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Account Management

AM Excellence Series 2 

4 Modules

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Account Management: Excellence Series 2 Course

Adding to your AM Excellence Series 2 toolkit, this course helps you identify the accounts with most potential. You will learn how to connect and build rapport, plus how to create higher quality upsell proposals that convince the wider decision-making group and speed up decision

Module 1: Account planning

Overview

All accounts can grow but being able to identify which ones have the greatest potential is vital. This requires a structured approach to planning around retention, driving results and growth.

Content & Outcomes

Your team will learn how to:

  • Explore how much you really know about your customers and which insights you need if you are to purposefully grow any account
  • Learn how to identify which accounts have the greatest opportunity for growth and how to map stakeholder relationships
  • Use a game-changing template to create and execute your account plan
Outcome:

 A powerful and defined process for account retention and growth

Module 2: Tailoring your conversation

Overview

The customer experience is the biggest driver of both loyalty and growth. Customers are far more likely to invest when they can see personal value so the strongest AMs adapt their approach to their customer’s personality and role. They look to connect both emotionally and rationally.

Content & Outcomes

Your team will learn how to:

  • Speed read your customer’s personality type to connect meaningfully and build rapport
  • Understand specific customer types and what they need from you
  • Dramatically increase customer engagement by talking their language
Outcome:

Customers are more connected, engaged, and more able to take action from the conversation

Module 3: Powerful proposals

Overview

For your customer, often the toughest part of buying a new or expanded solution starts when they must convince other stakeholders. With decisions under more scrutiny than ever, a watertight business case that convinces the entire decision-making group is vital. The right proposal, created for the right people in the right way makes this simple and easy

Content & Outcomes

Your team will learn how to:

  • Take a deep dive into the journey of a proposal and exactly what your customer needs it to achieve
  • Understand the impact of your current proposals and how that will affect conversion rates
  • Create a unique and powerful structure for your proposals
Outcome:

Higher quality upsell proposals which convince the wider decision-making group

Module 4: Speeding up decisions

Overview

The decision-making group is growing and becoming more senior. This makes buying anything new, and even renewing a deal, more complex and risky. The best AMs work with their customers and help them navigate the process.

Content & Outcomes

Your team will learn how to:

  • Understand the challenges customers face when selling internally and what they need to make this process seamless
  • Come away with a toolkit for helping your customer pre-empt these challenges and partner with you to quickly convince internal stakeholders
  • Identify how to drive quicker decisions around retention and growth
Outcome:

Positive customer decisions more quickly

Speak to the experts. Contact us today.

Let us share our ideas and show you how to drive lasting behavioural change with Flume Sales Training Courses
The future of sales development - Sales training MUST deliver ROI — Demand more. Whitepaper front cover for the free download

The Future of sales development

Sales training MUST deliver ROI — Demand more.

It’s never been more important for your sales team to up their game. Clients are feeling the strain. With only 22% expected to meet their revenue goals, they are demanding more from the sales experience. Having the right approach to the development of sales teams is critical. 

Case Study – informa

CHALLENGE

“Our challenge was to build a sales team capable of changing our clients’ mindset and approach regarding digital marketing. We wanted our sales team to help our clients build a stronger marketing mix, experience new digital opportunities, and maximise their ROI.”

RESULT

“On the sales floor we saw a dramatic improvement in the team’s performance. Flume ensured our sales team developed the skills to confidently sell digital. Now our clients perceive us as experts and trust us to help them succeed.”

informa - Case Study - Flume Sales Training