Lighthouse University
This is a public, online version of the Account Strategy Workshop, along with optional 1:1 or small group coaching. Individual reps can sign up and attend to learn more about large, enterprise selling, or to sharpen their skills and dive into their most important accounts. Tap into your company's learning budget or simply invest in your ongoing education.
The Account Strategy Workshop
Tactics Without Strategy
is the Noise Before Defeat
I have leveraged all my sales training, experiences, and knowledge to create an account strategy document that hits on all major elements needed to win.
​
We will work through all major components in 6 half day sessions, and then present a completed account strategy at the end of the workshop.
Key Topics
Understanding buyer behavior throughout the sales cycle.
Separating tactical, operational problems from the true business problems that executives care about.
Review how all the different buyer roles impact your deal.
Learning how to evaluate and navigate the politics and personal agendas
How to use a robust situational analysis to drive your account strategy
How to rate and prioritize your deals
Putting it all together in a cohesive and digestible account strategy document