Strategic Account Management
292-27
Sales and customer service
Maximize revenue, deepen client relationships, and become an indispensable strategic partner.
This advanced 2-day sales program equips sales professionals with the skills to take a strategic approach to account management, reduce competitive threats, and strengthen client retention.
Participants will develop strategic planning frameworks to maximize the return on time invested and create long-term, high-value client partnerships.
At the end of this workshop, you will be able to:
- Identify opportunities to expand client partnerships and increase wallet share
- Develop strategic account plans that align with business objectives
- Prioritize key accounts to focus time and resources effectively
- Build customized business cases that drive revenue growth
- Strengthen client relationships through value-driven consultative sales
Building Blocks
- Value Pyramid
- Partnership Evolution
- Key Account Rep (KAR) Roles
- Return-On-Time-Invested (R.O.T.I.)
Strategic Account Planning
- Goal setting
- Forecasting and time allocation
- Market analysis
- Key account targeting
Strategic Key Account Sales Process
- Account planning
- Opportunity sales
- Business case development
No formal prerequisites. However, prior experience managing client accounts is an asset.
- Sales professionals looking to deepen and expand client partnerships
- Account managers handling high-value and strategic accounts
- Business development professionals managing long-term revenue growth
Standard or customized workshops for a team or workgroup from one organization.
The advantages of team sessions
- Learn and grow together as a team
- Location and time of your choice
- Sessions can be customized to fit your objectives
- Surprisingly cost effective
Submit your interest
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