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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


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

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?

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


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.


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.


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.