Our Programs

Sales & Marketing> Selling to Key Accounts

Overview

Expending time and energy on account development, without sufficient planning can be highly counter-productive. Major account selling requires a long cycle and a big investment of resources. For this reason, today's successful sales professionals are more than just tactical professionals. They are strategic experts. At this seminar, participants learn how to develop a strategic selling plan that will save them time, money and hassles by identifying the right account and project, why their offer matters to others, what it takes to assure their long-term relationship and how to move them along the pipeline quickly.

Who Should Attend

Account managers, Sales representatives, Sales executives, Sales managers, Vice presidents and Directors of sales and marketing, who are seeking 'best-practice techniques' are suited for this course. A minimum of three years of sales experience is recommended.

How You Will Benefit

Participants will learn to

• Enhance sales performance while expending less energy
• Gain customers' loyalty by understanding their needs
• Increase the business from existing accounts
• Shorten the sales cycle by identifying and removing internal and external bottlenecks
• Sell only to prospects predisposed to buy from them
• Become more efficient at account maintenance
• Create a clear sales plan that keeps them organised
• Learn ways to get referrals from existing customers

What You Will Cover

• The changing environment: the salesperson as strategist
• Developing the strategic plan: thinking "big picture"
• Establishing goals, objectives and indicators to enhance major-account performance
• Skills needed for selling to major accounts
• Qualifying your best opportunities: your likeliest sources for RTEM (Return on Investment of Time, Effort and Money)