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

Territory & Account Management

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

Latest Leadership Posts

Feb
12

How Effective Leaders Correct Good People Back to Success Continue Reading

Jan
29

Effective Leaders Invest in Equipping Their People to Succeed Continue Reading

Jan
15

The Top Twelve Body Language Mistakes People Make – Part 2 Continue Reading