Major Account Management
A Two-Day Strategic Sales Program Exclusively for High-Tech Sales Professionals

What Is It?

This course teaches major account managers how to sell complex, enterprise solutions, which require a high degree of selling skills — coupled with analysis, planning and leadership skills.

Learn new strategies & tactics to:

• Maximize the efforts of your major account teams

• Facilitate collaborative team selling

• Plan and execute complex solution sale to large enterprises.

• Develop a strategy you, your team and your managers will have conviction in:
  • Dispassionately evaluate your competitive position, identify blind spots, gauge your chances of winning, and how to decide when not to pursue opportunity
  • Organize and lead the selling team, sharing information so a maximum of information is communicated in a minimum time

• Key questions your managers can use as a checklist for evaluating opportunities
• Establish and maintain key relationships, especially at executive levels
• Drive consensus in group decision scenarios
• Sell to functions other than MIS, based on line-of-business solutions
• Create a repository of account knowledge that enable collaborative team selling and prevents loss of key account information
• Identify your true competitions and to objectively evaluate your relative strengths and weaknesses

Who Should Attend?

• Global Account Managers, National Account Managers, Enterprise Selling Teams, and anyone with major account responsibilities

You Will Receive:

• Fifteen hours of lively and informative interactive training tailored to the specifics of Major Account Management
• Account Mapping and Planning tools
• A comprehensive workbook

Trainer: Steve Kraner