Strategic Account Management & Business Development Training Course

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SKU: 0010

The most successful Sales Professionals have a deep and thorough understanding of their customers. They understand who the key players are and they appreciate the organizational strategies, goals and the processes of their clients. When new products are launched, they can quickly secure a meeting with Key Executives and achieve exciting and profitable results. Accomplished Sales Professionals are also skilled in prospecting and identifying new opportunities and building business through the acquisition of new customers.

Course Summary:   
Strategic Account Management and Business Development focuses on training Sales Professionals to maximize their results with current clients while developing business and securing new customers. Maximizing account penetration and positively impacting the buying decision is a critical skill that leads to long term, profitable business results. Identifying new opportunities and converting them into additional revenue streams is an expertise that provides for long term organizational growth and prosperity. This course shares the knowledge and tools that lead to long term account growth, retention and success.

Course Outline and Key Topic Areas include:

•    Account Penetration and Customer Business Development
•    Buyer Behaviour and Business Buying Decision Making
•    Strategic Key Account Planning
•    New Business Development
•    Positively Affecting the Key Decision Makers and Buying Influencers
•    Understand Decision Making and Planning to Impact Decisions
•    Learn What Customers Want
•    Review Key Elements of CRM
•    Setting Objectives
•    Importance of Sales Funnel Management
•    Identifying New Customers
•    Effective Cold Calling and Prospecting
•    Securing Customer Executive Buy-In to Long Term Strategic Plans
2 Days

Who Should Attend:
All Sales Professionals: Junior Sales Representatives, Account Executives, Sales Managers, etc. who would benefit from improving their skills in these essential sales and selling areas.

How You Will Benefit:

•    Understand the critical need, and learn the skills for maximizing account penetration
•    Learn to impact buyers’ (influencers’, gatekeepers’, etc.) ability to help shape decisions
•    Develop skills to secure relationships and ensure senior alignment through annual business reviews
•    Learn the important sales intangibles including the need for trust and commitment
•    Develop consultative selling skills
•    Develop the skills to engage in new business development
•    Learn how to prospect, identify and secure new customers
•    Learn to develop thorough key account plans
•    Learn important cold calling and prospecting techniques
•    Learn to ask the key questions that stimulate discussion that leads to a sale
•    Understand the basics of Customer Relationship Management
•    Learn what is important to buyers
•    Learn the importance of tracking business generation and sales funnels
•    Learn to plan, set and track actionable sales plans and objectives


Upon completion, participants will receive a Certificate of Completion from The Performance Management Academy.



Price: $1,590.00

Please select the preferred date of the program you'd like to register for. See Locations and Schedule.