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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 interactive 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 opportunities 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 behavioral 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

Course Delivery Options

Bespoke In House Sales Course ​     

Public Sales Workshop

Online Live Training​

Included Within Every Think Selling Sales Training Course 

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%

Make an enquiry about Account Development Training 

Get In Touch with Think Selling

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