Major Account Selling

• Major Account Selling Workshop
• Two Day Major Account Selling Seminar

Major Account Selling Workshop

Workshop Summary: Mr. Carroll conducts discussions with company major account selling personnel in order to understand current company opportunities and methods. The Mentor major account sales and marketing models are combined with company sales strategies and actions. The workshop is built on major account strategies and specific action plans based on that information. It includes considerable interaction with salespeople, managers and team members for their input. A follow up plan of implementation is agreed to and put into action.

Topics:

• Major account issues and opportunities for technology companies
• Evaluating and qualifying major account opportunities
• Understanding the technology buyers involved
• Customer profiling and targeting
• Customer value models
• Collaborative selling with customer teams
• Establishing a cooperative "sales process"
• Selling, managing, and monitoring "implementation"
• Team functioning and methodology
• Sales differentiators
• Implementation strategies

Participants: Major account salespeople, managers, and team (sales, marketing, and customer service)

Objectives: Participants will understand the principles of major account selling and take positive, winning follow up actions regarding strategy, plans and processes with company major account opportunities.

Deliverables: Strategy and action write up for one major account by the group

Time: 4 or 6 hours

Two Day Major Account Selling Seminar

Seminar Summary: A significantly expanded version of the workshop with additional topics and a single account write up by each participant. This seminar teaches the Mentor major accounts marketing, sales, and customer service methodology in depth via instructor led training, group discussions, and exercises. It covers all of the subjects mentioned above as well as: market and customer backgrounds, sales segmentation, value chains and value propositions, team selling strategy and methods, understanding buying influences, customer problems and issues, process management, and other major account skills as needed.

Participants: Senior company management (optional); sales, marketing, and customer service executives (optional); major accounts managers and team (sales, marketing, and customer service)

Subjects:

• Team functioning and methodology
• Customer definition and targeting
• Customer value models
• Setting and following sales strategies
• Selling, managing, and developing major account models
• Use of appropriate tools and resources
• Sales process engineering
• Qualifying major account opportunities
• Engaging a new major account
• 4 I's questioning process
• People analysis and tracking
• Sales differentiators
• Collaborative selling with customer teams
• Implementation strategies

Objectives: Learn and adopt a complete, synergistic system in major account selling, management, and development

Deliverables: Written sales strategy and in-depth action plan for one account by each sales participant

Time: 2 days