Account Growth
AG Excellence Series 3
4 Modules
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Account Growth: Excellence Series 3 Course
Building on the skills you have already learned, Account Management Excellence Series 3 gives you the tools and confidence to excel. Specialist modules will show you how to deliver an outstanding virtual sales experience. Learn how storytelling can drive upsell, and hone your presentation and negotiation skills to increase impact and sales
Module 1: Account Growth Excellence – Series 3 Benchmark
Overview
High-performing account teams create long-term value through trust, advocacy and partnership. This session helps teams revisit Series 2 and align to advanced client-centric growth standards. Using the Account Growth Excellence Benchmark and Scorecard, teams assess progress, identify opportunities for continuous improvement, and define what buyer-first account excellence looks like in practice
Content:
- Revisit Series 2 and align to advanced account growth and partnership practices
- Understand how high-performing account teams build trust, advocacy, and long-term value
- Benchmark team capability against leading client-centric growth standards
Playbook tempate:
- Account Growth Excellence Benchmark
- Scorecard
Outcome:
- Shared understanding of advanced buyer-first account excellence.
- Clear direction for continuous partnership improvement.
- Stronger consistency in client engagement and delivery
Module 2: Social Selling: Building digital trust that sells
Overview
Growth starts before the meeting. This session helps account teams build a credible digital presence that inspires trust and positions them as valued partners. Using Flume’s Social Playbooks and Content Frameworks, participants learn how to share insight-led content, grow their influence across networks and spark buyer conversations that turn visibility into opportunity.
Content:
- Build a credible professional presence that reinforces client trust and authority
- Grow authentic networks that surface expansion and collaboration opportunities
- Share insights and content that educate and inspire client innovation
Playbook template:
- Profile creator
- Content creator
- Driving engagement
Outcome:
- Greater visibility and influence within key accounts.
- Stronger client engagement and inbound growth opportunities.
- Improved reputation as a trusted advisor and thought leader
Module 3: Selling with Insight – Adding value to every conversation
Overview
Clients act when they see something differently. This session enables account teams to use insight to challenge assumptions, elevate thinking and create urgency for action. Using Flume’s Narrative and Insight Frameworks, teams learn how to tailor ideas to each stakeholder, turning perspective into progress and conversations into commitment.
Content:
- Use insight to challenge client thinking and reveal untapped growth potential
- Tailor insights to support upsell, cross-sell, and co-creation discussions
- Deliver relevant, evidence-based ideas that drive partnership expansion
Playbook template:
- Story ladder
- Narrative creator
- Case study creator
Outcome:
- Increased credibility and influence in strategic conversations.
- Stronger alignment around shared growth priorities.
- Greater openness to new solutions and investment.
Module 4: Objection Handling – Turning resistance into outcomes
Overview
Objections are signals, not setbacks. This session gives account teams the tools to anticipate, prevent and reframe objections with empathy and authority. Using Flume’s Objection Handling Structures and Confidence Frameworks, they learn how to de-risk decisions, reinforce value and keep deals moving forward with clarity and control.
Content:
- Anticipate and address hesitation in renewal or expansion discussions
- Reframe client concerns around shared value and long-term success
- Maintain momentum through proactive, transparent communication
Playbook template:
- Top Negotiator Benchmark
- Negotiation planner
- Negotiation structure
Outcome:
- Fewer stalled renewals or growth opportunities.
- Faster, more confident client decision-making.
- Deeper trust and reduced friction in partnership development.
Module 5: Stakeholder Presentations – Presenting with clarity and conviction
Overview
The ability to unite and influence stakeholders defines account growth. This session shows teams how to design and deliver presentations that connect emotionally and commercially. Using Flume’s Audience Journey and Influence Frameworks, they learn to tell stories that drive belief, align priorities and inspire confident decisions.
Content:
- Map the emotional and strategic journey stakeholders must take to align on growth
- Build clear, outcome-focused presentations that unite diverse perspectives
- Deliver with confidence to gain consensus for investment and expansion
Playbook template:
- Identifying the Audience Journey
- Presentation Structure
- Powerful Presentation Delivery Tips
Outcome:
- Greater stakeholder alignment and advocacy.
- More persuasive communication of growth opportunities.
- Increased success in complex, multi-stakeholder expansions.
Module 6: Accelerator Session
Content:
- Bring the full programme together to embed buyer-centric account growth habits
- Share success stories that demonstrate measurable client and business impact
- Commit to continuous improvement and shared accountability
Playbook template:
- Account Growth Excellence Benchmark
Outcome:
- Embedded culture of partnership-led growth
- Consistent application of buyer-first account behaviours
- Sustained client value and long-term retention success
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
Selling in a tough climate
Let’s face it, there are some challenging times ahead. Sales is going to be tough, even for the best of us. To survive, you need to give your buyers something your competitors don’t.
On a good day, 53% of why a client will choose you is the sales experience you offer. In times of uncertainty, this is greatly exaggerated. Buyers will choose the salesperson that understand their own unique challenges and can show them the way forward.
Case Study – Clarion
CHALLENGE
“Clarion recently took the steps to turbocharge and refresh its marketing approach, focusing on customer centricity to drive new customers to our shows using digital technology. We needed a unified sales approach across the company so our sales people could understand what their customers needed and how to be their most effective to maximise revenue from this new initiative.”
RESULT
“We have seen double digit performance increases in our sales velocity from everyone who has attended the training with Flume and now have rollout for our successful UK model to a waiting global business.”
