Strategic Account Management
Do you successfully grow business, reduce costs and time spent managing, eliminate competitive threats, and build relationships that make you a necessary part of your clients’ business?
Strategic Account Management is an advanced sales training program designed to transform you into a business advisor that your clients rely on
and a high-yielding and profitable relationship manager that your company values. We show you how to build long term, value-based relationships with large accounts,
penetrate them for further business, and maximize the revenue they generate for you while reducing the time and costs in managing them.
Don’t let your key accounts generate status quo revenue this year.
Register for Strategic Account Management to start generating more money from existing key accounts and strategically acquire new ones!
Building Blocks of Successful Key Account Selling
- Overview of the foundational principles of the Value Pyramid and the various roles played by Key Account Representatives
- Optimizing the value clients seek from you and your organization
- Strategies to increase integration and synergy within key accounts - partnership evolution
- Maximizing ROTI within your accounts and assessing future sales opportunities
Strategic Territory Planning
- Key concepts and principles about goal setting and forecasting
- Tools to perform a detailed analysis of your organization as compared to the competition and the marketplace
- Applying the Key Account Targeting Model to identify where to invest your time: goal alignment, forecasting, territory planning, and time allocation
- Building the territory plan based on all information collected from various analyses
Strategic Key Account Sales Process
- Overview of Account Acquisition and Opportunity Sales components of the strategic key account sales process
- Converting account data into strategic intelligence and insight
- Building comprehensive action steps, growth strategy, and strategic account plans
- Using consultative investigation dialogue with members of the Decision Influence Group to uncover their unique motives and needs
- Keys to effective solution implementation based on a strong business case of financial arguments/li>
Strategic Account Management
- Building an annual business review for your existing key accounts
- Developing a strategic account plan and financial business case
- Developing and delivering consultative advice and business solutions
- Building and communicating your unique value proposition to senior executives
- Secure long term business from your key accounts
- Gain a better understanding of your competition
- Optimize your time and profit you deliver to your organization
- Maximze your return on time invested with a new, more strategic territory plan
- Be better prepared to approach specifically targeted prospects
- Grow the business within each of your key accounts
- Overcome objections to close more sales
- Consistently deliver on commitments and build trust with your key contacts
- Become an integral part of your client's business
- A formula to calculate how profitable you are with your current clients
- A framework for goal-setting
- Competitive analyses
- A guide to classifying accounts
- Time allocation worksheet
- Key Account Targeting Model
- Territory plan template
- Strategic Key Account sales process
- Forecasting formula
- Identifying decision influencers worksheet
- Client objectives map
- Question asking framework, map, and samples
- Develop a unique value proposition
- Business case
- Presentation tips
- Negotiation principles
Non-Member $1,495
Member $1,395
CSP $1,295
With Certification $1,795
(Save up to $245!)
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