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On-Demand Webinar

In our 5 Keys to Maximizing Sales with Existing Accounts report, we shared the ways in which high performers outdo the rest to grow their accounts and achieve their financial goals.

At the top of the list? Providing value.

The more value you provide your accounts, the more willing they'll be to buy, keep buying, and expand their relationship with you.

It sounds easy, but a surprising number of account teams struggle with adding value. In fact, high performers are 2.8x more effective at working collaboratively with key accounts to co-create value in new, innovative ways.

It's not a question of simply cross-selling or up-selling more products and services, but being creative and inventive about finding and presenting to the account those places you can add value.

In this webinar, John Doerr, President of RAIN Group and bestselling author of Insight Selling, will take you beyond basic account-growth techniques and teach you how to master value-add conversations that will propel you to success.

You'll learn:

  • How successful account management teams look at value from the account's perspective
  • How to prepare for value conversations with your account
  • How to use insight selling to guide your accounts to seeing the added value you can provide
  • Key questions you can use to help your accounts shift their thinking about the value they will gain from working with you

If you're looking to increase sales and maximize client loyalty, this webinar is a must-see.

 

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Presenter

RAIN Group President John Doerr draws upon an extensive career in business leadership which has included senior executive management, business development and marketing, and product and service development. He is co-author of bestselling books Insight Selling and Rainmaking Conversations.

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To view the recording, download an mp3 of the presentation, and access a copy of the slides, simply fill out the form to the right.

The Value Conversation