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Penetrate, develop and protect your key accounts.


Course Overview 


Many of us are familiar with the concept that 80% of your sales will come from around 20% of your customer base and this principle applies to many businesses, but how many of your accounts are fulfilling their full potential?

Selling to existing accounts is one of the biggest untapped opportunities for revenue growth. In fact, Top Performers in strategic account management experience significantly greater revenue growth, profit growth, and year-over-year client satisfaction.

This highly interactive public sales training course is designed to help account managers to identify their top 20% of customers with the potential to generate the greatest return on investment and create a strategy of nurturing, growing and retaining these valuable accounts.

You will gain the critical skills and knowledge needed to turn account growth opportunity into account growth reality. 
You will be introduced to our a proven process 360 account development methodology for strategic account planning that will allow you to systematically review and grow your accounts.


Key Learning Objectives 


  • Develop Enterprise-Level Relationships

  • Learn a process to craft strategies that neutralize, unseat, and protect your accounts from competitive threats.

  • Grow Existing Accounts

  • Build strategies for strategic account planning and management

  • Construct a strategic account team strategy

  • Manage and expand key accounts once they become clients

  • Identify the true needs from the buyer’s perspective 

  • Strengthen and deepen your ability to create greater value in your accounts

  • Take away the Think Selling Account Planner designed to bring consistency to all your key account planning

  • Use behavioural profiling tools to develop your understanding of how different individuals are influenced and how to adapt your selling style to meet their needs

  • Develop and apply a strategic selling approach for winning and developing all your significant accounts through the application of the Think Selling 360 Account Planner  and methodology 

  • Evaluate your competitive strengths and see yourself through the eyes of your customers

  • Analyse the organisational structure and decision making process within client/prospect organisations

  • Understand and influence different personality types in the decision making unit

Target Audience

• Field sales people                                             • Business to business sales people

• Sales people who need a refresher                  • New sales people

• Client relationship managers                            • Internal telesales people

• Account managers                                           • Business development managers

• Commercial managers                                     • Sales people who have had no formal training on the subject

Those who have experience selling and want to develop their ability to sell solutions and take a more strategic approach to account development and account growth.


Key Business Outcomes 


Protect your existing account base from competitive threats 

Identify your companies top 20 accounts 

Establish a strategic sustainable approach to account development and growth 

Deliver predictable and sustainable account growth 

Additional information on this course 

Included Within Every Think Selling Sales Training Course 


  • Pre training skills appraisal and questionnaire for each delegate

  • Pre training call with the trainer for all delegates

  • Supported by a 12 week post training coaching programme and 12 months email and telephone support.

  • Comprehensive interactive training manual, course notes and training material for each delegate

  • Individually designed created training and development action plan for all delegates

  • Individually created post training support pack provided after the training sessions

  • Real situation scenario orientated training sessions

  • Post training follow up material to all delegate

  • Practical sales toolkit including: objection handling guide, prospect list template, email templates and time management guides.  

  • 12 months unlimited post training access to your trainer via email and telephone

  • Post training support via email and telephone

  • Post Training Webinars

  • Post training follow up call with the trainer

Course Costs 

Public Workshop - £299.00 + VAT

In House Bespoke Course - POA - Call 020 8798 0979

Delegate Reviews For Account Management Skills 


Organisation and domestics - 98.1%

Course Content - 99.7%

Course Notes - 99.2%

Presentation - 99.8%

Knowledge of Training Staff - 99.9%

In Meeting your Objectives - 99.5%

Overall Enjoyment - 99.3%

Forthcoming Account Management Skills Public Sales Workshop

  • Live Online Account Development Skills Sales Training Course
    Live Interactive Online
    17 Aug, 09:30 – 16:30
    Live Interactive Online
    Develop your account management and account development skills with this interactive one day sales workshop.
  • Live Online Account Development Skills Sales Training Course
    Live Interactive Online
    23 Jun, 09:30 – 16:30
    Live Interactive Online
    Develop your account management and account development skills with this interactive one day sales workshop.

Request a detailed course outline 

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View Full Course Diary and select course dates

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Speak to the team to discuss your needs

Our Approach to Training & Embedding Our Training Programs

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Understand, Design & Create

Every sales team is different and we work with our clients to deliver a training program to meet their individual needs via pre training questionnaires, assessments and development calls with your trainer.


Practical Tools & Support Resources

Alongside your course material and support program, we also provide a range of practical tools and materials to help you to embed the training.


Inspiring, Engaging & Relevant

Our training programs are designed to be inspiring, engaging but most importantly relevant to your teams day to day challenges, meaning you can apply the lessons and ideas from your training course into your day to day role straight away.


Post Training Videos & Webinars

Every delegate has access to a range of post training support videos and tutorials to provide additional support and access to our training webinars.


 Comprehensive Support 

Our training is never focused around a single day, every course is supported by a comprehensive 16 week interactive support program, each module is designed to make the process of applying the material into your day to day role as straightforward as possible.


Direct Access to The Training Team

Every delegate has direct access to their course trainer and the training team, throughout the training process to answer questions and provide support around specific challenges.

Make an enquiry about Account Development Training 

Get In Touch with Think Selling

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