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Account Management Skills for Sales
Intro: Welcome to SAMA Account Management Skills for Sales
Intro & Overview of Curricula
Account Management Foundations Kick off (3:48)
Introduction to Your Account Management Digital Learning Platform
Get to Know Your Faculty (Introductions)
Get to Know Your Cohort (Introductions) (Flipgrid)
Module 0: Account Management Intro: What the Best Do Differently
Module 0: Participant Guide (Download)
Why Account Management Matters (4:31)
What Customers Want & What The Best Do Differently (4:36)
Account Selling Mindset: Value Creation Thought Framework (3:53)
Account Management Operating System Overview (6:00)
Live-Virtual Session 1: Kick-Off (Zoom/Oct. 20) (83:21)
Knowledge Check: Module 0
Additional Resources & Tools: Module 0 (4:17)
Module 1: Account Strategy & Planning
Module 1: Participant Guide (Download)
Guide to Essentials of Account Planning
Account Management Toolkit (Download)
Module 2: Deepen Customer Understanding & Insights
Module 2: Participant Guide (Download)
PESTLE
Customer Compass™ (5:37)
Third Box Thinking™ (4:50)
Third Box Thinking™: Business Case (3:22)
Share Your Third Box Thinking™ Story (Flipgrid)
Careabouts™ (5:20)
Live-Virtual Session 2: Module 1 & 2 (Zoom/Oct. 27) (43:15)
Shared Experience & Community of Practice: Deepening Account Insights
Knowledge Check: Module 2
Additional Resources & Tools: Module 2 (5:10)
Module 3: Elevate Relationships
Module 3: Participant Guide (Download)
How Customers Buy (4:17)
Relationship Scan (4:56)
The Relevance Statement (5:54)
Share Your Relevance Statement (Flipgrid)
Powerful Questions
Customer Meeting Plan (3:18)
Live-Virtual Session 3: Module 3 (Zoom/Nov. 3) (62:02)
Shared Experience: Elevating Account Engagement
Knowledge Check: Module 3
Additional Resources & Tools: Module 3
Module 4: Align, Create, Quantity & Communicate Value
Module 4: Participant Guide (Download)
Aligning on Good Business: Prioritizing Opportunities (5:29)
Competitive SWOT²
Value-Enabled Solution Development (3:32)
Learn More: Engage & Align Internal Resources
Learn More: Quantifying Value
Developing Your Differentiating Value Proposition (4:21)
Live-Virtual Session 4: Module 4 (Zoom/Nov. 10) (68:24)
Shared Experience: Communicating Business Value
Knowledge Check: Module 4
Additional Tools & Resources: Module 4 (5:06)
Module 5: Execution, Expand Value & What Matters Next?
Module 5: Participant Guide
Managing Objections: Gaining Commitment
Value Exchange: Gives & Gets
Action Grid: Expanding Account Impact
Final Project Submission: Account Plan Review
Live-Virtual Session 5: Module 5 (Zoom/Nov. 17) (80:04)
Additional Resources & Tools: Module 5
Value Exchange: Gives & Gets
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