2.5 days Training
For Who
Sellers, account managers, account teams for large and/or strategic accounts
Blended Instructor-led training & e-learning (other options available)
Instructor-led training in 20 languages and e-learning in 7 Languages

A program that enables account managers to develop an effective plan for generating high-value sales and raising the level of relationship in major accounts, thus improving margins while simultaneously defending the account from competitive encroachment.

what sales profesionnals learn:
  • How to plan for maximizing value in an account
  • Tactics for penetrating an account
  • A technique for identifying new business opportunities in the account
  • How to navigate the politics of decision-making
  • Ways to develop higher levels of relationship with account stakeholders
  • How to protect an account from competitive intrusion
  • A technique to prioritize where selling effort should be focused
  • How to create a plan to deliver revenue and relationship objectives
key business outcomes:
  • Higher account revenues
  • Greater share of spend within the account
  • Lower cost of sales
  • Improved margins
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