Growing existing accounts is one of the most profitable ways you can increase sales starting now. Top performers in strategic account management experience significantly greater revenue growth, profit growth, and year-over-year client satisfaction than the rest.
But the path to get there isn't always clear. 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.
You'll learn how to identify and create new opportunities within your accounts, develop enterprise-level relationships, and protect accounts against competitors. Plus, you’ll get access to the Strategic Account Planner, a practical tool to accelerate account growth.
Imagine: no more missed opportunities. No more competitors stealing business from right under your nose. Strategic Account Management gives you everything you need to systematically grow your accounts.
Click to watch a preview of one of the lessons >>
When you become a member of Strategic Account Management online, you get a proven process for maximizing revenue in your existing accounts to use for years to come. After completing the course, you’ll be able to:
Companies that grow accounts consistently don't do it by chance. They do it systematically. In this lesson, you're introduced to a proven and repeatable 5-stage process that will allow you to:
If you want to grow your accounts systematically, you need a plan. In this lesson, you'll be introduced to the essential planning components to grow accounts with RAIN Group's Strategic Account Planner. You'll learn:
If you want to plan for increasing and communicating value, you first have to analyze the value that you provide your customers. In this lesson you'll learn:
Increasing the value you bring to the table is at the heart of our approach to growing accounts. The secret is to start with the right internal process for analyzing the value you can offer the account, and working collaboratively with accounts to do the same. In this lesson, you'll learn:
Even if you are not in a corporate leadership role, it's up to you to make sure that you know what your strengths are. You have to get the right people to work with you to build—and execute—the best account growth plan.
There are eight distinct strategic account management roles that must be played. In this lesson, you'll learn:
Account research is an essential component of the account planning process, often neglected by account managers. In this lesson, you'll learn:
The more you understand your clients' common needs across different accounts, the more you can uncover what they actually are for each individual account. In this lesson, you'll learn:
Most corporate decisions average between 5 and 8 core decisions makers. How they influence the sales depends on their decisions roles. In this lesson, you'll learn:
Regardless of the business or emotional reasons for why people buy, buyers have personal preferences for how they like to buy. Successful account leaders map their selling approaches to the processes and psychology of buying. They "think buying first, selling second." In this lesson, you'll learn:
Most companies have multiple divisions, product and service areas, and industry specialists. Rarely do these companies tap their own resources to analyze all of the areas in which a company can add value to an account. Those that do are very good at leading what we call a Value Discovery Session.
In this lesson, you'll learn:
Once you've done the legwork of analyzing your account and all the value you can create for them, a pattern will likely form. Most plans can be summarized in an account mission: a brief statement that describes your strategic intent for the account. Internally, it serves as a rallying cry to bring the vision alive for your team. Externally, it helps you to sell that vision to the client.
In this lesson, you'll learn:
When the returns could be significant, simply picking up the phone or sending an email to start selling might not cut it. When you need to win and win big, you need Big Play Strategies. In this lesson, you'll learn:
Having a competitor steal a key account or win business that you should have won is one of the most frustrating experiences in sales. In this lesson, you'll learn:
Strategic account leaders are like entrepreneurs. They have a 'business' at a current revenue and profit level, and they need to get to a higher revenue and profit level. To do this, they need a plan to grow their sales and increase their buyers' loyalty.
In this lesson, you’ll learn:
Many account leaders are happy with the strength of their existing client relationships. However, for those that want to grow their accounts and penetrate them more deeply, they need a higher level of trust, partnership, access, and value exchange.
In this lesson, you'll learn:
"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."
"We've significantly increased our penetration and revenue in existing accounts."
Sellers, account managers, or client-facing staff who are responsible for managing and growing existing accounts or managing an account team.
All program content is available and accessible on-demand as soon as you sign up.
There are 15 lessons, each lasting approximately 20 minutes. When completed at our recommended pace of 1 lesson per week, you’ll finish the program within just 4 months.
If after completing the lessons you would like continued access to the program content and tools, you are welcome to stay subscribed as long as you’d like.
Lessons are available to view in text and video for your convenience and learning preference. The program tools and resources are also yours to download and keep to reference whenever you like.
Typical sales training programs cost thousands of dollars, require travel, and often teach you strategies that simply don’t work in the world of selling today.
Tuition for Strategic Account Management is $199/month, and you’ll be making an important investment in your career to achieve breakthroughs in your sales success. You’ll make this investment back many times over in just your first sale.
Please note that the program is a monthly recurring subscription. Once enrolled, your credit card will be billed automatically every 30 days until you notify us to cancel.
We think you’re going to find the program content compelling and the tools invaluable. If you don’t agree, notify us within your first 30 days of membership and we will be happy to refund your payment, no questions asked.
We offer discounted rates for groups of 5 or more. If you have a team that would benefit from Strategic Account Management or are interested in bringing the program on-site, contact us for more information at firstname.lastname@example.org or call 508-405-0438.