Presented in cooperation with SEMI. Classes are held in Milpitas, California.
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.
"A+, a "10". The use of the case study made info sink in better than just the presentation alone. Good discussions by presenters after case study parts. Also made some good industry contacts."
VP, Sales and Marketing
Owens Design, Inc.
"Outstanding interactive-based format. Re-energized, re-charged my batteries. Excellent group of common professionals."
"The best seminar I have ever attended."
Key Market Manager, Semiconductor Industry
Ondeo Industrial Solutions GmbH
"My sincere thanks to Len Given and Charles Smith for providing the best selling course I have ever attended. This was a lot of information in a very short amount of time, so the real benefit is coming to me during my follow-up
studies and slow implementation of the many tools I was introduced to.
Our executive management team has already met and we are developing our first strategic account plan and are excited about the edge that we expect to gain in dealing with current customers and prospects.
The internal (customer) profiles that were provided with the course have given us a head start for several of our key customers."
Bob Schauer, Director, Sales & Service
Lambda Technologies, Inc., Morrisville, NC
Course Materials include an extensive course manual, Strategic Sales Management software (SSM) , Semiconductor Industry Account Plan templates (Microsoft Word ).
Key Semiconductor Account Selling and Management workshops are held from 8:00 am to 5:00 pm the first and second days, and from 8:00 am to 12:00 noon the third day.
Registration includes continental breakfast all three days and lunch on the first two days.
Casual business attire is appropriate.
This course is available for in-house presentations.