Agenda: Major Account Management
A Two-Day Strategic Sales Program Exclusively for High-Tech Sales Professionals
Overview
- Why are we doing this?
- Overview — Plan, Execute, Review
- Attributes of a Complex, Big Dollar Deal and keys to successfully managing
it
- The Business of Sales — Me, Inc.
- Three Phases of the Major Opportunity Sales Cycle and the Customer’s
Buying Cycle
The Entry Phase
- Entry Phase Gates — Entry/Initial Qualification/Executive Sponsorship
- Entry Strategies
- Precision Marketing
- Ideal Customer Profile
- The Market
- Centers of Influence in the Enterprise
- Requirements for Lift Off
- The Perfect Combination
- Common Mistakes
- What You Need from Each Center of Influence
- How to Navigate the Enterprise
- Early Cycle Tools and Activities — Current Best Practices —
Exercise
- Early Cycle Tools
- Early Cycle Activities
Consensus Phase
- Consensus Phase Gates and Tools
- The Five Buying Roles
- The Clout List
- Organizational Map
- Influencing Decision Criteria
- Identifying Vulnerability
- Criteria Analysis
- Competitive Analysis
- Ultimate Contract
- Selling to Groups and Committees
- Driving Consensus
- Your Consensus Phase Targets and Plans — Exercise
- Management Review — Review
Proof Phase
- Proof Phase Gates and Forms of Proof
- Maximizing Perceived Fit
- Your Proof Phase Targets and Plans — Exercise
Selling to Senior Executives
- When to make an Executive Call
- How to Plan, Execute, and Follow-Up an executive call
- Executive Presence
- The Executive Call Toolkit
When Things Don’t Go as Planned
- Danger Signals
- When Deals Get Stuck
Post Sell
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