Account Management

Drive Growth from Your Existing Clients

Course duration

1 Day

Course focus

This course teaches delegates how to grow and strengthen existing customer relationships. It challenges delegates to protect their customers from the competition in an ever-changing market environment and practically apply these techniques to individual business accounts. Following this course, your delegates will know where to focus their skills, time, and efforts, and will have generated specific account strategies to increase their level of customer value and engagement, enabling long-term revenue growth.

IDEAL FOR

Sales professionals responsible for managing and growing existing client relationships, and teams looking to maximise customer lifetime value and retention.

Key learning outcomes

Explain and provide examples of how companies behave in a changing marketplace, and how this affects account development.
Identify target clients to Grow, Protect, Retain & Relegate using account development success indicators.
Understand which specific tactics to deploy with stakeholders for account health and development.
Become a trusted advisor by breaking down the key components of trust.
Create 6-month SMART objectives for a client of their choice or through a simulated activity.
Enhance their approach to the key stakeholders in their client's account.
Identify opportunities for revenue growth in client accounts using a SWOT analysis.

Ideal for

Sales professionals looking to enhance their digital presence, improve online engagement, and leverage social media for lead generation and relationship building.