Hear Don Speak

Take a test drive with Don McNamara through a lively and thought provoking group Strategic Selling seminar entitled:

Big Game Hunting: Successful Strategies
for Winning Major Accounts

FUNDAMENTALS

What To Do
How To Do It
Simple Sales Model vs. Key Account Sales Model
Expect the Unexpected
Have Backup Plans
Why a Sales Campaign for the Account Anyway?

STRATEGIC SALES

Set a Sales Strategy - Monitor Progress
Use Your Resources
What's Your Sales Strategy Are You Winning, Losing or Don't You Know
Set the Ground Rules - He Who Sets Them Wins

PLANNING

Developing the 'Win Plan'
Use the Right Resources
Show Your Knowledge and Professionalism
Your Company Advocate
Understand the Account Structure
Know Your SWOT - Strengths, Weaknesses, Opportunities and Threats

ORGANIZE AND IMPLEMENT

Layout Your Resources with the Tasks Required
Outline Your Tactics
Communications Count
Be Ready for Change
Document Accomplishments
Does a Return on Investment Matter?

CONTROL

Supervise Strategic Sales Activities
Use Discipline in Your Process
Hold Your Resources Accountable for Progress with the Sales Strategy
Your Proposal and Who to Present It To
Establish Mutuality of Purpose with Your Major Account
Gain Major Account Support at Several Levels
Set and Maintain Expectations -Yours and the Major Account

TROPHY - THE WIN

Create a WIN - WIN Agreement
Now You Are the Vendor of Choice Going Forward
Marketing 101 - The Easiest Sale in the Future

CONCLUSION

It is Strategic, Tactical, Professional and Thorough
It is Won Through a Coordinated Effort of the Entire Team

See Don Speak

Up Close and Personal . . .
Take a test drive with Don McNamara through a
Sales Leadership Seminar:

Sales Leadership...Delivered

SALES MANAGERS QUALITIES AND BELIEFS

Teaching Training and Coaching
Recruitment Process - What to Do and How To Do It
Start with a Solid Job Description
Prepare, Prepare and Prepare
Questions to Ask
How to Make Good Decisions About Staff

PART 1

PART 2

REVIEW AND CONCLUSION

Set Realistic Goals and Objectives Collaboratively
Management by Exception System
Respect Correlated with Like
Manifested and Aptitude Skills
Lead a Team of Over Achievers

PART 3

PART 4

"Delivering Sales Performance Optimization in the Real World”
Call us today!
949.230.4363
Email: djmcn@heritage-associates.net

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