Major Account Selling
Major Account Selling is methodology designed to gain the highest levels of revenue attainment and client satisfaction for teams selling to large, strategic accounts. Students will analyze their key account through the eyes of client management with a focus on key industry trends and business drivers. They will also examine the business-to-business relationships which exist between the client and the team and focus on areas for improvement. Revenue generation is addressed using an "Opportunity Mining" approach. Proper resources are identified and allocated. A Client Executive Review is developed for the team to use in validating their opportunity portfolio and in reviewing value delivered to the client organization. The team exits the workshop with a thoroughly reviewed, tested and documented Account Plan and a Client Review presentation suitable for use with key client executives.
You Will Learn How To:
- Identify and discuss customer business initiatives
- Identify and prioritize high-value sales opportunities
- Set and maintain relationship goals and coverage plans
- Identify and allocate appropriate resources
- Improve or maintain the highest levels of customer satisfaction
- Develop a customer executive briefing which communicates the value of the relationship
Learning Modules:
- Introduction to Account Planning and Management
- Analyze the Account
- Define Current Business
- Identify New Opportunities
- Prioritize Opportunities
- Validate Relationship and Coverage
- The Basics of Account Management
Delivery Modes, Duration, and Languages:
eLearning: 2 hours. English.
Instructor-Led Workshop
Durations: 1-day
Languages: Materials in English, Instruction spoken in 7+ languages
