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Strategic Account Management

Protecting & growing your most important relationships

Farmers Don’t Hunt

Most account managers do just that - manage the business.

They often react to needs and struggle to pursue the right people and total opportunity, and struggle to prioritize their time.

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On average 7 people are involved in the decison making process
        6x
less costly to retain a customer than acquire a new one
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Success Starts with the Customer – Not Your Strategy.

To grow, you need more than a new playbook and a strategic mindset. Success begins by equipping your team to better serve your most critical accounts. 

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Sales Tools That Simplify Complex Account Management

Each account and opportunity are unique. We are here to help account managers:

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Build account blueprints - analyzing and prioritizing business opportunities.

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Move upstream and gain access to key stakeholders.

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Shift from discovering product needs to uncovering the total account opportunity.

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Leverage the internal team and create effective win strategies

What is Strategic Account Management?

Strategic Account Management is a 2-day workshop with one mission – equipping sellers to effectively grow and defend target accounts. They will leave with a new framework for optimizing their time in every strategic account.

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What Will Sellers Learn with Strategic Account Management?

The program starts with an Account Blueprint framework, then equips account managers to build the four essential maps.

01

Account Blueprint

Develop an account playbook that ensures:

  • All steps are defined
  • Resources are allocated
  • Progress is measured
  • Responsibility is defined
  • A realistic strategy is in place to hit KPIs
02

Opportunity Map

Determine and rank opportunities and develop a strategic approach to managing accounts/territory.

03

Relational Map

Navigate complex political structure to identify key stakeholders, determine alignment, assess risk, and develop strategy to gain sponsorship.

04

Insight Map

Uncover organizational needs and lead executive level meetings by adopting a new discovery framework. 

05

Value Map

Effectively create win strategies & position recommendations that influence organizational change.

Want the full curriculum?

Download a complete guide to the Strategic Account Management curriculum.

DOWNLOAD NOW
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What Makes Strategic Account Management Different?

We make the strategy of account management tactical.

Other-Centered® Foundation

Every framework, tool, and strategy are built on the idea that our role, as account managers, is ultimately to serve the customer. With that mindset, sellers are more motivated to grow their accounts and customers are more receptive to investing in the total solution.

SAM
Other-Centered® Foundation  Customized Low content – high application Simplified framework
SAM
Other-Centered® Foundation Customized Low content – high application Simplified framework

Which roles do we serve?

ASLAN provides Strategic Account Management training for: 

Key Account Managers

Account Managers 

Customer Success Managers

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“I have accounts that are very large and difficult to manage.  This has shined a light on ways to move forward in these daunting accounts. I now realize I have a shot."

What Sales Training Formats Are Available?

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Onsite

Classroom delivery is an immersive training experience where hands-on learning is the name of the game. Role plays, group discussions, and interactive activities help reps shift their mindset and accelerate change. 

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Virtual

Working with a remote salesforce? Virtual training is delivered with a live ASLAN instructor, where participants get the same classroom experience even if they are operating globally.

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Train the Trainer

Already have internal resources in place? Our content can be packaged, and with our three-cycle certification process, your training team will be equipped to coach and drive change.

What are the Benefits of our Strategic Account Program? 

 

Higher ROI on the time invested in the field

 

Increase account share.

 

Reduce account attrition.

 

Motivate your account managers to move beyond their current relationships and serve the entire organization

Selling Power 2024

Sales Excellence Redefined.

Our methodology goes beyond traditional sales tactics by helping representatives connect with customers and understand their unique challenges. This authentic, customer-focused approach has consistently earned us recognition from Selling Power Magazine as one of their Top Sales Training Companies.

 
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The results speak for themselves.

4.9 out of 5 star Reviews
on Gartner Peer Insights

 

Aslan facilitated our two-day training and was extremely engaged with each attendee, well spoken, and able to personally connect with our team to better understand the services Aslan offers and how we implement it into our field of business.

Sales and Business Development
Construction Industry

 

Aslan has dramatically enhanced my sales career by equipping me with a customer-first mindset. It has provided practical strategies to help me foster genuine connections with prospects and clients. The servant minded leadership has helped me build trust with my clients, resulting in strong relationships and a huge boost in my sales performance. 

Regional Account Executive
Insurance Industry

 

Our team recently completed ASLAN's OCS training, and the impact has been nothing short of transformational. The focus on understanding the customer's perspective and needs has reshaped how our sales reps approach client interactions.

Product Management
Healthcare and Biotech Industry

 
Communication has provided a different perspective to the sales process. Organizationally, we are general managers over various processes of which sales is one aspect of my role. Having the coaching process helps me refine how we pursue our market.
 

General Management
Services Industry

Sales Training Trusted by Top Organizations

ASLAN Resources

Before you go, here are some resources to help you investigate our ideas and approach.

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Schedule a Consultation

ASLAN offers workshops, training sessions, and tailored solutions for sales reps, sales leaders, learning professionals, call centers, and more.

Fill out the form below, and a member of our team will reach out within 24 hours (Monday–Friday).

Let us know how we can support you—we’re here to help!

Have questions? Watch our CEO, Tom Stanfill, answer frequently asked questions below.

Let's Talk