Major Account Planning and Strategy Virtual Training Track
The Major Account Planning & Strategy Virtual Training Track provides the strategic approaches, strategies, and skills needed to effectively manage large, complex accounts. It provides a process for creating and implementing strategic Relationship and MindShare plans to initiate, penetrate, and/or insulate an organization’s position within its most strategic accounts, resulting in more profitable, predictable revenue.
The Major Account Planning & Strategy Virtual Training Track includes:
- Creating Influence Strategies to Influence the Behavior of Key Players in your Client Organization
- Developing Relationship and Mindshare Account Plans with 30-, 60- and 90-day Goals, Objectives, and Strategies
- Assessing and Elevating Your Competitive Position
- Qualifying Opportunities and Creating Pursuit Strategies and Strategic Win Themes
Targeted Audience:
The Major Account Planning & Strategy Virtual Training Track is intended for account managers, national account managers, sales managers, and account teams comprised of sales, support, and service professionals.
The Learning Process:
The Major Account Planning and Strategy Virtual Training Track is delivered in a series of live, instructor-led, highly interactive 60 – 90-minute sessions tailored to your team’s unique and immediate needs, and designed to ensure meaningful engagement and application between sessions.
All of these modules can be delivered individually or we’ll work with you to create a custom track designed specifically to meet your immediate needs.
Performance Objectives:
Participants will be able to:
- Analyze the client decision process as it pertains to large accounts, and formulate strategies for playing a more valuable and influential role at each stage of the process
- Calculate current MindShare status by analyzing awareness, perception and attitude at each level of the client organization
- Maximize revenue through new recommendations (i.e., proprietary, contact center, and consulting services)
- Identify the key players in the account and determine each key player’s role in the decision process
- Grow market share within each account by offering new solutions and recommendations
- Categorize the roles of key-players as Advocate, Advisor, Adversary, Neutral, or Unknown
- Create a color-coded organization chart as the basis for developing ongoing Relationship Base strategies
- Formulate key-player influence strategies for leveraging Advocates and Advisors to develop relationships with adversaries and Neutral key players
- Create objectives and strategies for increasing MindShare and Relationship Base by influencing awareness, perception, and attitude
- Build 30-, 60-, and 90-day objectives and strategies to increase MindShare and manage and leverage the account relationship map
- Qualify opportunities and create opportunity pursuit strategies
- Analyze their organization’s strategic position with the client organization, and create strategic barriers for competitors