Strategic Account Management Training

How many of your accounts are buying everything they should from you across all of your capability areas?

Selling to existing accounts is one of the biggest untapped opportunities for revenue growth. In fact, Top Performers in Strategic Account Management experience significantly greater revenue growth, profit growth, and year-over-year client satisfaction.

Our Strategic Account Management program introduces a proven process for strategic account planning that helps account managers systematically review and grow their most important accounts.

As part of our Top Performance in Strategic Account Management research, we studied 32 competency areas and categorized them into this model to reveal the 6 roles played in strategic account management.

In this program, sellers learn the four things they need to do to succeed in strategic account management:

Drive value: Proactively find opportunities to build value for buyers.
Ask how, who, and what: Ask incisive questions that uncover buyer needs and reveal new opportunities.
Plan: Establish an effective process for growing and protecting strategic accounts.
Perform the 6 strategic account management roles: Learn the importance of each role and how to apply them.

Woodard & Curran grows strategic accounts by 110% year-over-year.

As Woodard & Curran grew and expanded its offerings, they faced the challenge of selling their full set of capabilities to their existing clients. To help establish a process for growing their existing accounts, they brought in RAIN Group.

RAIN Group assessed skills to identify professionals’ strengths and weaknesses, developed a customized Strategic Account Management program, developed custom tools, and reinforced training through online learning. Key metrics include:

110% year-over-year growth in the named accounts where RAIN Group’s strategic account method was applied
Sales grew from $250,000 to $3.5 million in a single account

Click here to read the full case study east