Sales Training from Sales Excellence, Inc.


	Major Account Strategy & Management™
	How to win, manage, and maximize the potential of strategic and global accounts.
	A happy, satisfied, and loyal customer base is the greatest asset your company will ever have. This program is designed to help your sales organization develop plans to maximize the value of major, key, and strategic accounts and to build and nurture client relationships that lead to customer loyalty, repeat business, and customer referrals.

Workshop Description

Value to our clients:

Increase the value of your best and most loyal clients.

Maximize your "account share" (or share-of-spend) for every major account.

Develop multi-national and global account relationships.

Participants will learn how to:

Develop a sales plan for each strategic (key) account to fully satisfy client needs and maximize customer value.

Cross-sell, up-sell, and further penetrate existing accounts to increase account share, share-of-wallet, or share-of-spend.

Position yourself for follow-on business and start making the second sale before you complete the first.

Establish customer performance metrics which will act as a yardstick to document client success.

Develop a bullet-proof customer reference story for each strategic account for use in future sales campaigns.

Empower and motivate your clients and customers to provide value-added referrals.

Earn trust and develop highly productive and enduring business relationships to protect your client assets from competitive threats.

Who should participate?

Sales Professionals

Sales Managers

Other sales personnel such as Inside Sales, Telesales, and Telemarketing Professionals

Sales & Marketing Executives

Program format:

This program is typically delivered in a two-day "working session" in which attendees will walk through the process of developing a sales plan for one or more existing major account, which includes strategic account planning, goal setting, and the creation of an executable plan of action. This "hands on" session will arm your team with a strategic account management process that can be implemented and acted upon immediately.

Call us at 1-800-524-1994 to explore how we can help you reach your revenue and profit objectives.

To request more information, please email us at: info_request@salesexcellence.com

Sales Training from Sales Excellence, Inc.

Sales Training Workshops

Most Popular Programs:

C-Level Executive Selling™

Results-Based Selling™

Power-Prospecting . . .

Major Account Strategy . . .

Think Like Your Customer™

Negotiating for Results . . .

See all workshops

Sales Training from Sales Excellence, Inc.

What Clients Are Saying

“The President of one of our re-seller partners who attended told me your account management training course was the best he had ever attended. This is notable, since this particular executive is rare with his compliments.”

John Padoven
Regional Vice President
Bentley Systems, Inc.

Sales Training from Sales Excellence, Inc.

What makes us different?

Our results-based approach
to sales training means that every workshop is custom tailored to help your team change certain sales behaviors and achieve specific and measurable objectives.

Our 5-Step Approach

What clients are saying

Sales Training from Sales Excellence, Inc.

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