Overview
For Your Objective
For Sales Professionals
For Sales Managers
By Type
By Topic
Overview
Sales Training Sales Consulting Sales Coaching Subscription-Based Sales Training RAIN Group Self-Study+ Sales AssessmentFor Your Objective
Fill the Pipeline Lead Sales Conversations Transition to Insight-based Selling Increase Win Rate Succeed Selling Virtually Win Major Opportunities Develop Sales Managers Coach Sales Reps Grow Your Accounts Improve Sales Margins Increase Sales Productivity Reach Executive-Level Buyers Full Sales Training CurriculumFor Sales Professionals
Consultative Selling Insight Selling Strategic/Key Account Management Sales Prospecting Winning Major Sales Sales Negotiation Productivity Virtual Selling Selling to Senior ExecutivesFor Sales Managers
Sales Management Sales Coaching Productivity Coaching for Action & AccountabilityOur Approach
Sales Transformation Revolutionizing Training Delivery Assess Your Team Virtual Training Sales Training Reinforcement Train the Trainer Online Training for Individuals & Small TeamsBy Type
Blog White Papers Research Books Sales Tools Videos Webinars Assess Your Sales Skills Online Training for IndividualsBy Topic
Consultative Selling Insight Selling Productivity Opportunity Management Sales Management Sales Negotiation Sales Prospecting Strategic Account Management Virtual Selling Sales TrainingClient: Woodard & Curran
Industry: Engineering
Services: Assessment, Strategic Account Management Consulting and Training
Woodard & Curran is a top-tier engineering, science, and operations company. As the firm grew and expanded the diversity of its offerings, they faced the challenge of maximizing value for clients across their full set of capabilities. They saw a great opportunity to grow accounts, but knew they needed a specific and focused effort or the promise of expanding work with existing accounts would not materialize.
Woodard & Curran engaged RAIN Group to help implement a strategic account management process and build strategic account management skills among their professionals and business development team. RAIN Group:
After implementing RAIN Group’s strategic account management process, Woodard & Curran saw significant growth in the named strategic accounts associated with the program. Through the recession, the 4-year compound annual growth rate (CAGR) of Woodard & Curran was 7% across the board. However, in the named accounts where RAIN Group’s strategic account management method was applied, the 4-year CAGR was a whopping 110%.
In a single account alone, sales grew from a quarter of a million dollars to $3.5 million as a direct result of implementing the strategic account plan.
The results of the strategic account management program were so strong they were featured at the Strategic Account Management Association’s (SAMA) national conference.
- Dave MacDonald, Partner and Vice President of Account Management, Woodard & Curran
Download our free report to learn 5 areas where top performers excel and what they do to enjoy significant account and revenue growth.
Take the first step to learn how Strategic Account Management training can help you increase revenue through growing existing accounts.
© 2024 RAIN Group