How do you protect and grow your key accounts?

Strategies to protect and grow key accounts – a total solution

The combined delivery of Strategic Selling® and Large Account Management Process® (LAMP) programmes provides a comprehensive process to pursue opportunities within key accounts while managing and improving the overall account relationship.

For sales professionals responsible for managing accounts, this workshop offers a framework to manage both the opportunities and relationships for these customers. The compressed timeline of the combined programmes reduces participants’ time away from the field, but still effectively teaches them how to develop both long-term plans for strategic accounts and targeted plans for pursuing the important opportunities within.

For existing account relationships, LAMP® provides a framework to document long term plans and uncovering resources to gather additional account information. This programme enhances relationships between multiple contacts in both the buying and selling organizations to better understand the position with the customer, recognize trends and opportunities and shift relationships from vendor to strategic partner.

Incorporating Strategic Selling® provides visibility into each of the sales opportunities within strategic accounts. This involves first identifying all key players in the customers’ organization, understanding each player’s degree of influence and their reasons for buying and uncovering essential information. Participants will learn to evaluate their competitive position, differentiate their company by leveraging its unique strengths and develop comprehensive action plans to address the business and personal motives of each individual in the client organisation.

Participants will learn to focus time and energy on those customers willing to engage in long-term relationships and gain a common process and language for allocating resources to advance sales opportunities.

Choose Strategic Selling® and LAMP® delivery option if your company is trying to:

  • collaborate across the enterprise to unlock the potential of strategic accounts
  • transition from vendor to strategic advisor status with strategic customers
  • reverse erosion and grow revenue within key accounts
  • improve profitability closing business in major accounts
  • secure approval from multiple decision makers
  • navigate the internal bureaucracy of customers and prospects
  • gain more visibility into the status of important sales opportunities
  • forecast revenue with greater accuracy
  • avoid being blind-sided by the loss of key clients

Customer relationship management (CRM) integration available. Clients who have integrated Strategic Selling® and LAMP® into their sales process see the best results when the process is reinforced. Learn how Strategic Selling and LAMP® Coaching, Conceptual Selling® and Strategic Selling® Funnel Management and LAMP® offer organisations an on-going method to support consistent process implementation.