Win and grow large accounts by diagnosing problems, building a business case and managing long buying cycles. What you will learn • Discovery questions that uncover real needs • Mapping the buying committee • Building a business case with numbers • Account plans, negotiation and renewals Who it is for Sales professionals handling larger deals. How the course runs 12 weeks · about 8 hours a week · Live online classes with weekend practice labs. A capstone assessed by a panel, and a certificate of completion.