This programme shows your team how they can manage business relationships in new and existing accounts.
Good account management can improve your chances of retaining customers and winning more business with them.
This programme will look at how your team can manage business relationships in new and existing accounts. By managing a target account well, whether it is new or existing, they will help to differentiate your company from your competitors. This will also build confidence and trust in them as account managers in order to maximise their chances in future sales opportunities.
Breaking into new accounts is a vital part of the sales process, maintaining and developing them is another. This can be done by understanding the target account’s market, buying motivation and decision-making process. Account managers can create an ‘Account Profile’, which will help them create a sales strategy. This will improve the chance of selling more of your organisations products/services.
Julian Clay has a BSc (Hons) degree in Psychology and Business. He was a top sales performer in Kodak’s Office Imaging division and progressed to become part of its senior management team. Since then he has worked with a number of different types and sizes of company (including multinationals) to help them achieve continued sales growth. His expertise lies in understanding the core sales challenges companies face and helping to increase sales in different, competitive markets. His roles have included sales process, development, coaching, training and interim sales management.
His interest in the psychology of selling encouraged him to become a software solutions provider. He developed the CRM application Forecastmanager, which is available on the Salesforce App Exchange. It helps users interpret subjective information to deliver more accurate and confident sales forecasts in order to improve sales performance.
He is the author of Successful Selling Solutions, Digital Marketing for Business Growth as well as the co-author of, Sales Strategy for Business Growth and The Mobile Boardroom (all Thorogood Publishing).
We don't have any currently scheduled dates for this course but we can customise it to your requirements and deliver it on an in-house basis for any number of your staff or colleagues.
See below or contact us to discuss your requirements.