Siebel Target Account Selling

Develop Effective Plans for Sales Teams! Become a Sales Professional!

3.00 (17 reviews)
Udemy
platform
English
language
Sales
category
50
students
4 hours
content
Feb 2020
last update
$19.99
regular price

What you will learn

Become a Sales Professional

Improve bid-to-win ratios

Shorten selling cycles

Minimize discounts and negotiated concessions

Establish clear, unique business value with customers

Reduce selling cost through more efficient resource allocation

Increase Sales per Employee

Build Successful sales organizations quickly

Decrease risk

Enhance account control and forecast accuracy

Eliminate departamental barriers with a common sales language

Description

Target Account Selling is highly effective in organizations with selling environments marked by intense competition, customer buying decisions with high-financial, strategic or organizational impact. The Target Account Selling process was developed by Siebel now Oracle. In this training sales professionals create a refined winning plan for securing new business. The Target Account Selling (TAS) process helps sales professionals win more business by:

1. Focusing on the right issues with the right people at the right time.

2. Developing effective plans for sales campaigns.

3. Communicating more effectively within the sales team.

4. Shifting the focus of salespeople from tactical to strategic issues.

This Target Account Selling training includes learning to:

1. Assess the Opportunity: An objective process that reveals critical customer, business and competitive information, and drives and informed decision to compete.

2. Set the Competitive Strategy: A framework for determining the most effective approach to winning the customers business.

3. Identify the Key Players: A method to identify the roles and status of people who affect or will be affected by customer buying decisions.

4. Define the Relationship Strategy: A process to align with influential decision-makers in the buying organization who can help you win the sales opportunity.

5. Turn Ideas Into Activities: An approach to identify specific tactics needed to win the opportunity and the resources required to support each task.

6. Test and Improve the Plan: A structured process that analyzes Opportunity Plans and refines them to the highest possible quality for implementation in the field.



Content

Introduction

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Screenshots

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Reviews

Chetan
July 2, 2023
Overall the explanation is decent as you dive more into the course. However, it would be helpful to have more complex examples in place for TAS for a more hands on experience and application.
Stuart
June 21, 2020
Juan is just repeating what information is on the slides. Not giving context or depth into the information. He also introduced himself and the course with every video, by the 3rd you get the point. The slides do not have descriptions so you cannot jump back to a slide to recap a certain area or know what you are going to learn about. I lost interest after slide 5 and could not continue. This needed to be engaging and not rambling and describing what is on the slide.
Kirill
February 20, 2020
This course is refreshed my knowledge about TAS. As Sales person I review my ongoing experience and identify some place to improve. Actually, course can be presented a bit faster and it's good to have some additional references to drill more information regarding TAS improvement and review procedure after 1-2 year implementation.

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Related Topics

2758320
udemy ID
1/14/2020
course created date
2/8/2020
course indexed date
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course submited by