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Account Management Strategy 101: Your Guide for Success

The account management landscape looks much different today than it did just a few years ago. Competition has exploded, customers expect hyper-personalized service, and technology is rapidly changing. Account Managers (AMs) need new strategies to deliver results, or they’ll be left in the dust.

Here, we’ll cover what Sales Leaders need to do to set their Account Managers up for success in today’s environment. With the right mindset, strategies, and training under their belt, your AMs can thrive and drive revenue growth.

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Account Manager Training Courses: What to Expect

As a sales leader, are you looking for the best way to train your high-performing Account Managers (AMs)?

Do you worry that generic sales or customer service training won’t meet the needs of your AMs?

If so, you’re not alone.

That’s because AMs need specific training tailored to their role and responsibilities, not some out-of-the-box training. What’s even worse is that this one-size-fits-all approach to training generally assumes all AMs are at the same level and have the same skills. We know this just isn’t the case.

Account Managers play a critical role in customer retention and growth. Their specialized position straddles sales and service, focusing on strategic expansion within key accounts. Despite this, companies need to provide their AMs with adequate and role-specific training for their AMs.

For maximum impact, AMs need customized programs tailored specifically to their needs. The right training teaches the mindset and capabilities needed to uncover customer challenges and demonstrate continual value.

Article

An Overview Of Account Management Training

Are your Account Managers (AMs) equipped for success in today's complex sales landscape?

Account management has evolved, and so should their training.

Account Managers are vital players in growing and retaining revenue from existing customers. Unlike traditional sales reps focused on hunting new business, Account Managers are tasked with farming and cultivating current accounts to uncover expansion opportunities.

However, many organizations still treat Account Managers like any other salesperson – with quotas, territories, and a mandate to aggressively sell. This outdated approach sets Account Managers up for failure, given how much the buying environment has changed. With more stakeholders involved and sky-high buyer expectations, a more consultative, customer-centric mindset is required.

Account managers need specialized training to adopt an Other-Centered® perspective and execute the unique objectives of their role. The Other-Centered mindset focuses on deeply understanding the customer's needs, challenges, and goals rather than taking a sales quota-driven approach. It enables Account Managers to build trust and strengthen relationships.

And that is what AM training desperately needs.

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What Is A Key Account Manager?

Customer expectations are at an all-time high – being an order-taker won’t cut it these days. In the same breath, poor customer service in this role will have customers high-tailing it off to a competitor. Customers want a trusted advisor who can walk with them in lock-step as they navigate their business needs. A Key Account Manager (AM) is that person.

A Key AM plays a critical strategic role focused on managing and expanding relationships with a company’s most valuable customers, also known as key accounts. They serve as the primary point of contact and liaison between the company and key clients.

Their core mission is to maximize sales opportunities and revenue growth from these key accounts while ensuring continued loyalty and business – it’s no small feat.

Article

What Does An Account Manager Do?

When asked what an Account Manager (AM) does, the plain-jane answer is, well, they manage accounts.

And while that answer is logical and incredibly simplistic, it’s not entirely accurate. Sure, most AMs can offer a bare-bones relationship that is purely transactional, but this leaves a lot of money on the table and worse, displeased customers. With customer expectations at an all-time high, AMs are called to be so much more than that.

Here is a generalized breakdown of the basic activities an Account Manager typically does:

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Account Management Strategy 101: Your Guide for Success

Account Manager Training Courses: What to Expect

An Overview Of Account Management Training

What Is A Key Account Manager?

What Does An Account Manager Do?

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Account Management Strategy 101: Your Guide for Success

Account Manager Training Courses: What to Expect

An Overview Of Account Management Training

What Is A Key Account Manager?

What Does An Account Manager Do?

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