Account Management
AM Legend Programme
Level 2: 4 Modules
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AM Legend Programme
Adding to your AM Star toolkit, AM Legend 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 decisions
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
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