Strategic Account Planning
Secure the business, not just the next sale. Thinking strategically and going beyond price as the only differentiator will set you apart from the competition by becoming your customer’s trusted advisor and strategic partner, not simply a vendor.
Enable account managers to answer three important questions:
Where do I currently stand?
Where do I want to go? (What are my goals for this customer relationship?)
How will I get there?
WHO SHOULD ATTEND:
Salespeople, account managers and customer account support personnel.
The Big Picture
Market conditions and company responses
Paths to market leadership
Priorities of business needs
Determine current relationships
Recognize personal needs and buying styles
Identify decision roles and buying process
Analyze factors working for and against you
Conduct competitor analyses
Develop strategic overviews
Build step by step plans
Enroll your management and account team
Set SMART goals
Prework choosing account(s) to focus on
Prework completing online selling style profile questionnaire
16 classroom hours
Account team participation
Highly Interactive methodology
DiSC Selling Styles assessment
Follow Up with unlimited online tip sheets for individual account contacts