Strategic Account Management
Optimize account penetration and profitability of your key accounts
Become your clients′
strategic partner
Mike Miguel,
CSP: "improve your company′s
bottom line"
Are you a supplier or a strategic partner?
CPSA′s Strategic Account Management examines the strategic and tactical elements
involved in key account sales. This program is designed to help you establish holistic,
value-based partnerships with large customers, optimize your penetration of those
accounts, and maximize the revenue and profit they generate for you and your company.
Who Should Attend
Sales Training Benefits
- Employ a successful step-by-step method to become a valuable strategic partner with
your customers
- Elevate the strategic partnership, facilitate integration and synergy with your
key clients
- Conduct a consultative investigation meeting to uncover key information about a
client′s business, goals, and needs
- Create a proposal, structured as a sound business case, that includes the unique
value proposition which aligns with the
- client′s business objectives
- Maximize the Return On Time Invested with each of your key accounts and individual
sales opportunities you pursue
- Selectively target the key account you approach for new business development with
well-defined goals aligned with your organization
Participation in this Consultative Selling program fulfills the education requirement
for the Certified Sales Professional (CSP) designation, giving you high-profile
recognition as sales professional. Gain the competitive edge – become a
Certified Sales Professional (CSP)
CPSA sales training
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- Over 12,000 trained
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- 95% increased their sales |
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- 98% recommend it |
- 0% risk investment |
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If you′re not completely satisfied, we′ll refund your money.
Guaranteed. |
Sales Training Content
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
Strategic Account Management
- Building an annual business review for your existing key accounts
- Developing a strategic account plan, financial business case, to grow your major
account
- Developing and delivering consultative advice and business solutions
- Building and communicating your unique value proposition to senior executives
Our participants say…
"This Strategic Account Management course provided me with the knowledge and
the tools I needed to drill down to the base roots of the strategic sales process.
I know I am now well equipped to create strategic partnerships with my new customers.
An absolutely excellent experience. Thank you."
- S. Guiltner, Products Line Manager, NGC Process Systems Ltd.
"CPSA′s Strategic Account Management not only gave me the tools to maintain
customer satisfaction but also tools that will enable my company to
be a leader."
- G. Wilson, President, Gail Wilson and Associates Inc.
"I continually reviewed my past experiences with accounts both good and bad.
I will apply what I learned in Strategic Account Management in the future."
- Shawna Guiltner, Products Line Manager, NGC Process Systems Ltd.
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