Major Account Selling for Technology Companies
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:
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 Cost: Call or write Amanda Hooper, 888-773-9712 or amanda@saleslinks.com
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:
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 Cost: Call or write Amanda Hooper, 888-773-9712 or amanda@saleslinks.com
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