Research shows that existing accounts don’t grow organically and retaining accounts requires more than simply providing results and good customer service. Having a defined, consistent and powerful approach is key to retaining and growing accounts.

Workshop 1 - Today's clients and account management professionals

The way that clients make decisions has changed significantly in recent years. The strongest account management professionals are taking a very different approach. It’s vital to know where you are against the best in the industry to allow you to focus on the most impactful areas to get the best results.

In this module you will:

  • Understand the significant changes in the way clients make decisions
  • Explore research into what top account management professionals are doing differently
  • See how you measure up against today’s top-performers

Outcome: A structure and approach to excel in account management.

Workshop 2 - Planning client interactions

Professionalism is the number one thing that clients look for from the sales experience – they need conversations that are worth paying for. A planned, thought-out approach is key if Account Managers are to drive increased revenue from existing clients.

In this module you will:

  • Learn how to identify and find high-value potential opportunities
  • Consider the importance to the Account Manager and the client of a planned approach
  • Work on real account plans and look at strategies for fast growth

A more professional and structured approach to driving sales

Workshop 3 - Growing accounts from within

It is far more likely you will increase revenues by expanding within current clients rather than always searching for new business. Account growth depends on service and results, not just a good pitch.

In this module you will:

  • Learn what clients need from you to rebook and buy more
  • Create a structure for your client relationship to develop more business
  • Learn a powerful methodology for any client conversation to grow revenues

Outcome: More consistent client growth

Workshop 4 - Assertiveness

However strong your account management skills have become, your behaviour with a client will always have a huge impact. Clients need to make confident decisions and be persuaded around potential results. The strongest Account Managers instil confidence in the client by being proactive and assertive.

In this module you will:

  • Explore the current impact you have in client interactions and identify work-on areas
  • Learn the most powerful and influential ways to be assertive in your client conversations
  • Create powerful ways to control the conversation and gain commitments

Outcome: Stronger control of the client conversation

Contact Us

Contact us to talk about this programme or a bespoke version

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