• SAM as Coach They’ll learn a proven process for strategic account planning … www.iccaworld.com Strategic Account Management: Concepts and Implementation for CEO’s and Senior Executives 45th ICCA Congress & Exhibition Tuesday 31 October 2006 International Congress & … of companies believe they should be generating at least 25% more revenue from their strategic accounts. Our Strategic Account Management program will give your team the knowledge, skills, tools, and action plan they need to tap into this opportunity and grow your key accounts. We see companies leaving account growth opportunities on the table every day. Who is most likely to succeed in an account management role? Our Strategic Account Management training teaches your team how to find, coordinate, and connect with key buying influencers across an organization, and foster those relationships for the greatest success. research studies, it’s clear that companies know there is significant opportunity to grow sales with existing accounts. Once you’re in, you’re in: A SAM-tested process for expediting human interactions to acquire invaluable customer knowledge. >>. Strategic negotiations 6. For custom virtual training, contact cusimano@strategicaccounts.org. Chicago, IL 60606 To help establish a process for growing their existing accounts, they brought in RAIN Group. Leading a multi-functional team 5. Go Deeper and Wider to Protect and Grow Strategic Accounts Major Account Planning provides account managers with a repeatable and practical methodology for winning more business in strategic … Improve new hire ramp-up. Business Strategy Certification Brightens Careers. SAMA’s Certified Strategic Account Manager (CSAM) program provides participants with the skill set, mindset and frameworks to build lasting growth with your company’s most important customers. Drive Value: The best strategic account managers grow accounts … This can make a key account management certificate holder a competitive job candidate for account management … Having a competitor steal an account or win business you should have is a frustrating experience. Critical account managers skills 2. Your team will learn to: We take a blended approach to learning that results in real behavior change. Business Strategy Specialization (University of Virginia) In this specialization, you will learn about … The Large Account Management Process – also known as LAMP® - helps sellers plan and manage strategic account relationships. lll Where do the skill gaps in your team lie? Strategic Account Management Learn the sought-after skills required to effectively maintain, retain and grow existing enterprise partnerships and customers. Accelerate your results with our 90-day execution assurance process—the key to ensuring sellers are held accountable, change happens, and training generates maximum ROI. Value-Focused Engagement (Planning to Engage™), Opportunity Planning and Management (Planning to Win™), Strategic Account Planning and Management (Planning to Grow™), Strategic and Key Account Coaching and Review, SAM Collaborative Leader-Coach™: How to elevate coaching to create impactful and engaging conversations, Collaborative Planning with Strategic Customers™, Business Realignment and Strategic Planning Workshop (customer-facing), Designing and Delivering the Virtual Sales Conversation. In fact, Top Performers in strategic account management experience significantly greater revenue growth, profit growth, and year-over-year client satisfaction. The #1 priority cited by sales leaders in the year ahead is increasing business with existing accounts. Our partners can co-develop with you virtual training to match your current organizational needs. We have a complete Strategic Account Management online learning program. The management of customer relationships is essential to the function and success of any business. "RAIN Group helped us accelerate our strategic account management process. Based on results from our Top-Performing Sales Organization and Top Performance in Strategic Account Management research studies, it’s clear that companies know there is significant opportunity to grow sales with existing accounts. Vice President Market Development, Hitachi Solutions, Sales Training for Individuals & Small Teams, Strategic Account Management Consulting & Advisory, RAIN Selling: Foundations of Consultative Selling, Insight Selling: Advanced Consultative Selling, Click here to download the program overview. We take a modular approach to curriculum development and build programs for the types of sales situations your sellers face, whether it be primarily virtual selling (Virtual Strategic Account Management) or face-to-face. Our programs include a mix of delivery options and components, including: Bring strategic account management training on site with live workshops for sellers, account managers, and sales managers. The focus of these workshops is on core strategic account management skill–building. Key metrics include: Click here to read the full case study. They’ll learn a proven process for strategic account planning that will allow them to systematically review and grow their accounts. Yet few are able to turn that opportunity into account growth reality. We’ll certify your delivery staff so you can deliver training on an ongoing basis. Know the Players inside the Strategic Account. What Strategic Account Management is, and how best-in-class organizations are implementing it The crucial steps that must be taken to make your account management efforts successful How your reps … Topics include: 1. Strategic account management skills are key to retaining and growing profitable business relationships. Train a geographically-dispersed sales force. These workshops are conducted with the purpose of growing knowledge in strategic account management. Strategic Account Management is an advanced level sales course that helps sales professionals maximize revenue potential by taking a more strategic approach to account management. Take the first step to learn how our Strategic Account Management training can help you increase revenue through growing existing accounts. Creating and quantifying value for the C-suite 3. The Strategic Account Management Competency Model. Additional offerings for strategic account managers, Let SAMA be the connector for you, pairing your team’s training needs with our certification partners’ solutions. • Collaborative Planning with Strategic Customers™ The Certificate in Strategic Management provides you with the practical tools needed to plan and manage strategically in industry, government, and non-profit organizational activities. Our training gives your sellers the skills, knowledge, and tools to do this with the greatest possible success. 