Target Account Planning Strategies - TAPS is a proven business growth and sales strategy system which identify key opportunities and utilizes them in a step by step plan for improving cycle time and frequency of sales success. The result is a more efficient and effective sales approach to keep sales professionals' time allotted to the highest impact activities.
Target Account Planning Strategies - TAPS is designed to leverage the skills and methods introduced in the workshops of Dimensions of Professional Selling (DPS) to further hone excellent sales skills and elevate your company to "Preferred Position" among targeted accounts. This dynamic, hands-on program allows participants to use real target accounts to apply the account planning and analysis methods taught to the development of an action plan specific to your company.
The Target Account Planning Strategies (TAPS) program includes the following components designed to leverage the sales skills and methods introduced in Dimensions of Professional Selling Program to faster the acquisition of investment-grade accounts and elevate your company's position in its targeted accounts to "Preferred Position".
Carew facilitators begin with establishing the goals for the workshop, tying target account planning to your company's discipline and leveraging The Position Progression Model.
Essential sales skills and methods initially learned from DPS, including listening, "odds are", Positional Selling, LAER, personality orientations and Jadik Matrix are reviewed in fun and experiential lecturette. Particular emphases are made on those areas which will be used as a part of the TAPS account planning system.
The core learning of TAPS begins by taking the Exploratory and Presentation processes to another level. Key activities include:
Target Account Planning Strategies (TAPS) is an action challenge sales development initiative resulting in masterful execution, detailed sales call planning with rigorous follow-through. It results in new business opportunities, profits and expanded market share. TAPS represents critical path to be implemented for new business development goals in selected target customers.
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