Managing Enterprise Accounts: Finding Unmet Needs

Managing Enterprise Accounts: Finding Unmet Needs is an elearning course that shows you how to identify and solve your customer’s unmet needs. You can’t force a customer to want what you’re selling. You can’t charm them into having a need for your product. You have to first determine their needs, and see if your product or service provides a solution for them. Establishing their needs can be difficult. In this course, we’ll explore great questions to ask to uncover a customer’s unmet needs. We’ll discuss mapping your customer journey. And we’ll touch on some ways to differentiate yourself from your competition.

This course is part of our series on Managing Enterprise Accounts. It includes a downloadable course document you can use for reference when carrying out your sales calls. The course also includes a short online quiz to test what you’ve learned.

•  Define the customer’s unmet needs
•  Ask the right types of questions to identify unmet needs
•  Create a buyer persona to understand where your customer experience can be improved
•  Solve the greatest unmet need of your customer