200 W Madison St. The Strategic Account Management training will help your salespeople master the art of organizing, managing, and growing their most profitable business accounts through well-defined, effective … ll. We’ll walk you through a strategic account planning process that will make your sales efforts more focused and productive by prioritizing the areas that will allow you to achieve the greatest key account growth success. Keep your sales training capabilities in-house. Industrial goods, SAMA training and certification, Strategic account management process. You can look at this link Global Certificate in Account Management This is from Miller Hieman , famous for their work on Strategic Selling. - Vice President Market Development, Hitachi Solutions. A great start to a marketing, finance or HR career after MBA and growing in it - both entirely depend on a demonstrated ability and promise for leadership in … We can help you design SAM processes and structures to capture these opportunities. The online version of this course will cover the same modules, but the format and timing will be adapted to suit the online training … • Business Realignment and Strategic Planning Workshop (customer-facing) Training is customized based on your SAM maturity, industry, company, and solutions. Strategic Account Management is tailored and contextualized for your business and the sales situations your sellers regularly face. Strategic account planning 4. • Opportunity Planning and Management (Planning to Win™) RAIN Group assessed skills to identify professionals’ strengths and weaknesses, developed a customized Strategic Account Management program, developed custom tools, and reinforced training through … Strategic Account Manager Certification (CSAM) SAMA’s Strategic Account Manager Certification program represents the highest mark of professional achievement for strategic account managers. The Strategic Account Management Training Programme will give your people the skills to: Make … Strategic account management (also known as key account management) is a process at the organizational level that goes beyond sales to encompass building strategic, mutually beneficial … We work with you to define and track the metrics that are most important to you (e.g., account growth, opportunity growth, profitability, etc.). The best strategic and key account managers outperform average ones by a factor of 3X. Reinforce skills. These workshops are offered either individually or in combination with others. • Strategic Account Engagement Jumpstart Strategic Account Management Association (SAMA) Certification The Strategic Account Management Association (SAMA) exposes companies around the globe to tools, methods and processes that … • Business Simulation Immersion Increasing business with existing accounts is the #1 priority for sales leaders in the year ahead. • Designing and Delivering the Virtual Sales Conversation Nothing will put a strategic account at greater risk … of companies believe they are ineffective at maximizing sales to existing accounts across capability areas. By Saleh Al-Ben Saleh, Strategic Account … That’s why we created Strategic Account Management, a self-paced online sales training course to help you turn account growth opportunity into account growth reality. In order to grow our revenue in existing accounts we need to identify new relationships, new buying centers, and provide fresh compelling insights and ideas. Account Management for Sales Let SAMA be the connector for you, pairing your team’s training needs with our certification partners’ solutions. Our learning system ensures that training is reinforced over time. This certification from the Association of International Product … Let SAMA be the connector for you, pairing your team’s training needs with our certification partners’ solutions. For private groups, our partners can offer the below virtual training on a schedule that works for you. info@strategicaccounts.org, 2020 © All Rights Reserved. Customize lessons and environments for your company. Among our key findings are that Top Performers in Strategic Account Management have strategic account managers who: 1. The below detailed agenda is for the face-to-face format. The SAMA Academy runs eight exhaustive workshops. For private groups, our partners can offer the below virtual training on a schedule that works for you. How many of your accounts are buying everything they should from you, across all of your capability areas? We train and certify SAMs, KAMs and GAMs to develop the skills they need to co-create sustainable, long-term value … From job aids and tools to online learning, email reinforcement, and coaching, we achieve a 94% uptake on learning so skills are learned and applied. Don’t see exactly what you’re looking for? Our assessment tools allow us to develop a curriculum that best suits your needs. • Strategic and Key Account Coaching and Review Agenda of the Strategic Account Management in Pharma course. Selling to existing accounts is one of the biggest untapped opportunities for revenue growth. ", White Paper: Competencies of Account Managers, 6 Strategic Account Management Roles Every Company Needs, Want to Grow Sales? >>, Strategic Account Management online learning program, 110% year-over-year growth in the named accounts where RAIN Group’s strategic account method was applied, Sales grew from $250,000 to $3.5 million in a single account. You'll learn how to identify and create new opportunities within your accounts, develop enterprise-level relationships, and protect accounts … • Value-Focused Engagement (Planning to Engage™) And contextualized for your business and the sales situations your sellers regularly.! A blended approach to learning that results in real behavior change Academy runs eight exhaustive workshops your people skills. Profit growth, profit growth, and tools to do this with the greatest possible success will give people! Needs, Want to grow sales where do the skill gaps in your team strategic account management certification... 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