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Account Management

Account Management

Prime 5.0

Created by   Strategy to Revenue

Category   Marketing/Sales   >   Sales Training

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Duration 30 minutes
Audience Employees and Supervisors

Description

Each of your B2B customers is an account, and several opportunities may exist within a single account. This three-part course shows how to grow your Share of Wallet (SOW) by finding opportunities within each of your accounts that you might not even be aware of.

Table of Contents

What is Account Management?: Explains how an account plan is different from a portfolio or opportunity plan and how it enables you to increase your Share of Wallet (SOW).
Building an Account Management Plan: Reveals five steps to identifying and prioritizing opportunities within an account.
Time is Money: A game using an example company to show the importance of analyzing data to identify the right opportunities within an account

What you'll learn

In this course, you will learn how to focus on a single account within your portfolio (or territory) to identify opportunities to increase your Share of Wallet (SOW) and capture more revenue from them.

Languages

English

Skills you'll gain

sales selling salesperson account account management account plan share of wallet SOW Revenue

Details to know

Certificate
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Account Management

Account Management 1 - What is Account Management?
Account Management 1 - What is Account Management?
How an account plan is different from a portfolio or opportunity plan and why increasing 'Share of Wallet' isn't the only goal of an account plan.
Account Management 2 - Building an Account Management Plan
Account Management 2 - Building an Account Management Plan
Reveals five steps to identifying and prioritizing opportunities within an account.
Account Management 3 - Time is Money
Account Management 3 - Time is Money
 Through the use of a game, you'll explore an example company to show the importance of analyzing data to identify the right opportunities.

Strategy to Revenue

We’re an experienced group of sales and marketing leaders, and education and coaching stalwarts. We’ve all held senior positions at global corporations, or rolled up our sleeves to turn start-ups into successful international businesses, and in many cases we’ve done both.
Price per license
$14.95
No. of licenses
Total
$14.95
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