Selling Corporate or Multi-User Subscriptions

Selling multi-user subscriptions and enterprise deals to corporations and institutions can provide a significant revenue opportunity for publishers, media companies and information providers. But what are the best strategies and approaches to developing high value sales from key clients? This workshop reveals strategies for accessing and engaging with the right clients in order to win high value and sustainable recurring business.

Course Content

Our client’s requirements will often differ depending on the structure and focus of their teams, ie. new business sales or renewals. However, as a guide, we will often cover these core areas:

The corporate subscriptions landscape

  • Understanding what works in today’s market-place and why
  • Changes in client decision-making processes
  • The role for corporate subscriptions sales people
  • Managing new business and renewals

Generating new business

  • How to identify the organisations to target for corporate subscriptions
  • Increasing your network within the target companies
  • Objective setting for differing client mind-sets
  • Creating an entry strategy

Increasing renewals

  • The life-cycle of a corporate subs client
  • How to develop single-subscription clients to high value key accounts
  • How to grow existing corporate subscription accounts
  • How to manage key accounts throughout the year

The client conversation

  • Opening the client up – revealing in the gaps in client thinking
  • Educating the client
  • Selling the impact and results of your solution
  • Closing the sale

 

Outcomes

As a result of attending this course, you will be able to:

  • Understand what works in today’s corporate subscriptions market-place and why
  • Identify the right companies and people to approach for new business
  • Set clear objectives to move sales forward depending on the client’s mind-set
  • Open up clients to help them understand their real challenges
  • Create an impactful pitch to win business
  • Effectively close business and generate new revenue

Who should attend?

Sales directors, Sales managers, Key Account Managers, Field Sales, Telesales.

We can deliver this course at your office for your whole team as a stand-alone course or as part of a broader programme. Please contact us for an initial discussion about how this can work best for you.

Alternatively, we will be putting on open courses based on demand. Please contact us to provisionally book your space.

Timing

This course is ideally set out over two days however a more intensive one-day session can be arranged.

Next steps

Please get in touch to find out how we can make this course bespoke to you and your business.