Other-Centered® Selling
Inside Sales Account Manager Training
Customer service or inside sales? Sometimes it’s hard to tell the difference.
Other-Centered® Selling for Inside Sales will equip your ISR’s with a new approach to account management.
Other-Centered ® Selling - Inside Account Manager Training
Account managers need to do far more than reactively respond to the customer’s request. They were hired to sell a holistic solution to the entire organization. To teach “farmers” to “hunt” within their accounts, requires a change in philosophy, a change in skills and a change in account management strategy.
What are the outcomes of the strategic Account Management training program?
Our inside sales account management training program is focused on helping ISRs gain knowledge to make the shift from:
- Avoiding difficult conversation to eliminating resistance and gaining the confidence to lead
- Relationship manager to becoming a business partner
- Reactively working with existing customers and relationships to prospecting within the account and increasing customer loyalty and closing more business
- Selling their favorite products and solutions to selling a holistic solution
- Reactively “running a route” to following a strategic process to growing accounts with key customers and managing their account base
- The traditional selling approach to learning new skills required to address the 18 unique challenges of selling over the phone
Clients deserve the best account managers.
Equipping account managers to grow their client base into strategic, long-term accounts hinges on the “why”. Why sell more? Why go deeper and wider? Why learn new account management skills. The answer: it’s what the customer needs.
ASLAN’s approach to developing account managers starts with a customer-centric management philosophy. Your account management team will be more engaged, key decision makers will be more willing to meet, and you will win more if your focus is to serve, not to sell. The goal isn’t to sell more products. The goal is to solve more problems.
This is why we call it the Other-Centered Account Management training program.
Becoming a trusted partner starts here, but ends with greater increase in account share, more business, and highercustomer loyalty.
What are the Benefits of the Account Management Training Program?
Build the Confidence to Lead
For strategic account management, the biggest barrier to selling isn’t a lack of skills, it’s their inability to eliminate resistance and take the lead. ASLAN helps Account Managers reframe their role and become so much more than a relationship manager.
Gain Access
Account managers resist moving beyond their existing relationships because they know the rejection rate is over 98%. But it doesn’t have to be. We know how to remove the fear from prospecting to help your sales teams engage key customers.
Close the Back Door
If your sales team knows how to exceed the customer’s expectations and meet their three levels of needs, you won’t have a retention problem, you will have a hiring problem.
Sell Total Solution
By understanding what’s happening at the business level and end user level, and learning to position a total solution, worrying about hitting quota will become a thing of the past for your sales force.
Strategic Focus
We believe all people were created equal, but not all accounts. Our training program equips Account Managers with the blueprints and tools to focus on the opportunities and accounts that will yield the greatest ROI.
Why Choose ASLAN Account Management Training?
Inside Sales Is Different. We Get Inside Sales
Other-Centered® Selling, was built from our 25+ years of experience leading and training ISRs. ASLAN has spent thousands of hours building a program to address the 18 unique challenges of selling virtually. Through research, and field testing in over 35 countries with 50,000+ inside sellers, we have developed a program that truly changes the way Account Managers sell.
The Inside Account Manager Training program will help you or your team master the art of managing, organizing, and growing their most profitable business accounts through well-defined, instructor-led account management procedures. In addition to a virtual or onsite workshop, ASLAN offers a variety of tools, online courses, and digital resources to sustain the program and support the selling, relationship building, and account management process.
Our Focus is Transformation not Training
Transformation requires support at every level. Account Managers require a new mindset, an account development process, sales capabilities, and the tactics needed to execute in the field.
Front line leaders must be equipped to lead the change process and learn to lead, manage, and coach each account manager. And senior sales leaders need to lead, measure, and drive the sustainment process.
Whether you have 20,000 sales reps or 5. This is our approach.
Unique is standard.
Your organization is unique. The challenges your sales reps face are unique. Your solution is unique. Therefore, you need one of our custom sales training programs. It’s part of our standard process to ensure every program is 100% relevant to every participant.
Frequently Asked Questions
HERE'S WHAT OUR CLIENTS ARE SAYING
Within a year of implementing ASLAN’s complete account development process, we grew revenue 5% while customer demand was declining. And we saw incremental revenue growth of 46% within existing accounts.
Director of Learning
Getty Images
Within a year of implementing ASLAN’s complete account development process, we grew revenue 5% while customer demand was declining. And we saw incremental revenue growth of 46% within existing accounts.
Director of Learning
Getty Images
Take a look at who we've trained.
Ready to get started?
Contact us to discuss a no-cost sales assessment for business development training or to learn more about our programs designed for inside sales organizations.
