Lower the cost of selling and improve margins with a customer-centric account management strategy
Richardson’s Prosperous Account Strategy training program teaches a customer-centric approach that improves your team's ability to identify priority accounts, capture and analyze critical information, and develop a strategy to expand existing customer relationships. Participants learn to create value and find the white space in their accounts so that both the sales professional and the customer prosper.
For Who
Sales Professionals
Account Managers
Format
Instructor-led
Virtual instructor-led
Digital Learning
Blended Learning
Duration
1-Day ILT Workshop; Two 4-hour VILT Workshops; Pre and Post Digital Learning
Prosperous Account Strategy Training Program Overview
This training program focuses on developing six key competencies that empower your sellers to more effectively assess their key accounts and better strategize how to maximize opportunities for expansion and deeper engagement.
When your reps learn how to execute these account planning skills, their plans become dynamic, ever-evolving documents that ensure flexibility and customer-centricity.
Organize and Execute with the Prosperous Account Strategy Tool
The behaviors and best practices learned in the Prosperous Account Strategy Training Program are reinforced and embedded in your seller's flow of work with the help of Richardson's Prosperous Account Strategy Tool.
The Prosperous Account Strategy Tool is a Salesforce native, highly visual, and collaborative application designed to support all phases of the account planning process.
In the workshop, your team learns to create account plans directly in Salesforce. After the workshop, account managers and sales professionals use the application to support the ongoing execution of their current and future account plans.
Teams that regularly use the Prosperous Account Strategy tool improve performance because the tool helps them to better:
- Plan for maximizing value in an account
- Identify tactics for (further) penetrating an account
- Identify and prioritize opportunities for new business within the account
- Create a plan to achieve revenue and relationship objectives
- Navigate the decision-making politics within an account by leveraging visual tools
- Develop higher levels of relationship with account stakeholders
The video below provides a short overview of the tool in action.
Prosperous Account Strategy Training Program Business Benefits
Upon completing the Prosperous Account Strategy training program, your sales team will experience the following business benefits:
- Close opportunities with existing customers faster, generating revenue quicker than developing a new customer opportunity
- Reduce acquisition costs by expanding existing relationships
- Retain priority relationships by learning how to protect against competitive threats
- Focus on the best accounts by assessing relationships against clear criteria
