FIELD SALES STRATEGY & TECHNIQUES

ASLAN's unique approach to field sales techniques & training recognizes that there's no such thing as the typical field rep. We initially look at basic parameters - enterprise vs. SMB and account management vs. business development - and then further customize our field sales strategy to fit the real day-to-day challenges your teams face.

One common thread we find with business development reps is that they are often challenged by the transition from tenacious competitor who fights for meetings to trusted confidant once they have their foot in the door.

Account management reps, on the other hand, often struggle with a very different problem. Instead of being too aggressive, they may become too buddy-buddy, and fall into the trap of high paying customer service, jumping to react to every customer request.

The key to success in both roles is a balancing act - learning how to address customer needs and your business needs at the same time. ASLAN teaches your team both the high level strategy and case-specific tactics to gain the trust needed to gain new customers and go deeper and wider into existing accounts. Our account development training can be customized to fit your company's needs.