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.

7 ppl

On average 7 people are involved in the decison making process

less costly to retain a customer than acquire a new one

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. 

Sales Tools That Simplify Complex Account Management

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

Build account blueprints - analyzing and prioritizing business opportunities.

Move upstream and gain access to key stakeholders.

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

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.

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.

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

Opportunity Map

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

Relational Map

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

Insight Map

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

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.

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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.

Customized

The power of strategy is in the tactics.  This is why the program is built on real-world applications.  From the very beginning of the workshop, we start with your real accounts and your real opportunities and finish with a personalized plan and playbook to execute and generate results. 

Low content – High application

Every tool is customized and 100% relevant to your account management team and every lab is built around your customers.

Simplified framework

Execution requires clarity.  The framework for this program is not exhaustive but built to simplify – focusing on the four maps, and corresponding capabilities, required to successfully grow and defend strategic accounts.

SAM

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

SAM

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

Other-Centered® Foundation

Customized

Low content – High application

Every tool is customized and 100% relevant to your account management team and every lab is built around your customers.

Simplified framework

Execution requires clarity.  The framework for this program is not exhaustive but built to simplify – focusing on the four maps and corresponding capabilities required to successfully grow and defend strategic accounts.

Which roles do we serve?

ASLAN provides Strategic Account Management training for: 

Key Account Managers

Account Managers

Customer Success Managers

“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?

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. 

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.

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

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.