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Success of sales seminar for national account managers leads to 2002 series presented by Leadership Synergies and HSMAI

Having experienced an outstanding turnout in Washington, DC, Leadership Synergies and the Hospitality Sales & Marketing Association International (HSMAI<.>) announce…

Having experienced an outstanding turnout in Washington, DC, Leadership Synergies and the Hospitality Sales & Marketing Association International (HSMAI<.>) announce four additional programs available through 2002.



An innovative skills development course held specifically for national account managers, the Strategic Account Management seminar allows sales professionals to benefit from a wealth of dedicated training resources.



The seminar is designed for directors of global accounts, directors of national accounts, vice presidents of sales and marketing, directors of sales, senior sales executives and general sales managers.



The cities and dates for 2002 are:


  • Chicago, IL: Sept. 10-11

  • New York: Oct. 9-10

  • Atlanta, GA: Nov. 6-7

  • Washington, DC: Dec. 2-3


Through this partnership between Leadership Synergies and HSMAI, sales executives will get highly customized and targeted training, in keeping with today’s needs for cutting-edge educational content and performance improvement in the hospitality industry, says John Parke, president and CEO of Leadership Synergies.



What makes this course so valuable is the relevance and appropriateness for a very specific segment of HSMAI members – national account managers across all segments of the industry, notes Robert A. Gilbert, CHME, CHA, president and CEO of HSMAI. This is the first time that this defined audience can get education and programming that was developed solely with their needs and demands in mind.



Among the skills to be addressed in the seminar are:


  • Selecting the right accounts for the greatest sales potential

  • Conducting an effective client needs assessment

  • Increasing the share of business from accounts (value vs. effort)

  • Identifying key decision makers and learning techniques to influence them

  • Recognizing when a sale is off track and in jeopardy

  • Recovering and closing challenging sales

  • Developing an account plan to set goals, measuring results and formulating a business plan for strategic accounts

  • Working in teams to close more sales


If you only had two days to completely rejuvenate or embark on your company’s strategic account management program, this is how you should spend the two days, notes Marnie Green Keller, national sales manager for Consolidated Graphics. Leadership Synergies offers innovative and insightful approaches to high-end sales that are certain to revolutionize and streamline any company’s sales initiative.



Leadership Synergies’ Strategic Account Management course was the perfect training to augment my 15 years of sales experiences. My utilization of the concepts and tactics along with the personal sales effectiveness techniques delivered by the course, will act as my career springboard, taking my career to new levels,
says Tom Rohlfing, CHME, director of national sales, Wyndham International.

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