If you’re looking to break free from the cycle of superficial research, save precious hours in your day, or are simply searching for fresh, effective strategies for doing research, this course is for you!
We will cover:
-A helpful framework to prevent you from going down the "research rabbit hole"
-Modern-day resources to use for Account Research
-Ways to leverage ChatGPT to make the research process more efficient
-Tying all of your research together with Account Plans
This is all the information you need to get started
In this section, we will introduce a framework called PART that will prevent you from going down the "research rabbit hole" without abandoning sales methodologies you use today (ie: SPIN, MEDDIC, etc.)
From there, we will take you through examples of applying the PART framework to New Business and Existing Business opportunities.
In this section, we will discuss the different resources at your disposal for Account Research, including newer resources you may be less familiar with.
We will then discuss how to use these resources EFFICIENTLY across both New Business and Existing Business.
This section also includes Account Research guides that New Business and Existing Business reps can use while on-the-go.
In this section, we will discuss how to use ChatGPT to dramatically cut down the time you spend researching your target accounts. This also includes your own personal cheat sheet for ChatGPT prompts for both New Business & Existing Business reps.
This section discusses how reps can tie everything together with our Account Planning document.
Don't get blindsided by Account developments - our Account Planning template (included as part of this course) will help you stay on top of everything.