Strategic Account Management Online

Maximize your revenue potential by taking a more strategic approach to account and territory management.

Who Should Attend

  • Professionals that want to further penetrate key accounts, develop long-lasting client partnerships, and create more strategic territory plans for better prospecting
  • Key account managers, sales professionals, business-owners/entrepreneurs, sales managers, CSP candidates

Available Formats

  • Instructor-led online sessions, once a week over six weeks
  • New online version includes the creation of a personalized account management and sales playbook, interactive tools and templates, games, groups discussions, and ongoing assignments
  • Participants are expected to work with direct supervisors to ensure they have established sales quotas

Learning Outcomes

  • Evolve to become an indispensable strategic partner to your clients
  • Reduce competitive threats and strengthen client retention
  • Gain clear expectations of the multiple roles you play as a Key Account Representative and define what it takes to be successful
  • Maximize the return generated from every minute you invest while managing your accounts
  • Develop realistic and achievable goals and forecasts that support your territory planning
  • Strategically allocate your time across all activities and increase your profitability
  • Conduct detailed market and industry analyses leveraging five separate criteria and additional tools
  • Use a matrix rating system to categorize potential accounts and prospect more effectively
  • Build a winning territory plan that leverages all insights derived from the activities above, with specific strategies and timelines to keep you on track
  • Conduct an analysis of your current accounts to discover how to implement positive change and increase profit margins
  • Build a detailed account profile of one of your key accounts
  • Leverage your analyses to create an account plan that optimizes efficiency and effectiveness
  • Easily uncover account needs and goals with a consultative investigation
  • Create and deliver formal business cases to secure commitments
  • Successfully navigate negotiations while maintaining profit margins
Course Content (6-module program)

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 executive
Course Cancellation Policy
Start/End Time
09:00 (09:00 AM) to 17:00 (05:00 PM)
Course Fee
New Attendees (Non-Members)

Includes a 1-year CPSA Membership

Dave Holt, CSP
Course Language
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