Course description
Prosperous Account Strategy
Richardson’s Prosperous Account Strategy program offers a customer-centric approach to identifying priority accounts, capturing and analyzing critical information, and developing a strategy to expand and grow existing customer relationships.
The focus is on training your team to create value and find the white space in their accounts so that both the sales professional and the customer prosper.
Success in growing key accounts requires excellence in account strategy, planning, and execution.
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Training content
Learning Objectives
Apply a customer-centric, disciplined approach to account planning that will accelerate your team’s ability to expand customer relationships and become Trusted Advisors to key relationships by:
- Analyzing key information about the customer, industry, stakeholders, and competitive landscape
- Identifying, generating, and creating opportunities by aligning with the customer’s goals, objectives, issues, and initiatives
- Creating a strong, executable plan
- Create a common, repeatable methodology and language with your teams
- Utilize an account planning tool to apply the methodology to a real account
- Develop an Action Plan to protect and expand the relationship
- Gain insight into personal strengths and opportunities in account planning
- Gain feedback, insight, and ideas to strengthen your Action Plan
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Richardson Sales Performance
Richardson Sales Performance is the global leader in sales training and performance improvement. We drive accelerated growth by simplifying and solving the sales-growth equation. From ensuring your sales managers are executing the right activities to equipping your sales team to...