Selling to Major Accounts: A Strategic Approach (Live Online)

You can no longer afford to expend energy on account development without a plan or focus. Major account selling requires a long cycle and a big investment of resources. That’s why today’s successful sales professionals are more than just tactical pros…they’re strategic experts. Now, in this account management training seminar, learn how to develop a strategic selling plan that will save you time, money and hassles by identifying the right account and project, why your offer matters to them, what it takes to assure their long-term relationship and how to move them along the pipeline quickly.Who should attendSales professionals, including account managers, sales representatives and sales executives—as well as sales managers and vice presidents and directors of sales and marketing who are seeking account management training that offers best-practice techniques used in major account selling today. A minimum of three years of sales experience is recommended.How you will benefitEnhance sales performance while expending less energyGain customers’ loyalty by understanding their needsIncrease the business from existing accountsShorten the sales cycle by identifying and removing internal and external bottlenecksHone in on prospects predisposed to buy from youBecome more efficient at account maintenanceCreate a clear sales plan that keeps you organizedLearn ways to get referrals from existing customersWhat you will coverThe changing environment: the salesperson as strategistDeveloping the strategic plan: thinking “big picture”Establishing goals, objectives and indicators to enhance major-account performanceSkills needed for selling to major accountsQualifying your best opportunities: your likeliest sources for RTEM (Return on Investment of Time, Effort and Money)Managing and tracking pipeline performanceCourse OutlineLearning ObjectivesIdentify Your Best Opportunities and Persuade More of Them to Take Action More QuicklySpot Prospects with a Poor Prognosis for Success, and Avoid ThemShorten the Sales CycleEarn More with Less EffortImprove the Sales Process to Improve ResultsApply the Concept of RTEM—Return on Investment (of Sales) on Time, Effort, and Money—to Get More Out of Your ActivityManage Your Performance to Improve It ContinuouslyThinking StrategicallyAddress the Challenges Associated with SellingDifferentiate Between Strategy and TacticsApply the Concept of RTEM to Your EffortsKnow the Four Elements of Your Selling Strategy—What, Who, Why, and HowThe Major AccountDefine What Constitutes a Major AccountDifferentiate Major Accounts from Other Types of CustomersUnderstand Your Role as a Major Account ManagerDevelop a Strategic Approach to Managing Your Major AccountsWhat Have You Got to Sell?Sell the Strengths of Your OfferingsDefine Your Ideal Customer and Find Prospects That Match the ProfileDefine the Ideal Project and Invest Resources to Secure ItThe Selling ProcessManage the Sales Process More EffectivelyCreate Process Milestones Based on the Five Key Prospect ActionsDefine Results Indicators to Improve the Sales ProcessIdentifying High RTEM OpportunitiesImprove Your Ability to Qualify OpportunitiesChoose Opportunities with the Best Prognosis and Invest in ThemIdentify “Non-Starters” and Avoid ThemManaging RelationshipsManage Internal RelationshipsManage Customer RelationshipsDistinguish Between Business Development and Account MaintenanceManaging Your PipelineUnderstand Mathematical Assumptions About Your PipelineSpread Your Risk By Managing the PipelineManage the Non-Sales Demands on Your TimeUse Leverage to Produce ReferralsEmphasize Results Over ActivityTracking Performance for Continuous ImprovementUse the Plan-Do-Check-Act Cycle to Improve ContinuouslyDevelop Meaningful Performance TargetsManage Account Performance StrategicallyCreate and Maintain Action Plans That Keep You FocusedCommitting to ActionKnow What Elements of This Program Work Best for YouPlan a Course of Action to Adopt the LearningDevelop Habits to Lock in New Skills