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How to Set Up a
Pursuit Sales Team and
Penetrate Key Accounts

Duration:	1 1/2 - 2 hours
Date:	TBD
Time:	12:00 noon Eastern (Time Zone Conversion provided below)
Price:	$47 per individual using a single line $97 per team using a single line with a speaker phone (one physical location)
	Deadline to sign up for teleseminars is one hour prior to the teleseminar.

Key account sales success takes a focused premeditated approach where specific tactical and strategic actions are taken that help account managers plot their communication and sales cycle steps with identified prospects.

The key account sales approach by Value Forward Group focuses on a systematic process that evaluates, educates and implements a business pain repair management program to sell senior management.

Each teleseminar has limited enrollment, so all students can interact directly with Paul DiModica, the course author. This course can also be scheduled as a private teleseminar for your sales team.

Agenda

• How to increase your key account sales with the Success Pyramid territory management method;
• Penetrating your key account based on the Spider Method;
• How to use the Major Account Action Plan wheel (see below) to sell decision makers and influencers at the same time;
• Nine ways to use parallel imaging models to sell more;
• How to deploy Psychological ROI techniques with senior management teams;
• How to communicate value to major account buyers based on their business needs;
• Understanding the 4 types of personalities that hold you back from selling senior management;
• Discover how to use Consequence Management as a tool to drive action steps by prospects to buy;

. . . and much more

Deadline to sign up for teleseminars is one hour prior to the teleseminar. If a teleseminar sells out, we will reflect "SOLD OUT" next to the registration link indicating there are no additional seats available.

Dial-up information and the download link for the workbook will be sent to participants 12 hours prior to the teleseminar. Reminders will be sent to participants 1 hour before the teleseminar begins.

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Each teleseminar has limited enrollment to allow interaction with the presenter. Prior to the lecture, each registrant receives an outline/workbook and can interact with the presenter by email during the discussion. This teleseminar is a lecture only via conference call. There will be no online presentation.

Time Zone Conversion:

• EST 12:00 noon - 2:00 pm
• CST 11:00 am - 1:00 pm
• MST 10:00 am - 12:00 noon
• PST 9:00 am - 11:00 am
• London 5:00 pm – 7:00 pm

If your time is not listed, please visit http://www.timezoneconverter.com to determine your local time and use US/Eastern as the "From Time Zone."

Note: The conference number is not toll-free. Participants will incur long distance telephone charges. The average long distance charge is about .07/minute. That would calculate to about $6.30 for the long distance charge. Fees vary. Please check with your provider for your rate.

Materials: Dial-up information will be forwarded to registrants approximately one day prior to the teleseminar along with the workbook.

Teleseminar Cancellations and Substitutions: Cancellations are subject to the entire teleseminar fee. Notices of cancellation received prior to the teleseminar are entitled to receive a credit towards a future teleseminar. Credits expire 1 year from the original teleseminar date and may only be used to reschedule one time. Please note that if you don't cancel and don't attend, you are still responsible for payment and are not entitled to future credit. Substitutions may be made at any time prior to the teleseminar and Value Forward Group must be notified of such substitutions by email from the original registrant.