Key Accounts
What are the three types of accounts that your team is given?
- Renewal accounts
- Maintenance accounts
- Prospect accounts
Who is SEI's lead researcher?
Dr. Michael Ahearne
What are the two types of Executive Education that SEI does?
- Custom education programs
- Open-enrollment programs
How much does a Strategic Partnership cost?
$50,000 for a minimum of 2 years
What does SPIN stand for?
For your initial call, you are seeking to ______, not ______.
Understand, NOT offer solutions!!!
Who does our lead researcher work with to produce his sales research?
His PhD's
Name 3 partners who we've done Executive Education with presently/in the past.
- Schlumberger
- Ecolab
- Mattress Firm
- Derrick Equipment
- Nexeo Solutions
- Benco Dental
- SCI
- Citgo Lubricants
PES is the #____ most diverse sales program
#1
What is a salesperson's most important asset?
Time
What are other ways to utilize partnerships other than renewals?
CRM golf sales and APS mentor sponsorships
What percentage of sales research worldwide comes from SEI?
45%
How much does an SLC seat cost for partners AND non-partners?
$4,495 for partners, $5,495 for non-partners
Name at least 2 of the sales competitions that our students participate in.
- NCSC (National Collegiate Sales Competition)
- State Farm Sales & Marketing Competition
- ICSC (International Collegiate Sales Competition)
What is the most valuable person in the decision center and WHY?
COACH
- Your champion/inside salesperson who helps guide you to the sale
- Wants you to win
- Has credibility within the company
- Has confidence in you
- Gives you inside scoop on the other players to help you win
Name 5 types of people in the Decision Center.
- EDM (Economic Decision Maker)
- Dominant Influencer
- Influencer
- User
- Coach
- Anti-Coach
- Gatekeeper
What do our PhD's do once they're sent out to different universities in the US?
1.) Develop existing sales programs
2.) Create new sales programs
What does the follow-up process for companies look like after they do SLC?
Our professors follow up with companies 60 days after SLC to see their progress, and provide a customized plan for them to follow
What organization does the research to provide us statistics for how our students are doing in the workforce after graduation?
What is the stage in the Buying Cycle that most customers are stuck in?
Acknowledgement
What are the 3 sections needed in your strategy booklets?
1.) Detailed information about the Partner company 2.) Partner history with SEI
3.) Strategic goals/plans for the upcoming semester
Name 3 research areas of concentration that SEI does.
- Sales Compensation and Contests
- Customer Satisfaction and Retention
- Maximizing Sales of New Products
- Sales Team Effectiveness
- Strategic Account Management
- Optimal CRM/SFA Deployment
- Sales force Turnover and Retention
- Cross Cultural Sales Effectiveness
Our custom education programs help sales managers assess, improve, and quantify ROI in what 3 areas?
- Managing sales processes
- Managing sales people
- Managing customers
When our students graduate from PES, what are the top 2 things that we notice our students excel at in the workforce? (statistics)
- 50% faster ramp-up time
- 30% less turnover
What are 3 ways to do company research that we've mentioned in the past few days?
- Hoovers
- PES Alumni
- Account Opportunities
- Google Alerts