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Strategic Account Management Training

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How to penetrate, expand, and protect key accounts.

How many of your accounts are buying everything they should from you, across all of your capability areas?

Selling to existing accounts is one of the biggest untapped opportunities for revenue growth. In fact, Top Performers in strategic account management experience significantly greater revenue growth, profit growth, and year-over-year client satisfaction.

With RAIN Group Strategic Account Management training, your team will gain the critical skills and knowledge needed to turn account growth opportunity into account growth reality. They’ll learn a proven process for strategic account planning that will allow them to systematically review and grow their accounts.

Develop Enterprise-level Relationships

Develop Enterprise-Level Relationships

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.

Keep the Competition at Bay

Keep the Competition at Bay

Having a competitor steal a key account or win business you should have is one of the most frustrating experiences. Learn a process to craft strategies that neutralize, unseat, and protect your accounts from competitive threats.

Grow Existing Accounts

Grow Existing
Accounts

Increasing business with existing accounts is the #1 priority for sales leaders in the year ahead. Our training gives your sellers the skills, knowledge, and tools to do this with the greatest possible success.

Learning Objectives

With our core two-day instructor-led Strategic Account Management workshop, suite of online programs, and other components of the RAIN Group educational system, you and your team will be able to:

  • Build strategies for strategic account planning and management
  • Construct a strategic account team poised to maximize success
  • Lead value discovery sessions internally and with accounts for the purpose of value discovery, connection, and co-creation
  • Manage and expand key accounts once they become clients
  • Identify needs from the buyer’s perspective, strengthening and deepening your ability to create value in your accounts
  • Set the agenda and get your project to the top of the buyer’s priority list
  • Get the best results possible from your selling efforts
"RAIN Group helped us accelerate our strategic account management process. Our sellers spend a lot of time with existing relationships. 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. RAIN Group provided us a framework to penetrate new buying centers and bring new, big ideas to our clients."

- Vice President Market Development, Hitachi Solutions

Increasing Business with Existing Accounts – Huge Untapped Opportunity

62%

of companies believe they are ineffective at maximizing sales to existing accounts across capability areas.

#1

The #1 priority cited by sales leaders in the year ahead is increasing business with existing accounts.

76%

of companies believe they should be generating at least 25% more revenue from their strategic accounts.

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.

Yet few are able to turn that opportunity into account growth reality.

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’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.

How We're Different

Research-Based

Research-Based

Our Strategic Account Management training is fueled by decades of experience and our own primary research study, Top Performance in Strategic Account Management, in which we look at what companies with the highest account growth do differently than the rest.

Leaders in Strategic Account Management

Leaders in Strategic Account Management

We’ve conducted massive research on what makes for effective key account management, spoken at SAMA’s annual conference for 4 years running, and built a complete SAM online learning program.

Complete Learning System

Complete Learning System

Training is not our focus. Behavior change is. We have a complete learning system focused on real behavior change and results that includes assessment, program customization, and robust reinforcement to ensure that skills are learned and applied. Learn more.

Our Approach to Strategic Account Management Training

We take a blended approach to learning that leads to lasting behavior change and results. Our programs include a mix of delivery options and components, including:

3 Great Ways to Learn More

5 Keys to Maximizing Sales with Existing Accounts

5 Keys to Maximizing Sales with Existing Accounts

Download our free report to learn 5 areas where top performers excel and what they do to enjoy significant account and revenue growth.

DOWNLOAD NOW

Client Success Story

Hitachi Generates Additional $40M from Existing Accounts

Learn how RAIN Group helped Hitachi Solutions implement a process to grow existing accounts and generate more than $40 million.

READ THE CASE STUDY

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Learn More about Strategic Account Management

Take the first step to learn how our Strategic Account Management training can help you increase revenue through growing existing accounts.

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