presents American Management Association Seminars
Selling To Major Accounts: A Strategic Approach
Seminar No: 05235 -XNBB
CEU Credits: 1.8
Length: 3 days
Calling on major accounts is time-consuming and risky. Develop the account 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, 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.
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 best-practice techniques used in major-account selling today. A minimum of three years of sales experience is recommended.
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
- Sell only to 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)
Extras From AMA!
Extended/Detailed Seminar Outline
Learning Objectives
- Identify Your Best Prospects 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
- Enhance Your Ability to Communicate, Persuade, and Influence Others
- Apply the Concept of RTEM—Return on Investment of (Sales) 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
What Have You Got to Sell?
- Sell the Strengths of Your Offerings
- Define Your Ideal Customer, and Find Prospects That Match the Profile
- Identify Their Needs, Desires, Preferences, and Corporate Values
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
Key Strategic Selling Skills
- Harness Your Personal Style to Improve Customer Relationships
- Gain and Maintain Rapport
- Manage Objections
- Close the Deal
- Obtain Referrals from Prospects and Customers
Identifying High RTEM Opportunities
- Improve Your Ability to Qualify Opportunities
- Choose Opportunities with the Best Prognosis and Invest in Them
- Identify "Nonstarters" and Avoid Them
Managing Relationships
- Act with the Authority of the Relationship Manager
- Define the Selling Timeline, Yours and Your Prospect’s
- Distinguish between Business Development and Account Maintenance
- Manage Your Priorities
Presenting the Solution
- Know When and If You Should Make a Formal Presentation
- Improve Your Chances by Recruiting the Prospect’s Support
- Present Value to the Prospect
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 Continual Improvement
- Use the Plan-Do-Check-Act Cycle to Improve Continuously
- Develop Meaningful Performance Targets
- Manage Your Sales Pipeline 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
Start and End times: first day - 8:30am-5pm, all other days 9am-5pm unless otherwise specified. Your registration confirmation notice will confirm the hotel/conference center for the seminar for which you registered. The information included on this page is all the information available on this seminar. Please use form below to register only. To request information that is not included above please send an email to
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For information about bringing a course to your site please call 1-919-847-0331 or email the registry at
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** Online Registration & Fee Information ** Please use form below to register only. To request information that is not included above please send an email to
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AMA's main conference centers
Seminars scheduled for the cities below are held at the locations listed below. For location information for other cities in which AMA seminars are held please call or email for information.
New York
AMA executive Conference Center
1601 Broadway New York, NY 10019
American Management Association (Located in the same building as the Crowne Plaza Hotel) 1601 Broadway On Broadway and 48th Street near Times Square. Entrance is on 48th Street.
Chicago
AMA executive Conference Center (adjacent to the Marroitt O'Hare)
8655 west higgins rd
Chicago, IL 60631
San Francisco
AMA executive Conference Center is located in San Francisco Marriott Hotel
55 Fourth Street 2nd Level
San Francisco, CA 94103
Atlanta
AMA Executive Conference Center
Address: 1170 Peachtree Street Ne Cnr Peachtree & 14th (3rd Flr)
City, State, Zip: Atlanta, GA 30309
Washington, DC
Arlington, Virginia
2345 Crystal Drive, Suite 200
Arlington, VA 22202
If you are not paying via credit card, you will receive an invoice with payment instructions.
Cancellation Policy:
If you cannot attend a seminar you can contact AMA in advance to transfer to a future session, or you can send someone to take your place. If you need to cancel your attendance, AMA will give you a complete refund if you cancel more than three weeks before your seminar begins. To cancel, simply email us at
. If you cancel with less than three weeks’ advance notice, you will be liable for the entire seminar fee. Once your payment has been received, you may request a courtesy transfer to use at any future AMA seminar of equal or lesser length. The courtesy transfer must be used within one year of the date of your originally scheduled seminar. In fairness to all attendees, if you do not attend a seminar session for which you are confirmed and do not contact AMA to cancel in advance, you will be charged the entire seminar fee.
AMA grants courtesy transfers to people who cannot attend their scheduled sessions. You can use a courtesy transfer for any seminar of equal or lesser length than the original seminar. You must use your courtesy transfer within one year of the date of your originally scheduled seminar.
AMA guarantees the quality of our seminars. If, for any reason, you are not satisfied with a seminar for which you have paid, AMA will give you credit toward another seminar of comparable price or will refund your fee.
You can also register by emailing your registration information to us at
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