Successful Sales Account Management (275)

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For arrival, start and end times, please see the overview or your booking confirmation email.


Delegate Registration, Tea/Coffee

Welcome and Introductions

Course Objectives

Target Account Planning Workshop

  • What is Account Management?
  • Why is it important?
  • How they see you is how they treat you?
  • The Perception Pyramid – how do you get to the top?
  • Ansoff’s Matrix – quadrants 1 and 2.  
  • What does a successful campaign need to include?

Tea/Coffee Break

  • Red Star Status
  • Campaign Goals
  • Compelling Events
  • Prospect Situation
    • The Ideal Supplier Profile
    • Purchasing Strategy
    • Purchasing Cycle
  • Organizational Styles
  • Competition Analysis


  • Decision Making Units – Influence Mapping
  • Critical Success Factors
  • Tactical Planning Campaign Tracker
  • SWOT
  • Qualifying Checklist

Tea/Coffee Break

Account Development Planning Workbook

Workshop Close - Feedback and evaluations