Prices
Dates
Strategic Account Planning Programme
Module One
- Business drivers: Understanding the business drivers that should drive account strategy
- Modern day buying: How buying has changed and adapting the sales process accordingly
- Roles & responsibilities: Defining the key parts of your role
- What drives success: Understanding what makes a top account manager successful
- Goal setting: Guidance on how to set clear goals to drive your performance
- Benchmarking performance: Tools to gauge and compare performance levels
- Analysing and Prioritising each Account
Module Two
- Developing major clients: A framework to follow to build large and successful client relationships
- Strategic planning: Building tried-and-tested techniques into your ongoing account management
- Account development strategy: How to design and maintain a working strategy
- Best practice: Full guide to the current best practice advanced account management
Module Three
- Systematic relationship management: Establishing processes for maintaining contact
- Planned & purposeful communication: How to get the most out of your communications
Module Four
- Complex accounts: How to sell into complex accounts with multiple decision makers
- Longer sales cycles: How to maintain motivation, confidence and self-discipline
Module Five
- Understanding your Client’s Objectives & Needs
- Needs identification: Tried-and-tested methods to professionally uncover customer needs
- Meaningful questioning: Getting to a client’s true motivations, exploring opportunities and highlighting payoffs
- Motivational theory: Understanding its relevance to maintaining good client relationships
- Buying needs matrix: Best practice set-up
- Client’s point of view: How to engage with the client’s point of view to realise their needs
Module Six
- Financial performance: How to research and determine likely future business objectives
- Environmental analysis: How to evaluate a client’s business environment
- Competitor matrix: Developing a competitor matrix to understand your client’s objectives
- Matching solutions: How to match your client’s needs and objectives to your sale
- Negotiating mutual goals: How to compile your findings to develop mutual gain Managing the Transition from Supplier to Partner Status
Module Seven
- Relationship levels: Migrating from a tactical to a strategic relationship
- Step plan: Step-by-step guide to establishing partner and trusted advisor status
- Change management: Working with your client to manage change
- Profit improvement: How to support in reducing customer costs or improving revenue