KEY ACCOUNT PLANNING
Class Description
Developing and maintaining loyal relationships with your most important customers is essential to delivering results. Using its fundamental understanding of what drives great relationships, Brookeside has created a two-day workshop to give client-facing personnel the skills to maximize results with their most important clients.
Who Should Attend
Individuals or teams selling a product or service.
“This class allowed me to see the world from my customers’ perspective for the first time. I will now focus on the benefit my client receives rather than the product I am selling – a big shift.”
Topics Covered
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Developing the building blocks of a great relationship
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Definition of a “key account”
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The process of translating the vision for a ‘key account’ into an action plan to realize that vision and produce the necessary sales results
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A framework for understanding what is important to the client
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A methodology for prioritizing accounts
Learning Objectives
Upon completion of the workshop, participants will have:
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Created an action plan for an individual account to produce the necessary results based on client feedback gathered using Brookeside’s SalesEquity.com
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An understanding of how to analyze a client’s business and a completed analysis on one of their accounts
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A prioritized list of their accounts