Questions and Answers
Let’s Target Some Accounts
Who is “Let’s Target Some Accounts” designed for?
Distributors, Manufacturers, Sales Agencies, and others who do business through the Distribution Channel have found this program useful and rewarding. Sales Managers, Branch Managers, Marketing Managers, and other sales executives discover - “Let’s Target Some Accounts” is a powerful tool for training sales people, customer service representatives, and Distributor Product Specialists.
But it’s only 40 minutes long….
Short, yes – powerful, absolutely – end all, no. This program is not intended to be the last word in customer targeting or developing Perfect Prospect Profiles (3P). It acts as a strong catalyst for establishing a mindset of targeting. Targeting raises to a new level and salespeople start looking at account lists in a new way.
How can “Let’s Target Some Accounts” be used?
Product training reins as king of most sales meetings, but product training does nothing to develop core sales skills. Designed for the busy sales manager who wants to drive his business to the next level or for helping new salespeople and Distributor Product Specialists understand the importance of setting well thought out targets, this program offers a fresh alternative.
Others have used the program 3 ways:
Ø Group Activity – where the disk becomes part of a sales meeting
Ø Independent study – the disk is assigned as “homework” and becomes part of ongoing training for new individuals within an organization
Ø Presented by management - the Power Points provided are used to lead a customized discussion
The disk includes: Power Point presentations, discussion questions, and worksheets. Everything needed to drive your organization to the next level of setting target accounts.
What benefits can be expected?
Ø World Class targeters of accounts are proven to be over 47% more effective in meeting their sales goals.
Ø Sales people going through this program look further into the future; their account planning becomes more sophisticated. Simply put, they begin managing their own strategies for success.
Ø Distributor Product Specialists and Manufactures Reps understand where they fit into the sales channel and better harness their power in the distributor world they plan to penetrate.
Does this apply only to distributors?
Definitely not, Manufacturers, Reps, VAR’s, Dealers, and others can easily follow the program and apply the skills learned to their own business model.
Why “Let’s Target Some Accounts”? Isn’t there more to it than this?
Yes – Consider this program to be the primer – the foundation for future strategy. This program by itself will not make you a world class company, but it is an easy and cost effective first step. And, a step that will begin producing results right away.
What is included in “Let’s Target Some Accounts”?
Ø A narrated presentation broken into three 12-15 minute segments
Ø A Power Point that can easily be modified to meet your own specific requirements
Ø A resource section perfect for leading sales meeting discussions on Targeting
Ø All loaded onto a self loading CD that will run on any Windows based PC
Does River Heights Consulting offer this as a live program?
Yes – Frank Hurtte is a nationally recognized author, speaker, and trainer. He is available to help your management team develop a very fine tuned strategy for your own company and market. He offers keynote talks and workshops on targeting accounts, Distributor Product Specialists, Measuring Customer Value, and other topics.
What have others said about “Let’s Target Some Accounts”?
“You have piqued my interest in defining and developing long range plans for “target” accounts. I will be spending some time with several of my “target” vendors in the next 90 days and I will be working to develop some of these targets”….
Dan Weitzer – President, Weitzer Sales Limited
“Frank really knows what he was talking about. He mentioned all the issues we have with picking target accounts and he said “You can’t grow a target unless you can measure the target, but you can’t measure a target unless you can define what a target is.”
Andy Burkle – Automation Sales, Kirby-Risk Electric Supply
Frank, Your “Let’s Target Some Accounts” is the perfect model for the complex sale we face with Automation Products. I plan to share this information with a number of my distributor organizations in Mexico and Latin America…
Vicente Perez – President – Lasso, Monterey, Mexico