Territory & Account Management – B2B Sales Essentials℠, B2BSE-10

Session Length: 5-8 hours* | Target: All staff, all Levels | Prerequisites: B2BSE 1-9 helpful but not required | Delivery: taught live or webinar

Successful B2B sales professionals manage their accounts and territories much like a top wealth manager manages a portfolio. They are continually working on plans to expand account relationships to build mutually profitable business. They correctly assess relative account value and adjust their time, efforts, and resources according to a combination of an account’s current volume plus its future potential.

• Topics in Territory & Account Management include:
  • Possessing the Requisite A&T Management Skills
  • A-B-C Account Profiling
  • Prime, Growth, & Marginal Account Management Strategies
  • Fundamentals of Account Management
  • Using Non-Traditional Solution Selling Methods
  • Understanding Account Roles and Players
  • Performing Periodic SWOT Analyses
  • Effective Territory Management
  • *Workshops for Account Classification and Planning