Selling to Major Accounts: A Strategic Approach

American Management Association

How long?

  • 3 days
  • online, in person

American Management Association

Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Read more about Finance

Finance is an integral and most important component of any business, so everyone needs to improve their competence in this area. Finance courses will ...

Read more about Strategy

In order to keep the company that you are managing or your own business competitive, you need to have a clear plan of action, in other words, you must...

Reviews

Comprehensive course analysis

Unbiased reviews from past participants
Global companies alumni of this course worked for
Positions of participants who took this course
Countries where most past participants are from
FREE
Individual needs analysis

Who should attend

Sales professionals, including account managers, sales representatives and sales executives—as well as sales managers and vice presidents and directors of sales and marketing who are seeking account management training that offers best-practice techniques used in major account selling today. A minimum of three years of sales experience is recommended.

About the course

Calling on major accounts is time-consuming and risky. With account management training, develop the strategy that will get you the best return on your investment!

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

Videos and materials

Selling to Major Accounts: A Strategic Approach at American Management Association

From  $2,445
Add coaching to your course booking

Coaching can personalize and deepen learning for you and your organization.


Something went wrong. We're trying to fix this error.

Thank you for your application

We will contact the provider to ensure that seats are available and, if there is an admissions process, that you satisfy any requirements or prerequisites.

We may ask you for additional information.

To finalize your enrollment we will be in touch shortly.

Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Read more about Finance

During Finance courses, you will get acquainted with a huge number of financial analyst tools and learn how to work with them. So, you will learn how to make and analyze financial reporting, calculate the main financial indicators of the company and ...

Read more about Strategy

Strategy courses contain a large amount of practice. You will be able to analyze the company's performance and make a strategic development plan. All practices are based on real cases that each of you may encounter. The courses will also introduce yo...

Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.

We are happy to help you find a suitable online alternative.