Course Description
Strategic Account Management is an essential course designed to equip sales professionals with the skills and knowledge needed to excel in maintaining and growing customer relationships in today's competitive marketplace. This comprehensive program delves deep into the intricacies of managing channel partnerships with retailers and resellers, implementing effective sales strategies, and nurturing long-term client relationships.
What Students Will Learn
- Components of channel partnerships and reseller agreements
- Development of annual strategic plans for maintaining and growing business
- Understanding and mitigating relationship friction and churn risks
- Execution of frameworks for handling common partnership issues
- Organizational structures for managing customer accounts
- Differentiation between customer service, customer success management, and key account management
- Strategies for handling issues in strategic account management for enterprise accounts
Prerequisites
To get the most out of this course, students should have completed QBUS501x - Enterprise Selling. This prerequisite ensures that participants have a foundational understanding of sales principles before diving into the complexities of strategic account management.
Course Content
- Channel partnerships and reseller agreements
- Annual strategic planning for business growth
- Relationship friction and churn risk management
- Framework execution for partnership issue resolution
- Organizational structures in customer account management
- Customer service vs. customer success management vs. account management
- Strategic account management for enterprise accounts
- Sales processes and frameworks used by top sales organizations
- Implementation of sales strategies to meet customer needs
- Customer satisfaction improvement techniques
Who This Course Is For
- Sales professionals looking to advance their careers
- Account managers seeking to enhance their strategic skills
- Customer success managers aiming to broaden their expertise
- Business development professionals
- Entrepreneurs and business owners managing key client relationships
- Anyone interested in mastering the art of long-term account management
Real-World Application of Skills
The skills acquired in this Strategic Account Management course are directly applicable to real-world business scenarios. Learners will be able to:
- Develop and maintain profitable long-term relationships with key accounts
- Implement effective sales strategies to meet customer needs and increase satisfaction
- Navigate complex channel partnerships with retailers and resellers
- Mitigate risks associated with account churn and relationship friction
- Execute frameworks for resolving common issues in strategic accounts
- Differentiate between various customer-facing roles and apply appropriate strategies
- Create annual strategic plans for account growth and maintenance
- Contribute to organizational success through improved account management practices
By mastering these skills, learners will be well-equipped to drive revenue growth, enhance customer loyalty, and establish themselves as valuable assets within their organizations or as independent consultants in the field of strategic account management.
