Strategic Account Development
Today’s marketplace demands a sophisticated team of sales professionals who think strategically when creating and implementing solutions for their customers. To act strategically, Account Managers must know marketplace trends, assess competitive, complex selling situations from multiple points of view, and know which questions to ask, who is impacted, and who are potential resources.
Then, having grasped the external environment, their goal as a world-class Strategic Account Manager is to develop and offer bespoke solutions rather than products, differentiate their company from its competitors, de-commoditise their products and services, whilst offering an exceptional customer experience.
Your Strategic Account Managers must be dynamic LEADERS able to execute these role requirements, confidently serving as the central point of contact for their customer’s executives and stakeholders.
‘Strategic Account Development’ is a series of modules giving you complete flexibility on timings, duration, and personalisation to suit your business and people.
With these four parts forming the framework, the modules within each part can be delivered all together or individually in focused ‘bite-size’ sessions. ‘Strategic Account Development’ can be incorporated and aligned with any current programmes or run as a standalone and can be tailored to reflect the different levels of sales professionals, Account Managers and individuals within your business.
Who is it for ?
- Aspiring Strategic Account Managers
- Account Managers, Senior Executives and their supporting teams or individuals
- Individuals who are in direct or indirect sales/customer support roles to improve common language, speed and accuracy of communication about sales opportunities
Benefits to you (and your organisation)
- Your Strategic Account Managers will know exactly what ‘world-class’ looks like, acts like and feels like; what their strengths are, where their development and skills gaps are, and most importantly…what they need to do to bridge those gaps
- Operating from a solid core of personal ownership, your team of ‘commercially savvy’ Strategic Account Managers will deliver sustainable and commercial success for you and your business
- SMART sales, business development and lead generation activities created and ready for ACTION, giving your Account Managers the greatest return for their time, effort and resources
- A personalised customer engagement strategy for each Account Manager, which outlines how they will deliver an exceptional customer experience to potential and existing customers.
- A series of modules giving you complete flexibility on timings, duration, and personalisation to suit your business and people.