Strategic Account Planning

This intensive workshop covers the essential knowledge needed to best enhance the profitability of the accounts you manage.

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Course Overview

This intensive workshop covers the essential knowledge needed to best enhance the profitability of the accounts you manage.

You will leave the training with the skills to build long-lasting relationships to improve client retention rates, and develop cross and upselling opportunities within new and existing key accounts.

In-Company Only

Duration: 5 Days

PRICE: Contact Us

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Why Choose This Course?

Why choose the programme

Build a company specific ‘best practice’ plan
Apply customer focused selling and understand client needs
Develop better cross selling and upselling strategies
Evaluate your sales pipeline and potential
Highly interactive with practical exercises and case studies

Who is it for?

Sales Consultants
Sales Support
Account Managers

Programme Modules

Business Drivers
Strategic Planning
Relationship Management
Complex Accounts
Client's Objectives & Needs
Financial & Environmental Analysis
Change Management
Client Communications
Value Propositions
Case Studies

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Learning Outcomes

Benefits for the Professional

Prioritise each of your accounts based on proven frameworks
Work out a relationship and communication plan for your accounts
Create a multi-level influencing strategy for all areas of the clients’ business
Assess your client’s organisational culture and adapt to it
Migrate from a tactical to a strategic relationship

Benefits for the Organisation

Understand key business drivers of account strategy
Retain and grow key accounts by strategically aligning to your clients
Improve profit margins by upselling, cross selling, and forming partnerships.
Complete an environmental analysis for your client
Develop a competitor matrix to understand your client’s objectives

What Are People Saying?

"Excellent and informative course. The instructor did a great job."

AH Ooredoo

Programme Details

Module 1

Business Drivers

Module 2

Strategic Planning

Module 3

Relationship Management

Module 4

Complex Accounts

Module 5

Client's Objectives & Needs

Module 6

Financial & Environmental Analysis

Module 7

Change Management

Module 8

Client Communications

Module 9

Value Propositions

Module 10

Case Studies

Customised In-Company Solutions

Expert insight, delivered in a format to suit your needs, to enhance knowledge and drive performance in your team.

We take a consultative approach to learning: our learning & development consultants will work closely with your team to establish your unique business needs and define success measurements.

“The professionalism when working with Telecoms & Tech Academy allowed me to achieve my goals. We thank you for the support throughout the course.”

Eric Jacobson, Learning Solution Manager, MTN Group

Contact us for more information at telecomsacademygroups@informa.com

Face-to-face

We’ll hand pick a leading practitioner to create and deliver a technical or commercially focussed programme, at your location – wherever that may be globally.

Digital

We develop specialised online learning programmes using our virtual learning platform so your teams can learn anytime, anywhere – both on-demand or through online live classes.

Blended

A mix of online and face-to-face - your business taps into our leading online learning experience and gets valuable face-time with leading practitioners.