Cross-Sell Training: Sellers Need A Plan
Sellers who can’t account plan still need to cross-sell. Give them the plan.
When sellers don’t have strong account planning or discovery skills, the answer isn’t to wait for them to build those skills. We used AI and the client’s own product marketing material to generate an account plan for each account and segment. Every plan spells out what to sell, who cares about it, the questions they care about, and how to differentiate. A good amount of enablement is built right in.
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So once we had no more than 20 accounts for these select group of sellers, we said OK, we acknowledge that they don’t know how to account plan. We’ve given them what they should sell to who, which is a big chunk of the battle.
But now we’ve also levelled up who they need to call on, what questions they need to ask. They don’t have high level discovery skills.
However, we are going to do some of these things and so what we did essentially was they had great product marketing material, by the way, excellent product marketing material. So we were able to use some of the product marketing material by account, by segment, etc. and give them these generated account plans. And so each account plan was very specific upfront. Here’s what you’re supposed to sell, here’s who cares about it, here are the questions that they care about, here’s the differentiation.
So all of that was in this account plan. There’s a good bit of enablement baked into the account plan, again using AI.