Grow Sales 20 to 30% * Atlanta Based * Custom OnSite Sales Training * Outside Sales & Inside Sales

Mapping Roles and Titles and Understanding the Org Chart and Power Structure in Your Sale

Mapping Roles and Titles and Understanding the Org Chart and Power Structure in Your Sale


The CLIENT Leadership category is all about the people in your prospect's company who are involved in the decision to purchase your solution.  Understanding who they are, what their relationships are with one another, what their power is within the organization and what their level of accessibility is are all vital concerns for the professional salesperson.   
In this course 
You will use the Org Chart and Power Structure to evaluate essential personnel's Roles and Titles and leverage strategies to ensure their crucial support within your sales process.

Reading: Decision-Maker!
Chapters 1-2
Make It Yours! Exercises
Asset. Org Chart   
Asset. Stakeholders   
Asset. Sphere of Concern   
Asset. Paper-Path   
Asset. Roles and Titles   
Duration
1-2 hours