Relational Customer Account Management- B2B Sales Essentials℠, B2BSE-11

Relational Customer Account Management

Session Length: 8 hours | Target: All staff, all Levels | Prerequisites: B2BSE 8, 11 | Delivery: taught live or webinar

This module is the ideal follow-up to Module 10: Territory & Account Management, once your Prime, Growth, and Marginal account strategy has been implemented. Increasing technological change and globalization has depersonalized B2B sales relationships. Prospects and customer now complete much of the sales process before engaging the sales representative. This module teaches participants the skills to build and deepen relationships, which is crucial to long-term account success in the face of increasing competition.

    • Topics in Relational Customer Account Management include:
      • Relational versus Transactional Relationships
      • Possessing the Requisite Customer Relationship Building Skills
      • My Own Relationship-Building Tendencies & Risks (Self Assessment and Discussion)
      • Building a Relationship Action Plan with Prime & Growth Accounts
      • Mastering Horizontal Penetration in Your Accounts
      • Climbing the Empathy Ladder to Use Problems to Deepen the Relationship
      • Authentic Sales Conversations
      • Enhanced Relationship-Building Strategies
      • Conversational Closing

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