Strategic Account Selling Program – Selling Into Key Accounts

Marvis' STRATEGIC ACCOUNT PLANNING workshop is a comprehensive training program that helps sales professionals get "high, wide, and deep" in their key accounts.

This program complements their workshops that focus on tactical selling skills.As a result of participating in this workshop, individuals will be able to:

• utilize the results of a Personal Profile System to create greater success with key accounts
• construct and express a compelling company story that is appropriate for a given Buying Viewpoint
• use various resources and tools to help in planning and organizing account information
• research and analyze accounts thoroughly
• set realistic, measurable revenue goals for key accounts
• distinguish between the types of Buying Needs of prospects and customers
• understand roles performed by key contacts within their accounts
• establish viable account strategies
• set sales activity objectives; and
• make sales meetings work.

Target Audience

This workshop is appropriate for any individual in a sales organization who has responsibility for achieving sales revenue goals.

Logistics

Because of its modular nature, this workshop can be rolled out in any of several ways. Three of the most common implementations are:

1. Option One: All three parts are conducted over the course of 2 & 1/2 consecutive days;
2. Option Two: Parts One & Two are conducted on two consecutive days; Part Three is conducted within 45 days.
3. Option Three: Parts One, Two, and Three are conducted on three separate days within a 90- to 120-day period.
   

Please use our contact form to request more information.