Account Management Training
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The debate about why companies should retain, develop and, if necessary, get rid of customers who show no signs of ever becoming profitable or strategically significant has dominated the planning cycles of some of the worlds largest companies – there is no reason we can see that these matters shouldn’t concern SMEs too. The economic argument for focusing on customer retention is based on four principals of what happens the longer we keep a customer:
- The volume and value of purchasing increases
- Customer management costs fall,
- Referrals increase and
- Customers become less price-sensitive.
With this in mind, MyPrimer spends a great deal of time helping organisations develop not only strategies for dealing with account retention and management, but also the account managers that are tasked with delivering them.
Account Management Training
Utilising intelligence gathered from best practices in Customer Relationship Management (CRM) MyPrimer will develop a bespoke Account Management course tailored for your sales people at any level who actively deal with relationship building as part of their sales role, managing multiple accounts.Our courses focus upon a ‘Four-Box’ account management methodology that seeks to Protect, Defend, Win and Steal business from existing and prospective clients as well as your competitors’ in order to maximise revenue across all accounts and will be particularly beneficial to those who are not developing or retaining their existing accounts to best effect. Core content includes:- Time Management: separating critical from important tasks so as to maximise account activity
- Introduction to Targeted Account Selling (TAS) Sales Methodology
- Discovery Insights® & Everything DiSC® Sales psychometric training
- Advanced communication training
- Successful Account Management: Understanding the importance of partnering for success
- Portfolio Strategy: Reviewing and assessing your client portfolio using the 4 box model
- Networking methods & benefits
- Positioning yourself against the competition as a Trusted Advisor
- Managing your manager for a productive & effective relationship
