Overview

Content & Outcomes

Overview, Content & Outcomes

The importance of account planning
Retaining and growing your accounts is vital in this challenging environment. For clients, being able to trust vendors and see ROI from their solutions is more important than ever; however, on average, 73% of clients leave because they are dissatisfied with service.
In this module you will:
  • Explore and understand the real lifecycle of a client relationship
  • Understand your client’s different marketplaces and explore strategies to infiltrate and expand within them
  • Create a benchmark for accelerating relationships towards ‘loyal client’ and away from ‘former client’
Outcome: A more professional and structured approach to retaining and growing accounts
View more courses.
Contact us for more information.
How to retain loyal clients
You need to be confident that you can retain
accounts before concentrating on growing them.
The strongest account managers make it easy for
clients to choose to continue the relationship by
agreeing and achieving clear goals.
In this module you will:
  • Creating processes to dramatically increase client trust levels
  • How to drive powerful client brainstorms
  • How to manage expectations and deal with poor performance
Outcome: A clear approach for maximising client retention
Contact us for more information.
Creating your client growth plan
Your client’s business is a marketplace within which you want to expand and become a leader. Identifying areas of potential that are most beneficial for both you and your client is key to account growth; however, most account managers never slow down and take the time necessary to grow accounts.
In this module you will:
  • How to identify the right opportunities for client growth
  • Creating and using client insight to build your strategy
  • How to create and communicate real value to your client
Outcome: A powerful approach for growing accounts
Contact us for more information.
How to grow your stakeholder network
The key to client growth is strengthening relationships with the most important stakeholders, however, most salespeople rely on a single relationship with a ‘decision-maker’.
In this module you will:
  • Why and how to map client stakeholders to help you build your network
  • How to assess your relationship and influence levels
  • Identifying and working with key influencers
Outcome: A strategy for forming and strengthening the most important stakeholder relationships
How to become the trusted advisor
Whether your client sees you as just a vendor or a trusted advisor will have a dramatic effect on the strength of the relationship, and, ultimately what they will buy from you.
In this module you will:
  • Your client’s perception of your current relationship and how to move to being
    seen as a ‘trusted advisor’
  • How to identify unknown needs
  • Conversation templates for different parts of the client life cycle
Outcome: A strategy for forming and strengthening the most important stakeholder relationships

Testimonials

Testimonial

“Very informative and engaging. Excellent trainer, excellent content and excellent overall”

George O’Grady, Business Development Manager, Pendragon International Media Ltd

Logo

Sign up to our Newsletter