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Selling to Major Accounts: A Strategic Approach

at American Management Association - Midtown

Master the art of selling to major accounts with a strategic approach in this comprehensive training seminar at the American Management Association. Learn how to identify the right accounts, understand their needs, and build long-term relationships. Enhance your sales performance and increase business from existing accounts while expending less energy.

Course Details
Price $2,695
Start Date

Wed, Mar 06, 9:00am - Mar 08, 4:30pm Eastern Time ( 3 sessions )

20 seats left Need more seats? See group options for 8+

Location Midtown, Manhattan
1601 Broadway 6th Floor
Btwn W 48th & W 49th Streets
New York, New York 10019
(Map)
Important
Class Level All levels
Age Requirements 21 and older
Average Class Size 20
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American Management Association
1601 Broadway, New York, NY
TBD
$2,695
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Show all 3 sessions
  • Wed, Mar 06 at 9:00am - 4:30pm
  • Thu, Mar 07 at 9:00am - 4:30pm
  • Fri, Mar 08 at 9:00am - 4:30pm
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Class Description

Description

What you'll learn in this sales training:

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.

How You Will Benefit

  • 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
  • Hone in on prospects predisposed to buy from you
  • Become more efficient at account maintenance
  • Create a clear sales plan that keeps you organized
  • 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)
  • Managing and tracking pipeline performance

Outline

Learning Objectives

  • Identify Your Best Opportunities and Persuade More of Them to Take Action More Quickly
  • Spot Prospects with a Poor Prognosis for Success, and Avoid Them
  • Shorten the Sales Cycle
  • Earn More with Less Effort
  • Improve the Sales Process to Improve Results
  • Apply the Concept of RTEM—Return on Investment (of Sales) on Time, Effort, and Money—to Get More Out of Your Activity
  • Manage Your Performance to Improve It Continuously

Thinking Strategically

  • Address the Challenges Associated with Selling
  • Differentiate Between Strategy and Tactics
  • Apply the Concept of RTEM to Your Efforts
  • Know the Four Elements of Your Selling Strategy—What, Who, Why, and How

The Major Account

  • Define What Constitutes a Major Account
  • Differentiate Major Accounts from Other Types of Customers
  • Understand Your Role as a Major Account Manager
  • Develop a Strategic Approach to Managing Your Major Accounts

What Have You Got to Sell?

  • Sell the Strengths of Your Offerings
  • Define Your Ideal Customer and Find Prospects That Match the Profile
  • Define the Ideal Project and Invest Resources to Secure It

The Selling Process

  • Manage the Sales Process More Effectively
  • Create Process Milestones Based on the Five Key Prospect Actions
  • Define Results Indicators to Improve the Sales Process

Identifying High RTEM Opportunities

  • Improve Your Ability to Qualify Opportunities
  • Choose Opportunities with the Best Prognosis and Invest in Them
  • Identify “Non-Starters” and Avoid Them

Managing Relationships

  • Manage Internal Relationships
  • Manage Customer Relationships
  • Distinguish Between Business Development and Account Maintenance

Managing Your Pipeline

  • Understand Mathematical Assumptions About Your Pipeline
  • Spread Your Risk By Managing the Pipeline
  • Manage the Non-Sales Demands on Your Time
  • Use Leverage to Produce Referrals
  • Emphasize Results Over Activity

Tracking Performance for Continuous Improvement

  • Use the Plan-Do-Check-Act Cycle to Improve Continuously
  • Develop Meaningful Performance Targets
  • Manage Account Performance Strategically
  • Create and Maintain Action Plans That Keep You Focused

Committing to Action

  • Know What Elements of This Program Work Best for You
  • Plan a Course of Action to Adopt the Learning
  • Develop Habits to Lock in New Skills

Who Should Attend

  • Sales professionals, sales managers, account managers, sales representatives and sales executives
  • Vice presidents and directors of sales and marketing
  • Anyone who is seeking account management training that offers best-practice techniques used in major account selling today

Note: A minimum of three years of sales experience is recommended.


Refund Policy

For Classroom, Live Online, Express Skills Courses and Webinar programs, you may transfer to a future session, send someone to take your place, or cancel for a 5% fee up to 23 days prior to your program.

If you provide AMA with less than 23 days’ notice, or fail to attend, you will be liable for the entire program fee.

Programs included in AMA On Demand offerings are not eligible for substitution, transfer, cancellation, return, or refund. We appreciate that this is an important investment for you and your company and would like to accommodate your needs the best we can.

Please email us at [email protected]

In any event where a customer wants to cancel their enrollment and is eligible for a full refund, a 5% processing fee will be deducted from the refund amount.

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School: American Management Association

American Management Association

The American Management Association, International (AMA) is the global leader in talent development. Founded in 1923, AMA supports the goals of individuals and organizations through a complete range of educational products and services, including instructor-led classroom and virtual seminars, webinars,...

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