Today the Social Sales Academy announced dates for the first Major Account Workshop on January 12-13, 2017 in Dallas, TX. The program will help major account reps build a business plan, integrate social selling aspects into their sales process, and incorporate solutions strategies to grow net-new business.
“As I’ve coached sales reps in how to use LinkedIn I’ve noticed the highest impact and biggest need is with major accounts,” commented Larry Levine, Co-Founder of the Social Sales Academy. “I see a tremendous need and opportunity to help major account reps integrate next-gen sales strategies to grow net-new business.”
Few things energize a dealership more than a net-new major account. Yet many reps lack a strategic plan to penetrate new opportunities.
“Ask most major account reps what percentage of their target account list they are actively working and the typical rep is working 10-15 of their target accounts,” said Darrell Amy, Co-Founder of the Social Sales Academy. “We aim to bring this number up to 100%.”
Participants will build a Strategic Major Account Plan (S-MAP®) which includes goals, strategies, and tactics to attack every account on their target list. Goals will be set for penetrating new accounts. Proven strategies will be customized to create a written action plan along with target metrics. Major account reps will also learn practical sales skills related to major account sales. In the workshop they will:
Build their online brand integrating the use of LinkedIn by positioning themselves as a professional adding value to major accounts
Discover new ways to research accounts online to find initiatives and potential targets
Integrate advanced social selling skills to connect with at least 5 people in each target account
Learn how to read an annual report and financial statements to discover business initiatives, challenges, and sales opportunities
Master new strategies to have effective meetings with CEO’s, CFO’s, CIO’s, and COO’s
The Major Account Workshop is the first phase of the Major Account Coaching Program. Participants will receive coaching over the next year which includes best practices calls with peers from non-competing dealerships. They will also develop practical skills in presentation, proposal creation, understanding financial statements, and solutions selling.
The workshop and ongoing coaching will be led by Larry Levine and Darrell Amy . Together, Larry and Darrell bring unique qualifications to help major account reps succeed. With 28 years of industry sales experience, Larry took a major account territory from $0 to $1.3 million in sales in one year in Los Angeles by combining LinkedIn with traditional sales strategies. Darrell has spent the last decade training sales reps in solution sales and helping dealers create and execute marketing strategies.
Dealers can learn more at www.socialsalesacademy.net/major-account-sales. Workshops will be limited to one dealership per market to ensure that competitive sales reps are not in the same cohort. The plan is to launch several workshops during 2017.
“We’re excited about the impact of this training,” smiles Larry. “We’re going to make a huge impact on some dealership’s bottom lines in 2017!”
About The Social Sales Academy
The Social Sales Academy helps office technology sales reps grow net-new sales and protect current accounts by integrating social sales strategies into existing dealer sales models. Our goals are to facilitate productive sales culture change, increase net-new revenue, and socially surround current accounts. Learn more at www.socialsalesacademy.net.
