Select the right accounts and build relationships with greater returns
Four-day account management training
Personal support afterwards
Proven insights from sales and psychology
About this training
Increased returns through strategic account management
A successful account management strategy requires in-depth insight and focused decision-making. In the Strategic Account Management with Impact training, you'll learn how to select, develop, and build accounts into lasting, profitable relationships. You'll discover how to reach the right decision-makers, gain control over purchasing processes, and truly add value for your clients. This practical training for account managers combines years of sales experience with proven insights from (behavioral) psychology. It's designed for account managers who want to work smarter, take and maintain more control, and consistently achieve better results.
For Whom
The training for account managers and field staff who are developing their strategic account management skills. Small groups of 4-8 participants.
Length of time
Four training days, divided into two two-day sessions, six to eight weeks apart. This allows for immediate practical application of assignments and insights.
Support
Afterward, the trainer is available for personalized online support. Discuss practical situations together and get even more out of what you've learned.
Continue to grow
Upon successful completion of the training, the participant will receive a certificate.
FAQ
Strategic account management is the process of selecting, developing, and managing valuable customer relationships with a long-term focus (and impact). It helps increase customer retention, cross- and upsell opportunities, and sustainable revenue growth.
Account management focuses on maintaining customer relationships and generating revenue. Strategic account management goes a step further: you select the most valuable accounts, delve into their business, and develop a long-term strategy. The goal is continuity, growth, and sustainable partnerships with higher added value.
An account manager's duties include managing client relationships, identifying opportunities, developing account plans, and closing deals. This also includes maintaining contact with decision-makers, building trust, and achieving commercial objectives. A strategic role also involves developing sustainable account strategies.
This training for account managers is ideal for ambitious account managers or field staff looking to advance to strategic account roles. You'll learn to select accounts, deepen customer relationships, and effectively influence decision-makers.
The key lesson: realizing that 20% of your customers often generate 80% of your revenue is crucial. Strategic account management focuses on those top accounts, leading to higher customer satisfaction, increased revenue, and lower acquisition costs.
In the training you will learn, among other things: strategic account selection, developing winning account plans, transactional versus transformational selling, influencing decision makers, and sustainable relationship management.
Strategic account management is all about making the right choices. Which accounts have the most potential? How do you invest time and energy in the areas that truly deliver returns? During this training, you'll learn to analyze, prioritize, and develop accounts into strong, profitable relationships. By gaining deeper insight into customer needs and purchasing processes, you'll lay the foundation for long-term success—for your customer, your company, and yourself.
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Account manager training topics
During the Strategic Account Management with Impact training, you will work on the following components:
Strategic account selection and prioritization
Result-oriented approach to accounts
Connecting with decision makers in strategic positions
Developing a winning account plan
Staying relevant to your customer
Transactional vs. transformational selling
Insight into purchasing processes and purchasing behavior
Influencing stakeholders
Building sustainable relationships
From transactions to sustainable customer relationships
Account management is much more than maintaining customer contact. It's about making the right choices, recognizing opportunities, and building relationships that deliver value not only today but also in the long run. While transactional account management stops at the deal itself, strategic account management focuses on growth, continuity, and relevance. It requires insight into your client's business and the ability to influence decision-makers and processes.
Account management is more than just selling
Successful account managers distinguish themselves by doing more than just selling. They understand the client's business, ensure continuity, and build trust. Because that's what matters to the client. In Strategic Account Management with Impact, you'll develop skills such as developing a winning account plan, transactional versus transformational selling, and influencing decision-makers. This way, you'll become a relevant and relevant discussion partner. A strategic partner who adds value. Take the work of an account manager to the next level!
Success through doing – and continuing to learn
Growth focused with our complete sales trainings. With these follow-up trainings you take the next step on the road to sales success. Discover the training that matches your ambition and explore the next phase of your personal development!
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Strong in sales. Learn to persuade, close better deals, and lay the foundation for lasting success and profitability.
Our trainers and experts combine knowledge, experience, and courage to lead your team to success. With expertise in communication, sales, and management, they are fully committed to the growth of your organization. Be inspired and guided by the best in the field. Success through action.
Ready to make a difference in your careers? This informative partner brochure tells you everything you need to know about partnering with Kenneth Smit.
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The first step to your success
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We will place you on the waiting list for this training and contact you as soon as possible.
