Account Management Skills for Sales
How to Create Value, Grow and Retain Your Most Important Customers
SAMA welcomes you to the Account Management Skills for Sales program that equips you, the new to role account manager and strategic sales professional managing large & important customers, with best-in-class account management process, principles & tools - enabling you to stand out and rise to the next level in how you engage, create value & grow with customers.
This is a highly interactive, blended learning, experience that combines live virtual and digital micro-learning to elevate, sustain and amplify business impact with the accounts you manage.
This course will run over a period of 8-9 weeks and participants are expected to invest approximately 3 days over the duration of the course.
Each participant receives;
- Access to the SAMA digital account based selling learning platform for 1 year
- Access to digital micro-learning videos for 1 year
- Digital/printable workbook that guides you through your learning journey
- Best in-class account management tools & templates
- Coaching guide (for you and your manager)
- Live-virtual workshop interaction with SAMA's leading practice account management faculty
- SAMA Account Based Selling certificate of completion/digital badge to use on your LinkedIn profile
Importantly, participants will have the opportunity to interact with peers, exchange Ideas, and share learnings with leading practice account managers through online, communities of practice & SAMA events.
The Strategic Account Management Association (SAMA) is a unique, nonprofit association focused on establishing leading practice strategic, key and global account management as a profession, career path and proven corporate strategy for sustained profitable growth.
SAMA is the organization recognized for enabling and developing best-in-class strategic account management practices and is devoted to developing, promoting and advancing global strategic customer-supplier value, collaboration and learning.
SAMA’s Members represent the world’s top companies – recognized for how they elevate engagement, create mutual value and grow profitably with their strategic customers.
Find out more at: https://strategicaccounts.org/
Course objectives:
By the end of this course you will be able to;
- Apply a foundational knowledge of best-in-class account based selling
- Discover and deepen insights into your customers business & key stakeholder needs
- Elevate engagement with relevant stakeholders
- Better align your companies solutions to the careabouts of your customer
- Communicate an effective, differentiating value proposition
- Develop & execute your account plan
- Accelerate growth with your customers
If you plan on registering 5 or more participants, please email us at [email protected]
Course Curriculum
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StartModule 0: Participant Guide (Download)
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StartWhy Account Management Matters (4:31)
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StartWhat Customers Want & What The Best Do Differently (4:36)
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StartAccount Selling Mindset: Value Creation Thought Framework (3:53)
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StartAccount Management Operating System Overview (6:00)
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StartLive-Virtual Session 1: Kick-Off (Zoom/Oct. 20) (83:21)
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StartKnowledge Check: Module 0
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StartAdditional Resources & Tools: Module 0 (4:17)
Your Faculty: Lead Facilitators & Coach
The Summit Group is a global sales performance improvement company. We build sales people into authentic business professionals. Since 1993, we’ve helped international clients in their value creation journeys and optimized their sales performance through consultancy and customized training solutions.
The Summit Group has accelerated leading companies’ distinguishing go-to-market execution in more than sixty countries. We teach sales organizations how to effectively develop unique business value for their customers, resulting in immediate revenue growth, increased customer loyalty, and elevated consultative relationships.
Our unique, pragmatic approach ensures distinction and differentiation through the delivery of business simulation skill-based training. We focus on consultative-based relationships, uncovering and developing customer needs and requirements, and building value-based solutions that leverage the organization’s value capabilities and directly align with customer needs.
Testimonials;
"This course helped me gain an excellent foundational knowledge of Account Management, and really launched my strategic selling to the next level" - Jack R