Mastering Strategic Account Management Essentials

Course overview

Strategic Account Management: What Is It? Growing the current account by the strategic account manager in order to guarantee steady profits and revenue is known as strategic account management, or SAM. This means that in order to stay ahead of the competition and develop strategic and mutually beneficial relationships with their important customers, the managers in charge of particular accounts must work hard. The account manager must coordinate company-wide resource allocation in order to meet these goals.

Do you wish to improve your bottom line by expanding and maintaining your company accounts? This training session, created by Training Bee, will assist participants in developing a strategy that will increase sales, boost margins, differentiate themselves from competitors, and keep their clients’ trust in order to secure ongoing business.

Introduction

Welcome to the training course on strategic account management! This extensive curriculum is intended to give you the information, abilities, and tactics required to succeed in the critical position of managing strategic accounts in your company. Fostering long-term relationships, boosting customer happiness, and optimizing the value obtained from important clients are all part of the art of strategic account management. You will get the ability to successfully negotiate the challenges of strategic account management after completing this course.

Participants will participate in case studies, interactive discussions, and hands-on activities that mimic real-world situations throughout this course. You will be well-equipped to handle the complexities of strategic account management, cultivate enduring bonds with others, and propel success inside your company by the time the program ends.

We are The Training Bee, a global training and education firm providing services in many countries. We are specialized in capacity building and talent development solutions for individuals and organizations, with our highly customized programs and training sessions.

Together, we can take this trip to improve your strategic account management abilities and make a big difference in the development and success of your main accounts as well as your company overall.

Learning Objectives

Upon completing Strategic Account Management Training Course, participants will be able to:

• Arrange the growth-oriented strategy account.
• Establish and maintain reliable connections with your clients.
• Get around the competition
• Provide value to the clients consistently
• Collaborate with other organizational departments to guarantee client satisfaction.
• Learn the internal support functions’ viewpoint on important matters including cost, SLAs, and terms and conditions for commercial transactions.

Our Unique Training Methodology

This interactive course comprises the following training methods:

• Journaling – This consists of setting a timer and letting your thoughts flow, unedited and unscripted recording events, ideas, and thoughts over a while, related to the topic.
• Social learning – Information and expertise exchanged amongst peers via computer-based technologies and interactive conversations including Blogging, instant messaging, and forums for debate in groups.
• Project-based learning
• Mind mapping and brainstorming – A session will be carried out between participants to uncover unique ideas, thoughts, and opinions having a quality discussion.
• Interactive sessions – The course will use informative lectures to introduce key concepts and theories related to the topic.
• Presentations – Participants will be presented with multimedia tools such as videos and graphics to enhance learning. These will be delivered engagingly and interactively.

Training Medium

This Strategic Account Management Training Course training is designed in a way that it can be delivered face-to-face and virtually.

Course Duration

This training is versatile in its delivery. The training can be delivered as a full-fledged 40-hour training program or a 15- hours crash course covering 5 hours of content each day over 3 days

Pre-course Assessment

Before you enroll in this course all we wanted to know is your exact mindset and your way of thinking.
For that, we have designed this questionnaire attached below.

• Give your definition of strategic account management.
• Explain what you know about the main duties and goals of a strategic account manager.
• Why does strategic account management consider customer segmentation to be important?
• In what way do you rank the accounts according to their strategic importance?
• Describe the significance of SWOT analysis for strategic accounts.
• Talk about the importance of developing relationships in strategic account management.
• Why is it that in strategic account management, a comprehensive needs assessment is so important?
• How may goods and services be tailored to special requirements of strategic accounts?
• Talk about how crucial upselling and cross-selling are to strategic account management.

