ACCOUNT DEVELOPMENT TRAINING
Penetrate, develop and protect your key accounts.
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 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
• 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
Account Management Skills Bespoke In House Sales Course
Engage us to design and deliver a completely bespoke in house sales training program for your sales team, delivered over 1, 2 or 3 days and covering the aspects of account management that are relevant to your team.
Account Management Skills - Public Sales Workshop
Available as a public sales workshop in London, Birmingham and Manchester
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
Public Workshop - £299.00 + VAT
In House Bespoke Course - POA - Call 020 8798 0979
Forthcoming Account Management Skills Public Sales Workshop
Manchester - Thursday 12th September 2019
Birmingham - Wednesday 9th October 2019
London - Tuesday 19th November 2019
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%