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Audience Objectives Contents Arrangements Fees Feedback Pre Course Assessment Small Groups
Rely on an increasing revenue stream from major customers. Develop a two way relationship that benefits both parties beyond sales of products or services. Create long term loyalty and exclude competitors.
Free Pre Course Assessment
(Requires user login - free
registration here)
To request the paper assessment
form email
customerservice@salessense.co.uk.
Advanced Account Management provides major account sales people with the tools to reduce risk and maximise sales opportunities. Participants apply principles and methods to real account situations during the course. Advancing their account understanding and likelihood of success in real situations, proves the effectiveness of the methods. Learning while working increases programme value.
Successful account managers maximise the customers benefit from the relationship, ensure that all the possible business in an account is addressed, fend of competitive threats, and gather invaluable feedback. Vendors invest a great deal in developing major customers. For the investment to deliver the optimum return, Account Managers must do more than service the account.
Who Should Attend
Experienced sales people and their support team will benefit most from
this course. Sales participants should already be competent in communication
and persuasion skills. At least half of the delegates should be the field
sales people who are responsible for account management. Because of this
course, pre-sales support staff will fulfil their team role more
effectively. Others who regularly participate in key account sales such as
line managers, bid team members, marketing, and technical people will learn
how they can contribute more to success with large accounts.
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Demonstrate the benefits of better planning
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Provide a range of reliable thinking and planning tools
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Improve qualification and forecasting of opportunities
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Build stronger relationships at board level
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Predict and counter competitor’s efforts
Peak Performance - Understanding what sets top Account Managers apart from their peers. Learn the seven most common characteristics and behaviours of the worlds leading large account teams.
Create Concise Account Plans - Save hours of work preparing account plans yet make them a more informative and effective tool for focusing resources and driving large account success.
Taking the Initiative - Take the risk out of high value, complicated sales. Get your prospect on your side, right from the beginning. Take control and keep it. Learn how to make your planning work for you.
Organisational Insight - Identify the right people, those who will become influential in the decision. Learn how to understand and allow for political factors. Uncover hidden friends and foes.
Power of Choice - Learn how to recognise individual decision-making styles. Take account of personality differences that affect the decision making process.
Who Really Decides - Follow a repeatable method to discover each step in a customer’s decision-making process, and how it will be taken.
Business Insight - Test business understanding and gain awareness of prospect business issues. Discover what you don’t know about your most familiar prospects.
Effective Relationships - Recognise your status with everyone involved and know what you should do about it. Learn how to identify unique value and present it to each individual.
Call High - Learn a proven method for getting the attention of board members. Get a positive response from the directors you approach. Gain access to the most important people in a sale and know what to say when you meet them.
Choosing What to Do - Use a proven quantitative analysis tool to prioritise opportunities and make better use of resources. Always know what you need to do next to drive a sale forward.
Lessons of Warfare - Learn the lessons history teaches, about winning in competition. Know what your competition will do, before they do. Drive your plan with a clear and effective strategy. Turn weakness into strength and vulnerability into advantage.
Competitive Counter Tactics - Recognise competitive initiatives and learn how to frustrate a competitor’s efforts to undermine your sales campaign.
Expose your own Vulnerability - Ask and answer the often-overlooked questions. Test plans before competitors do. Delve deeper and press further than anyone else will.
Arrangements
Needs assessment and pre course consulting allow us to
customise the programme to match your circumstances.
Ten days before the course, participants gain access to the course resource directory, via a private area of our web site. This provides for pre course preparation and helps us to spend more time in practical exercises during the course.
Applying methods and principles to active sales campaigns during the course, demonstrates their value. Using course time to work on real sales campaigns provides practise and contributes to sales success.
Planning templates and situational assessment tools define the method and provide a reliable way to control the most complex sales campaigns.
Advanced Account Management is fun, challenging, and effective in helping teams substantially increase business success in high value customers.
