Major Account Penetration Training Course

Most training and development focus for sales improvement revolves around skills related to new customer acquisition. But account management and penetration plans and skill sets for increasing the total lifetime value of an organization's existing business are often overlooked.

This class is designed to teach your sales team how to maintain and grow your company's existing accounts. It teaches them how to strategically align with the account contact to be seen as a business adviser in the respective area and how to schedule & conduct planned account review sessions. It provides strategic account management practices for up-selling, cross-selling, and reselling within key accounts.

We teach five strategies to your key account management team for enabling them to “upsell” to higher level decision makers, cross-sell to adjacent business units and to “down-sell” to procurement organizations. Have your account executive attend this class to get your organization better positioned for new sales opportunities and to protect your accounts from competitive threats.

Who Should Attend?

All sales team members responsible for account management or customer services including CEOs, sales leaders, inside sales, customer services, account managers, and anyone interested in learning how to maximize sales opportunities.