Proven techniques and skills for managing and growing existing customers and business partners.  

Overview

This is not just a training course but a complete program on how to best manage and develop existing accounts. 

The unique process model also makes progress and performance more visible to others. 

Key action points include:

1. How to increase your business standing and positioning within an account

2. Strategies and techniques for increasing new opportunities and revenue

3. Improved service experience and better account support 

Key learning points include:

• Sell more to existing accounts, increased customer retention and improved customer satisfaction.
• Manage service issues more effectively, through delegation and managing expectations.
• Create a simple but effective account management dashboard, relationship matrix and opportunity roadmap for each key account.
• Gain more influence at a senior level and how to create a ‘coach’
• Developing a 'best practice' approach to account management using the tools you have and those you gain on the program.
• Providing more consistency and structure in developing and growing business from both existing accounts and new potential contacts in an account.
• Improving the ability to sell additional services proactively – up-selling and cross-selling.
• Better co-ordination and growth of large accounts and opportunities.
• Using the PROFIT account plan and methodology to update and inform others and plan strategy
• Skills and methods to use when managing and developing both existing customer and target accounts.
• Building on current best practice and integration with existing CRM tools 

Six main modules:

1. Performance
2. Relationships
3. Opportunities
4. Feedback
5. Influence
6. Teamwork

Get in touch for more information