Account Management: What is Account-based Selling?
A lot of business-to-business selling is strategic. It is not a one-off or tactical endeavor. It is likely that you will want to maintain and build your relationships over the months and years to come. Managing this ongoing relationship is called ‘Account Management’. The goal is to win sales now AND prepare the ground to win even more in the future.
The Book of the Course!
Sales Skills: A Management Courses Introduction
This book gives a broad introduction to the topic, for managers and professionals who don’t want or intend to specialize in sales and selling. And as a fast start for someone needing to make a start in selling, for whatever reason.
Get the kindle Exclusive book from: https://geni.us/TL5BKeD
Watching this video is worth 2 Management Courses CPD Points*.
🔎 See below for details
Sales and Selling Skills
This video is part of course module 8.4.3
Program 8: Managing Customers and Clients
Course 4: Sales / Selling Skills
Section 3: Selling Techniques
Other videos in this section include:
🎬 You Need a Sales Strategy: Which One? https://youtu.be/oOsZg7tQcII
🎬 Cold Calling to Get a Sales Appointment https://youtu.be/WKL1IcRZzLk
🎬 The 1-2-3 of a Successful Written Sales Proposal https://youtu.be/WSQkW0MrFPE
🎬 Pricing and Fear of Price https://youtu.be/Sp6NTiFtzQE
🎬 Sales optimization: Upselling, Down-selling, and Cross-selling https://youtu.be/hBmriRpdWkc
🎬 The Complex Sale: 101 https://youtu.be/7ZelzJSnu8A
LESSON NOTES
Account management is a long-term process of building a relationship with prospects or customers so you can identify and capitalize upon opportunities to sell your products or services and maximize retention, cross-sell, and upsell opportunities.
The Key Elements of the Account Management Process
1. Strategy
2. Portfolio
3. Account plan
4. Relationships
5. Systems
6. Process review
RECOMMENDED EXERCISE
Do you take part in Account-based Selling or Account management? If you do…
1. What does your organization do regarding each of the 6 aspects of account management in this video? (6 MC CPD Points)
DOWNLOADS
Free Resources
🧰 CPD Tools – https://gum.co/MC-CPD
Paid resources
🧳 Management Courses Onboarding Kit – https://gum.co/MC-ObK ($3)
RECOMMENDED READING
There are many books that introduce sales and selling. These are the ones I have, and can recommend:
📖 To Sell Is Human https://geni.us/L2EQmt
📖 The Only Sales Guide You’ll Ever Need https://geni.us/AEAVD5
📖 The New Strategic Selling https://geni.us/Zt2Z9n3
📖 SPIN Selling https://geni.us/Ir5xu
📖 The Psychology of Selling https://geni.us/AjR8AA
⭕️ Links to our book recommendations are affiliated through Amazon and help support our free videos
Managers Need a Basic set of kit to do your job well. Here are my top recommendations: https://kit.co/MikeClayton/manager-s-work-kit (the links are affiliated)
MANAGEMENT COURSES CONTINUING PROFESSIONAL DEVELOPMENT (CPD) POINTS
You can record your Management Courses CPD points on our free, downloadable CPD record log.
📓 Download it at: https://gum.co/MC-CPD
Each video has two levels of MC CPD points. For this video:
– If you simply watched the video, record 2 MC CPD points
– If you also carried out all of the recommended exercises, score a total of 8 MC CPD points
CHAPTER MARKERS
00:00 – Account Management
00:37 – Definition of Account Management
00:58 – Key Elements of Account Management
01:17 – Strategy
01:42 – Portfolio
02:17 – Account Plan
02:43 – Relationships
03:50 – Systems
04:04 – Process Review
04:33 – Summing up
#ManagementCourses #Sales #AccountManagement
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