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Account Management Skills for Sales: 2022
Intro: Welcome to SAMA Account Management Skills for Sales (2022)
Intro & Overview of Curricula
Account Management Kickoff (3:48)
Introduction to Your Account Management Digital Learning Platform
Account Management Learning Journal (Download)
Get to Know Your Faculty (Introductions)
Get to Know Your Cohort (Program Introductions) (Flip)
Module 0: Account Management: What the Best Do Differently
Module 0: Module Intro
Why Account Management Matters (4:31)
What Customers Want & What the Best Do Differently (4:36)
Account Management Operating System Overview (6:00)
Activity: Account Management Skills
Account Selling Mindset: Value Creation Thought Framework™ (3:53)
Live-Virtual Session 1: Kickoff (106:13)
Knowledge Check: Module 0
Additional Resources & Tools: Module 0
Module 1: Account Strategy & Planning
Module 1: Module Intro
Guide to Essentials of Account Planning
Account Management Toolkit (Download)
Module 2: Deepen Customer Understanding & Insights
Module 2: Module Intro
PESTLE
Customer Compass™ (5:37)
Third Box Thinking™ (4:50)
Third Box Thinking™: Business Case (3:22)
Careabouts™ (5:20)
Live-Virtual Session 2: Module 1 & 2 (103:12)
Knowledge Check: Module 2
Additional Resources & Tools: Module 2 (5:10)
Module 3: Elevate & Expand Relationships
Module 3: Module Intro
Relationship Scan (4:56)
The Relevance Statement (5:54)
Share Your Relevance Statement (Flip)
Customer Meeting Plan (3:18)
Live-Virtual Session 3: Module 3 (71:04)
Knowledge Check: Module 3
Additional Resources & Tools: Module 3 (4:17)
Module 4: Align, Create, Quantity & Communicate Value
Module 4: Module Intro
Aligning on Good Business: Prioritizing Opportunities (5:29)
Competitive SWOT²
Value-Enabled Solution Development (3:32)
Learn More: Quantifying Value
Developing Your Differentiating Value Proposition (4:21)
Live-Virtual Session 4: Module 4 (104:21)
Knowledge Check: Module 4
Additional Tools & Resources: Module 4 (16:54)
Module 5: Execution, Expand Value & What Matters Next?
Module 5: Module Intro
Managing Objections: Gaining Commitment
Account Goals & Action Plan
Final Project Submission: Value Proposition & Account Action Plan Review (4:21)
Live-Virtual Session 5: Module 5 (106:54)
Additional Resources & Tools: Module 5
Live-Virtual Session 2: Module 1 & 2
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