Account Management Seminar

This is a five-day seminar that covers account management skills and techniques. The target audience for this training are account managers who are responsible for managing key or large Accounts. Account managers attending this training must attend the B2B Professional Sales Critical B2B Sales Activities Seminar and Managing B2B Opportunities Seminar before attending this training. Class size is limited to 12 students. Participants will need to have access to Account information while at the training.

Seminar Content

Day 1

Introduction to Account Management
The Account Management Model
The Account Plan
Account Relationship Profiling
Account Relationship Profiling Workshop

Day 2

Account Revenue Plan and Strategy Setting
Account Pipeline
Key Opportunity Management

Day 3

Marketing and Business Development Plan
Plan Workshop
Selling to Senior Executives
Trust Building Process
Selling to Sr. Executive Role-play

Day 4

Account Relationship Plan
Communicating, Executing and Tracking the Account Plan
Account Plan Presentation Workshop

Day 5

Account Plan Presentations and Feedback - Processes and Tools
Account Management Best Practices
Managing Account Competitor Intelligence
Seminar Feedback
Graduation

Seminar Materials

In addition to the B2B textbook, each student will receive the following:

Hardcopy of all materials presented and used in the seminar
Digital format of all materials presented and used in the seminar
The Trusted Advisor written by David Maister, Charles Green and Robert Galford
Certificate of completion at the end of the seminar

Event Logistics

The seminar will start at 8:30 a.m. and finish at 5:30 p.m. each day including the last day. Coffee breaks and lunch will be provided as part of the seminar registration fee. A separate area in the training room will be provided for participants to set up their computers. Internet access will be provided during the seminar. Students need their computers to complete several exercises. Participants are required to turn off their hand-phones during the seminar. There will be regular breaks and one-hour lunch, allowing students to check e-mails and messages. Students should plan to allocate one hour after each training day for review and completing evening assignments.

What graduates of the B2B Professional Sales Account Management Seminar have to say:

"The AM model is a great way to think about the cornerstones of my job and ties all the pieces of the seminar together. Thank you very much for the Trusted Advisor book it has changed my mind about how to build relationships"

— Peter, Houston

"This is my third seminar with B2B and Mr. Amlin. The content was excellent and the tools fantastic. Never a dull moment in 5-days. As the Guru says ...such excitement!"

— Wanchai, Bangkok

"The template for the Account Plan and the reviewing tools are excellent just what I was looking for."

— Joseph, Toronto

"Was great to be in training with other Account Managers. What was amazing was we the class gave us a common language in which to discuss issues facing most of us. I am much better prepared now to be a successful Account Manager. Thanks again."

— Janice, Tunis

B2B Professional Sales