Course Modules

This Strategic Account Management Training Course covers the following topics for understanding the essentials of the Agile Workplace:

Module 1 – VIEWS OF STRATEGIC ACCOUNTS

• Discover what a Strategic Account Manager is all about.
• Factors to consider while cultivating a business opportunity for a more profound strategic alliance
• Strategic Account Management’s (SAM) Economics
• Sales Strategies: A Synopsis

Module 2 – SUMMARY AND ACCOUNT MANAGEMENT

• The Elements and Significance of Account Management
• Keeping an account in line with customer requests
• Analysis of Opportunities
• Plan of Communication
• Plan for Risk Mitigation
• Performance Goals and the Action Plan

Module 3 – LINKAGE Mapping (Link Mapping)

• The Value of Mapping Relationships
• Trustworthiness in the vendor-client relationship
• The Buyer Behavior Model (BBM) for enterprises
• Utilizing the corporate Buyer Behavior Model (BBM) to create your relationship map
• Participants in the management of client relationships
• Stakeholder roles and responsibilities

Module 4 – CREATION OF VALUE WITH EXISTING CLIENTS

• Establishing a tactical client alliance
• How may one find chances to add value?
• Value creation process
• Organizing these chances with your clients
• Making use of powerful connections to carry out these worthwhile projects

Module 5 – INTERNAL ORGANIZATION: I

• Recognize the Internal Sales Environment
• Handling and Regulating the Internal Sales Setting
• Deploying internal resources to reduce risk, increase value, and establish trust
• Recognize how to inspire internal collaborators to support the expansion of the company.
• Obstacles encountered in the competition for internal resources

Module 6 – INTERNAL ORGANIZATION: I I

• Management of Products
• Customer support and delivery duties
• Departments of Finance and Law
• Accelerating the pace of delivery
• To win the business, the terms and conditions should be flexible.

Module 7 – MANAGING STRATEGIC ACCOUNT MANAGEMENT WITHIN RELATIONSHIP THREATS

• Finding the competition, both direct and indirect
• Strategies and frameworks for keeping an eye on and preparing for competition
• Recognize how to move past dangers and obstacles
• How can one stay competitive by being aware of the threats to one’s position?
• Methods for collaborating with people in the client’s location

Post-course Assessment

Participants need to complete an assessment post-course completion so our mentors will get to know their understanding of the course. A mentor will also have interrogative conversations with participants and provide valuable feedback.

• After finishing the session, consider how your strategy for client segmentation and prioritizing has changed.
• Talk about any adjustments you made to your account priority plan in light of the knowledge from the course.
• Explain how a SWOT analysis can help with account-specific strategic decision-making.
• Tell success stories on establishing and preserving solid bonds with strategic accounts.
• Talk about how the course’s relationship-building techniques produced desired results.
• Analyze how well needs assessment methods work for creating solutions that are specifically tailored for strategic accounts.
• Talk about the outcomes of using upselling or cross-selling tactics in strategic account management.

Lessons Learned

Using Strategic Thinking in Account Management: Recognizing the value of strategic thinking in goal alignment, long-term partnership building, and critical account management.

Customer-First Strategy: Acknowledging the need of adopting a customer-centric strategy in order to comprehend and address the particular requirements of strategic accounts.

Building Effective Relationships and Communication: Highlighting how crucial it is to generate trust, credibility, and loyalty within strategic accounts through good communication and relationship-building.

Personalization and Needs Analysis: Appreciating the importance of needs analysis and personalization in developing solutions that are specifically tailored to the demands of strategic clients.

Using SWOT Analysis to Make Well-Informed Decisions: Strategic account managers can make well-informed decisions by utilizing SWOT analysis as a powerful tool to solve weaknesses and capitalize on strengths.

Upselling and Cross-Selling Techniques: Recognizing how crucial upselling and cross-selling are to increasing revenue and optimizing the value obtained from strategic accounts.

Preventive Risk Reduction and Issue Solving: Accepting proactive approaches to risk reduction and efficient problem-solving techniques as necessary components of successful strategic account management.

Important Metric Tracking and Reporting: Acknowledging the importance of tracking and reporting critical metrics in order to keep tabs on the prosperity and well-being of strategic accounts and to successfully engage with stakeholders.

Analyzing Rivals to Gain a Competitive Edge: Utilizing competitor analysis in the ever-changing field of strategic account management to obtain a competitive edge, modify tactics, and maintain an upper hand.