Course Description
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
Online Accreditation
1.8 CEU
What you will learn
- 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
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Request On-Site TrainingUpcoming Dates
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Location: , Virtual Live
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Date & Time: Apr 16, 2025 10:00 AM ET
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Location: IL, Chicago
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Date & Time: May 12, 2025 09:00 AM ET
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Location: , Virtual Live
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Date & Time: Jul 09, 2025 09:00 AM ET
Course Dates
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Cancelation Policy
If you cannot attend an event, you may send someone else in your place. If that isn’t an option for you, cancellations received up to five working days before the event are refundable, minus a registration service charge ($10 for one-day events; $25 for multiple-day events). After that, cancellations are subject to the entire seminar fee, which you may apply toward a future seminar. Please note that if you don’t cancel and don’t attend, you are still responsible for payment.
