Selling into the semiconductor industry, whether to device manufacturers, fabless semiconductor companies or OEMs, is becoming an incredibly complex and confusing process. The sales cycles are long; the decision making process is often obscure to the vendor; and a very large number of account personnel, in multiple locations, are involved in influencing the outcome.
This dynamic two-and-one-half day workshop translates confusing sales scenarios into proactive plans. It teaches a process which surfaces a comprehensive understanding of the account"s drives, challenges and internal decision making roadmap. Such information can open the doors to new levels of partnering, shorten the sales cycle, and create unbeatable competitive positioning.
The process taught in the workshop has evolved and been proven within the industry over the past 20 years. It is taught by senior sales executives with extensive experience in its application. Each participant is provided with a comprehensive workshop manual and licensed strategic account management software. The latter includes tools to speed up the analysis process and industry specific templates to produce and update strategic selling plans for regional or global accounts.
The workshop is designed for anyone who is responsible for managing a complex industry sales process, including Global Account Managers, Strategic Account Managers, Regional Sales Managers, Account Sales Representatives, and Vice Presidents of Sales. It will also be of significant value to Customer Support Managers who are charged with maintaining long-term relationships within multi-location accounts. Marketing Managers will find it of value in working with key accounts.