SELLING TO THE POWERBASE

	Making the Difference

The essential sales course for Major and Key accounts. An advanced strategic approach to ensure future retention and new increases in your business.

Do your salespeople meet and discuss mutual progress with the right people in all your important clients? How do you check that all the ‘Powerbase’ is being included in important business discussions, etc?  Key influencers change in companies, more now than ever before! The boss might be the same but who are the real internal influencers that they listen most too today? They will not always be the established or obvious people with the titles.

Key influencers are to be found within the most successful employees like the top salespeople, the innovative product manager, the specialist IT wizard they all have one thing in common, they move and shake from within. They comprise the lower end of the real Powerbase which is not readily visible to the salesperson. Not only does the ‘Powerbase’ obviously change over time, but is dependent on what services/products your organisation is selling, for example with training and staff wellbeing HR people might be included, whereas with IT products and services they are not included.

When this group pull together they get what they want, they have the power to change things including your future. Your salespeople if you want to retain let alone increase your companies business in that account must hunt them down, meet with and influence the influencer.