Strategic Account Management and Client Development

Winning Recipes for

Growing Accounts

Accounts can fall short of goals for a number of reasons, and managers and account management professionals face issues everyday that threaten their profitability. How do you defend against competitors and keep profitable customers?

In this program, youll discover how to build and retain customer relationships as a crucial component of your sales strategy. Avoid being dropped as a supplier when your customers change their point of contact or re-engineer their buying processes. Support all phases of the account planning process for effective execution in current and future account plans.

Establish solid account relationships to maximize annual revenue and account retention. Get a clear idea on your competitive situation and set the right strategic goals. Effectively manage your key accounts with one-on-one coaching on Key Account Management principles and best practices. At the end of the program, youll understand how to focus your investment on the best returns to improve bottom-line profit targets.

This program is designed to help managers and leaders in various positions, like sales, marketing, and client servicing improve systems, accounts and general management.

Day 1: Sales Assessment Profile

Review your sales profile with a thorough assessment and examine the results. Examine the profiles of successful account managers and industry experts.

Day 1: Developing Sales Strategies

Participate in hands-on, team-building exercises and define the

different roles

in sales and marketing. Discover trends in sales strategy and apply the latest design thinking for a solutions-based approach to commercial complexity.

Day 2: Account Planning

Learn the steps for developing a key account plan and discover how to conduct opportunity analysis. Practice and tracking performance goals,

controlling

and managing sales plan issues and

utilizing

resources for real-world business situations.

Day 2: Sales Pitch Feedback

Design and implement a plan to win customers back. Get constructive feedback and execute your learnings with an account plan presentation.