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Strategic Account Management
Preview video and introduction materials (3:44)
Lesson 1: Providing true differentiating VALUE to strategic clients
Lesson 1 VALUE training video, working document and summary sheet (12:49)
Lesson 2: The critical importance and value of strategic RESEARCH
Lesson 2: Research training video and summary sheet (14:58)
Lesson 3: PROFILING CLIENT NEEDS: The foundation to build from.
Lesson 3: PROFILING CLIENT NEEDS training video and associated worksheet (12:07)
Lesson 4: BUILDING ACCOUNT MISSION: Ideally involving your client constituents.
BUILDING ACCOUNT MISSION training video and action plan outline (15:49)
Lesson 5: EMPLOY BIG PLAYS: Winning big- client and you.
BIG PLAYS training video, worksheet and strategies exercise (8:24)
Lesson 6: Growing relationship value and earning irreplaceable LOYALTY
Irreplaceable LOYALTY training video, worksheet and protect against competition strategy review (18:15)
Bonus documents to help execution
Documents to assist with: buyer personas, decision roles, performance styles, role self-assess and building the right account team
Lesson 3: PROFILING CLIENT NEEDS training video and associated worksheet
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