Manage key accounts to maximize revenue and relationships
What you'll be able to do
•Map the stakeholders in a key account, including decision-makers, influencers, and blockers
•Build an account plan that identifies growth, cross-sell, and renewal opportunities
•Shift from closing a single deal to managing a long-term revenue relationship
•Spot early signs of account risk and act before a renewal is in jeopardy
Who it's for
Account managers and salespeople who own ongoing relationships with important clients, and reps moving from new-business hunting into managing and growing existing accounts.
What changes on the job
•Account plans that surface expansion and renewal opportunities instead of reacting to them
•Stronger multi-contact relationships, so a single departure does not put the account at risk
•Earlier warning on at-risk accounts and time to respond
Bring this course to your team
See how Thrive delivers enterprise-quality development for SMBs.
A self-paced lesson of about 18 minutes in the Selling Essentials track.
Is this for new-business reps or for account managers?
Primarily account managers and anyone responsible for growing existing relationships, though hunters moving into an account-management role will find it a useful bridge.
How does it fit with Territory Strategy and Pipeline Management?
Territory Strategy decides which accounts to invest in, Account Management deepens the ones you keep, and Pipeline Management tracks the resulting opportunities. Taken together they cover the full account lifecycle.