The following "core" programs might meet your needs with minimal or extensive customization. The more you allow customization, the greater the likelihood for significant success and long-term value.
We can modify these programs in many ways, possibly combining objectives from two or more programs, for example. Likewise, we can develop a new program not directly related to these seminars.
GOAL: To enhance the skills of more seasoned sales professionals in working with top executives at major accounts so they more effectively build relationships and credibility, increase productivity, revenue and job satisfaction
OBJECTIVES: Participants will...
METHODOLOGY: Presentations by facilitator; review of the participants pre-seminar self assessment; discussion of the "sales models" now used by participants; presentations by participants on successful and unsuccessful experiences with major accounts; peer feedback; analysis of sales cases involving complex organizations among the Fortune 500; Use of online tools for obtaining company information as well as company web sites; developing a plan of engagement using a "top down" method; prospecting in major accounts vs. non-strategic accounts; using a team approach in major accounts
PARTICIPANTS: Sales reps with at least two years of outside sales experience who have attended fundamental sales training programs.
SCHEDULE: Two consecutive days
NOTE: Participants will bring a cell phone and a laptop with wireless capability