Account Management Training
How to Sell Complex Solutions to Increasingly Demanding Customers
How We Equip Your Account Managers
Forty percent of account managers say prospecting is their most challenging part of the job. You need to know your customer – but most account managers waste time second-guessing themselves on how to focus their efforts, where to focus in an account, and what to say that’s compelling. Add to that other internal “stuff” and less time is spent in front of customers than is needed to generate high-quality leads and close revenue.
With our background in Sales Leadership and Training, we know that teaching skills is only part of the recipe for success. Our revenue engine account management training provides the skills, and tools needed for successful B2B account management, along with the techniques to change their mindset and behaviors, to deliver long-lasting results.
We teach you how to sell into and manage enterprise accounts while ensuring that you know how to control the many moving parts and focus your efforts on the activities that maximise account growth.
Having learned how to sell to the changing world of the buyer, it is essential that you have the mindset to apply them. We provide post-training reviews and coaching sessions to ensure that these new skills stick.
Our unique framework provides your account managers with the tools and techniques required to manage both internal and external sales activities, stakeholders, and processes.
You'll learn how to identify those accounts and lines-of-business with the most significant growth potential.
You'll stop wasting time on those activities that do not generate revenue, and quickly build strategies that are aligned to strong customer value.
We'll teach you how to craft compelling prospecting messages that generate customer buy-in.
You'll be able to develop and manage enterprise-level relationships that foster trust.
You'll be capable of leading Revenue Engine planning sessions with your internal stakeholders to create focus and generate opportunities.
We'll show you how to optimise your use of internal and external resources to drive customer advocacy.
You'll learn how to uncover multi-stakeholder needs and behaviours to create account lock-in (stickiness).
You'll learn how to identify strategies that protect your account from competitive threats.
We'll teach you how influence customer behaviour and get your project to the top of your customer’s priority list.
200% Faster Close Rates
Frequently asked questions
Most frequent questions and answers
What does the training include?
Twelve hours of hands-on account management training modules delivered exclusively to your team at the date/time of your choosing.
Is there follow up after the training?
All training is concluded with an account management assessment. The results of which will provide the input for five hours of group account management coaching.
Where is the training delivered?
We deliver the initial training in-person and typically on your premises. Our follow up coaching is done remotely.
Can you deliver the training online?
Yes. If you have teams that are spread across the country or globally, and you want to receive the training virtually, we can customise and deliver it as live online sessions, so that there is no travel involved.
Do you customise the training?
Yes. We integrate your products and/or services, assess your current selling method and process, and tailor the topics to your business needs.
Contact huerdo for a free Account Management training consultation with no pressure to commit!
Are your account managers have trouble with prospecting?
Make an appointment to discuss how we can help!