If you prefer, the class can be livestreamed, and your team members can participate from their homes or your office.
Contact us to arrange a class for your team.
- Personality Makeup of Key Players – Decision Styles Model
- Keys for identifying decision makers/influencers
- Understanding Account Dynamics
- Adapting to both the individual and the account
- Gathering data
- Analyzing decision makers/influencers
- Searching out real committee power
- Determining the real flow of influence in the account
- The effects of different types of power
- Learn why the organization chart should be thrown away
- Creating a "roadmap" for determining sales tactics
- Why initial identification of semiconductor account decision makers is almost always false
- Surfacing multiple-level committees at multiple locations
- Finding issues for gaining attention and leveraging decisions
- Do's and don'ts in dealing with committees – inserting your influence
- Properly using objectives/strategies/tactics
- Seeking opportunities for partnering
- Closing out the competition
- Using personality to influence leverage
- Sales team members as tactical resources
- Analyzing the competition – pushing your positive differentiation
- Developing background alternative tactics
- Presenting "one voice" to the account
- Route to success in the semiconductor industry
- Changing account relationship basis
- Evolving and sustaining the relationship
- When and how to dis-integrate the relationship
- Working with partners and OEMs
- Leadership – checking yourself on the Kouzas/Posner study
- Understanding various leadership activities as a team leader
- Controlling account activities
- Strengths, weaknesses, growth directions – personal feedback report
If you prefer, the class can be livestreamed, and your team members can participate from their homes or your office.
Contact us to arrange a class for your team.
- Classroom Courses
- Fundamentals of Product Marketing 2.5
- Key Semiconductor Account Selling and Management
- Combating Aggressive Supply Chain Management
- More Information
- Classroom Location
- Nearby Lodging
"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."
–Randy Curtis
VP, Sales and Marketing
Owens Design, Inc.
Fremont, CA
"Outstanding interactive-based format. Re-energized, re-charged my batteries. Excellent group of common professionals."
–Mark Hannaford
Sales Manager
CyberOptics
Beaverton, OR
"The best seminar I have ever attended."
–Michael Kiefer
Key Market Manager, Semiconductor Industry
Ondeo Industrial Solutions GmbH
Stuttgart, Germany
"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
Course Materials include an extensive course manual, Strategic Sales Management software (SSM) , Semiconductor Industry Account Plan templates (Microsoft Word ).
Hours
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.
Meals
Registration includes continental breakfast all three days and lunch on the first two days.
Casual business attire is appropriate.