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Online Sales Training

Account Management Training

Closing the initial sale does not mark the end of a salesperson’s work. The next stage involves effective and strategic account management that is not just reactive. Sales managers need to be proactive – ensuring they don’t give the competition a chance to move in on existing customers. Organizations that have a renewable contract relationship with customers must maintain the original value expectation of customers when it comes time for a renewal. Account managers that train with Funnel Clarity learn the techniques required for proactive account management.
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Sales Account Management Training to Expand Existing Business

Proactive Value Creation

Keeping a customer and expanding existing business is more profitable and easier than continuously pursuing new accounts. Where organizations fall short is when sales account management is merely a reactive effort, responding to complaints and inquiries. The missed opportunity for proactive value creation, cross-selling and upselling opportunities can be detrimental to keeping competition at bay. At the time of the original contract, the expectation and definition of value between sales professionals and prospects may no longer be true. Organizations evolve, industries shift, and new factors are introduced. Change is the engine of opportunity — and strategic account managers recognize that change can uncover cross-sell or upsell opportunities that redefine the expectation of value. We understand the most common pitfalls and have built account management sales training materials that help organizations overcome them and enhance client management experience.

Course Curriculum: Box Out the Competition©

Course Introduction

15 minutes

The course begins with an overview of what to expect, reflection on the common pitfalls of upselling and renewals and a framework for daily practice.

Section 1: Decision Roles

30-45 minutes a day for 1 week, self-paced.

Identifying Decision Makers, the role they have in the renewal or expansion opportunity is a key to selling/renewing with existing customers and maintaining customer satisfaction. This section explores buyer roles in the decision process, what makes each role different and why it matters to selling/renewal strategies.

Section 2: The Customer Decision Journey

30-45 minutes a day for 1 week, self-paced.

Research has shown that buyers move through distinct/recognizable stages as they consider a purchasing decision. This section examines the stages of this journey from the buyer’s perspective during a renewal and when considering adding new products/services, the specific skills that a successful seller will use at each stage, the strategic sales objective of each stage and how to best serve as a “decision coach” throughout the renewal/expansion process.

Section 3: Attentive Listening

30-45 minutes a day for 1 week, self-paced.

This section teaches the underleveraged management and communication skills associated with attentive listening and how they form the surest and fastest method for establishing a “decision coach” relationship.

Section 4: Question Types

30-45 minutes a day, self-paced. All sections 3-weeks total.

This section emphasizes the importance of what triggers certain kinds of questions and what to listen for from buyers’ answers. It explores the hierarchy of different question types and teaches when each type of question is most appropriate, what to do with the answers the seller hears and how to employ questions as the primary tool of persuasion.

Section 5: Call Planning

30-45 minutes a day, self-paced. All sections 3-weeks total.

Call planning requires preparation and strategy. This section provides a clear framework for you to create value on your renewal and expansion sales calls with an emphasis on the buyer. This approach helps you maintain call control, professionalism and momentum throughout the opportunity.

Certificate of Completion

Certificates are valid for 2 years.

Get a social media-friendly Certificate of Completion validating your successful achievement of learning how to create barriers to the competition, renewing more business and growing your accounts as a key account managemer.

Reinforcement

1 hour a week for 4 weeks, self-paced.

These subsequent four sections offer review of the Box Out the Competition© content and include additional assignments and tests to continue on your path to mastery.

This course includes:

  • Video-icon 16+ hours of mixed media content
  • Articles-icon 60+ practice opportunities
  • Star-icon Certificate of Completion
  • Life-line Access to Experts
  • Web-icon Online reinforcement included
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Account management training helps sales professionals:

  • Build an expanded network of contacts at each account.
  • Proactively position renewals long before the renewal date.
  • Consistently create value for existing accounts.
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Box Out the Competition©

Active sales account management ensures you don’t give the competition a chance to move on existing customers when it's time for contract renewal. Account management sales training participants will learn how to proactively assess change in the customer’s organization, proactively create value and nurture a wide network of customer contacts. Further, key account managers will learn how to conduct seamless hand-offs to fulfillment teams, agreeing on the definition of success and customer expectations. Clients that have completed account management training with Funnel Clarity experienced a 55% increase in customer retention, a 112% increase in upsell opportunities and a 75% decrease in missed hand-offs.

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Interactive Online Account Management Training

Account Management training with our online platform is impactful for sales professionals and insightful for sales leaders. Gain insight into each team member’s participation, completion, comprehension and engagement with course material. Team member’s can interact in group exercises and discussions to increase continuity across the organization.

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increased customer retention
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decrease in missed hand-offs
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increase in upsell opportunities
We love our clients because they become long-term partners:
eclerx
omc
netsuite
hp
legalzoom
sageintacct
secom
carnegie learning

Frequently Asked Questions

Who can benefit from account management training?

Account management training is a valuable investment for organizations seeking to enhance the skills of their account management personnel and drive sales growth through improved customer relationships. In general, anyone responsible for managing customer accounts or growing their business through customer relationships can benefit from account management training. These include but are not limited to sales professionals, account managers, and business development managers. 

What are some topics typically covered in account management training?

When committing to a sales and account manager training course, teachings focus on managing customer relationships and growing key accounts. At Funnel Clarity, we provide numerous practice opportunities to hone in on the topics that will help serve your needs best. These topics include:

  • Relationship building
  • Account planning and strategy
  • Needs assessment and analysis
  • Value propositions and differentiation
  • Cross-selling and upselling
  • Negotiation
How long does account management training usually last?

The duration of account management training can vary. At Funnel Clarity, our training includes 16+ hours of mixed media training with more than 60 practice opportunities. These can be completed alongside your schedule when it makes the most sense for you. Funnel Clarity can also deliver on-site training for companies that prefer an in-person experience. We recommend spreading training over several weeks or months to immerse yourself and gain the most significant insights fully.

Account management training should be flexible and customizable to meet the specific needs of the trainees and the organization. It's important to note that this training is not a one-time event but rather an ongoing process. It may be necessary to provide additional training and coaching to reinforce key concepts and ensure the trainees can apply what they have learned in their daily work.

Can Funnel Clarity's account management training course be customized for my company?

Yes, Funnel Clarity can customize its account management training course to meet your company's specific needs and goals. The training content and format can be tailored to the unique challenges and opportunities of your industry, customer base, and sales team.

Our team of experts will work closely with your organization to understand your specific needs and objectives and develop a training program that addresses them. We can help your sales team develop the skills and knowledge necessary to build strong, long-term customer relationships and drive sustainable growth for your organization.

What Our Clients Say

Mid-Size E-Learning Provider
Shannon R.

I have been through many training programs in my career, and Funnel Clarity is at the top of them. I love webinars and additional information they provide throughout the year.

Fortune 100 Software Company
Lauren L.

Funnel Clarity's hands on, professional and personalized approach with our team had us fully engaged. Funnel Clarity helped our team implement a unique, effective sales approach with skills that I will continue to use throughout my career.

Mid-Market SAAS Company
Yinet M.

Great training; easy to grasp and implement into your sales program and measure results.

Small Software Company
Ryan S.

Great company done and great trainer. I was impressed with the upfront level of interaction and planning for the training session. What was great was that they told the time to understand our business and base line metrics prior to planning the training session. The session was relevant and I saw an immediate acceptance and adoption by the team.

Mid-Size Biotech Company
Jim K.

As a sales professional and sales manager Funnel Clarity has made myself a better prospector, a better manager and more importantly a better consultant to my customers. Great content presented with passion and conviction.

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