors of your sales organization
  • Developing your engagement strategies
  • Implementing tools and developing collateral
  • 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.

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