The Strategic Account Development Programme ‘Acquiring, maximising and retaining strategic accounts’
Programme overview Today’s marketplace demands a sophisticated team of sales professionals who think strategically when creating and implementing solutions for the customer. To act strategically, account managers must know marketplace trends, assess competitive, complex selling situations from multiple points of view, and know which questions to ask, who is impacted, and who are potential resources. The 80/20 principle applies to so many scenarios - however, it is particularly apt for most organisations when strategically analysing customer value and profitability. 20% of customers generally produce 80% of the contribution. Whilst attrition of strategic accounts is expensive and can have a negative impact on bottom line. The flip side is a structured and systematic approach focused on the acquisition, maximisation and retention of strategic accounts locking the back door of your business firmly shut and thus driving sustainable business growth. The strategic account manager must be a dynamic LEADER who can comfortably serve as the central point of contact for the customer’s executives and stakeholders. The goal of a ‘world-class’ strategic account manager is to develop and sell solutions rather than products, differentiate their company from its competitors, de-commoditise their products and services, and align the company’s key stakeholders to customer commitments, needs and deliverables. The Strategic Account Development programme was created to arm your people with the mindset, skillset and toolset to be truly world-class in their roles.
The Strategic Account Development framework
Part 4
Account Development
Part 2
The ‘Commercially Savvy’ Strategic Account Manager Developing MY commercial mindset
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Part 2 – The ‘Commercially Savvy’ Strategic Account Manager • The fundamentals of business growth • Assessing client strategies • Why customers buy...The Customer Buying Zone® • What’s YOUR compelling value proposition? • Developing exceptional customer experiences…every time!
Part 4 – Making Every CONTACT® Count Your CONTACT® methodology, skills and toolset: • Consider Who, Why, What & How • Opening • Needs gathering • Testing YOUR solution • Aligning & negotiating • Closing & gaining commitment • Together tomorrow
Part 3
Business Development & Prospecting Success Growing MY business
• Why Strategic Account • Development? • Setting MY standards for personal excellence • Developing MY personal brand proposition • Developing MY winning mentality • Transformational visioning and goals • Being MY own Performance Coach
• Creating MY sales map • Building MY business funnel • MY lead nurturing strategy • Executing MY high performing weeks/months/year
Part 1
Strategic
Part 1 – Maximising MY Personal Impact
Part 3 – Business Development & Prospecting Success
Maximising MY Personal Impact Unlocking MY potential
Making Every CONTACT® Count MY Strategic Account methodology and tools
The Strategic Account Development modules:
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The benefits for your organisation
Who is this programme for?
• Accelerated and sustainable business growth through a structured and systematic approach to acquisition, maximisation and retention • Higher levels of customer satisfaction, advocacy and retention • A common language and approach to qualifying, planning and reporting sales activity • A team of world-class strategic account managers with strong personal brands and the mindset, skillset and toolset to stand out from the competition • A proven approach to account development which ensures the relationships continue within strategic accounts, regardless of key manager or sponsor turnover
Strategic Account Development is for organisations who want to grow, nurture and develop their current and aspiring strategic account managers. The programme is designed for account managers/senior executives and both teams/ individuals involved in the acquisition, maximisation and/ or retention of strategic/major accounts.
Flexibility in delivery Our passion and focus is on applied learning. We are what we repeatedly do - excellence then, is not an act, but a habit. The programme is highly interactive with formal learning woven into high levels of delegate participation focused on;
Mindset
Skillset
Toolset
Designed as a blended solution, the modular approach consists of face-to-face interventions with pre and post work, web based modules, podcasts and multi-dimensional support tools. Together with checks and measures for applied learning, the Strategic Account Development programme creates a transformational learning experience. The end result is a tailored solution for creating sustainable and accelerated business growth through unlocking potential in your people.
The programme is also relevant to individuals who are in direct or indirect sales/customer support roles to improve common language, speed and accuracy of communication about sales opportunities. “The Strategic Account Development programme was the critical enabler to turn around business performance from 90% of plan at the end of Q1, to 152% of target by year end. It has set us up for success with the methodology, skills and ways of working which will set us up for sustainable success moving forward.” HR Director Financial Services
Let’s talk... To find out more about the Strategic Account Development programme, or discuss your sales development requirements in more detail, simply call or email:
+44 (0)870 850 8931
www.pti-worldwide.com
enquiries@pti-worldwide.com