The Digital Sales Institute account management training provides the skills, tools, mindset, and behaviours to build lasting, mutual growth with key accounts and other strategically important customers. This account management course will help account managers, experienced salespeople, or sales managers to develop plans on how to maximise a key account strategy.
Account Management Training with 12 comprehensive video lessons and over 2.5 hours of expertly researched content. Plus, a free 54-page workbook to download.
Access course overview and free sales training videos here.
During the course, you will learn how to foster and strengthen relationships with a select group of companies by strategically investing your time, expertise, and resources in building strong customer partnerships. Account management means not only managing a series of dedicated resources but also addressing the operational, financial, and strategic impacts that such close partnerships can have on your own business success.
Master a major account management strategy that delivers profitable development of individual customers of strategic importance to your business. Develop the sales skills to build close relationships between you and customer organizations that add superior value to the customers’ businesses as well as to yours. Gain a comprehensive skillset to effectively build and maintain strong, long-term relationships.
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Account Management Course outcomes.
- Understand key account criteria.
- Map out the key account stages to develop stronger relationships.
- To develop deep knowledge of the customer’s business.
- Understand the dynamics of strategic initiatives and the impact on the customer’s buying cycle.
- Deliver real value to your target accounts to build long-term relationships and trust.
- Clear about what it means to be a key account and how to manage progress.
- How account management success is a voyage of exploration and discovery, asking questions and uncovering customer needs.
Strategic Account Management Training Program Benefits:
- Consistent, reliable account management practices
- Improved efficiency and time management within each account
- Early recognition of new sales opportunities within accounts
- Increased margins and ROI and shortened sales cycle
- Improved positioning, questioning, and negotiation skills
- Increased client retention and depth within accounts
Objective of Key Account Management
The objective of account management is to foster and strengthen relationships with a select group of companies by strategically investing time, expertise, and resources in building strong customer partnerships. This process involves proactively identifying areas for improvement and innovation, often before the competition is aware of them. Account management means not only managing these dedicated resources but also addressing the operational, financial, and strategic impacts that such close partnerships can have on your own business. For example, by regularly meeting with key clients to understand their evolving needs, account managers can propose tailored solutions ahead of competitors, positioning both their clients and their own company for long-term success.
Source: Account Management Training – Sales Training Courses Online
A key or major account strategy involves an integrated approach to the profitable development of individual customers of strategic importance to your business. This means building close relationships between you and customer organisations that add superior value to the customers’ businesses as well as to yours. A process of growing, managing and harvesting the supplier’s strategic customer assets. We can further define account management effectiveness as “the extent to which an organization achieves better relationship outcomes for key accounts in comparison with average accounts. Account management represents a specific business strategy involving complex sales processes, large-scale negotiations, and the alignment of multiple internal and external stakeholders.
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