Strategic Account Management

• 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

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