Lesson notes, exercises, downloads, and recommended reading are below the video. On mobile, the video will rescale when you play it.


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

source

What is BIG DATA? And introducing the 3 (or 5) V’s
Daniel Pink: To Sell is Human
The Miller Heiman Strategic Selling Methodology
Sollution Selling: Neil Rackham’s SPIN Selling
Mary Kay Ash: The Mary Kay Way of Selling
Dale Carnegie: How to Win Friends and Sell to Them
The Complex Sale: 101
Sales Optimization: Upselling, Down-selling, and Cross-selling
Pricing and Fear of Price
The 1-2-3 of a Successful Written Sales Proposal
What is Corporate Social Responsibility (CSR)?
Cold Calling to Get a Sales Appointment
The Disney Creativity Strategy: The NLP Way to Test Ideas
You Need a Sales Strategy: Which One?
How to Qualify Your Sales Prospects
What is the Sales Funnel?
5 Components of a Powerful Sales Attitude
Sales Success Tips: Sales Do’s & Don’ts
Master Selling: Why People Do and Don’t Buy
After-Sales Activities [Sales Process Part 9 of 9]
Seeking Commitment – Closing the Sale [Sales Process Part 8 of 9]
Handling Objections to the Sale [Sales Process Part 7 of 9]
Presenting Solutions [Sales Process Part 6 of 9]
Diagnosis: Diagnosing the Customer’s Need [Sales Process Part 5 of 9]
Opening the Sales Meeting [Sales Process Part 4 of 9]
Sales Meeting Rapport Building [Sales Process Part 3 of 9]
Pre-Sales Activities [Sales Process Part 2 of 9]
Sales Prospecting [Sales Process Part 1 of 9]
The Sales Process – a Summary of the 9 Step Selling Process
Cognitive Reappraisal: How to Control Negative Thoughts
What is Advertising? And What are its Benefits?
What is A/B Testing? …and Split Testing?
What is Customer Relationship Management (CRM)? …And How to Use it.
What is the Customer Journey? And How to Visualize it
What is Diamond Feeback?
What is the Marketing Channel Mix? Promotion Channel Strategy
What is a Customer Persona? …or Buyer Persona or Marketing Persona
What is a Brand Marketing Plan?
What is a Brand Strategy?
What is Brand Management?
Cultural Web: Johnson & Scholes on Where Culture Originates
The Agile Organization
Adhocracy Organizational Model
Cog’s Ladder of Group Experiences – Team Development

Mike Clayton

About Mike Clayton 

Dr Mike Clayton is a (former) Project Manager and now a management educator. Having trained thousands of people at live workshops, seminars, and conferences, he now delivers training mainly via video. He has 14 books with international publishers and runs two successful YouTube channels. He is also the founder of OnlinePMCourses.com

Leave a Reply

Your email address will not be published. Required fields are marked

{"email":"Email address invalid","url":"Website address invalid","required":"Required field missing"}

Never miss a good story!

 Subscribe to our newsletter to keep up with the latest trends!