The Ultimate Guide To Sales Account Management

If you are new to the Account Management role, or if you have never been through formal training on this topic, this course is for you.

DateVenuePrice
Wed 09 Oct 2019 9:30am - 5:00pm London
CCT Venues Barbican

CCT Venues Barbican

Address

  Aldersgate House, 135-137 Aldersgate Street, London EC1A 4JA

Telephone

  0207 776 4794

Located next door to Barbican tube station.  

Directions

Exit Barbican tube station and turn right.  Barbican CCT Venues is located next door but 1 to the tube station, on the corner of the road.  Download full details here.

Parking

There is an NCP car park only minutes away on Aldersgate Street near the Museum of London roundabout, which charges £3.50 per hour or £21 for  a full day.

There is an NCP car park  minutes away on Aldersgate Street near the Museum of London roundabout, which charges £3.50 per hour or £21 for a full day.

NCP provide the opportunity to arrange parking in advance - please see here.

Hotels

The closest hotels are:

Citadines Aparthotel, Barbican (3 minute walk on the same road).

Malmaison (4 minute walk)

Rookery Hotel (5 minute walk)

£520.00*

*Two delegates £480.00 per delegate.
All prices are exclusive of V.A.T.

Rated by 13 delegates

Overview

Account Management is a vital part of your business; happy customers bring not only repeat business but also referrals. A key question to ask yourself is ‘when was the last time we invested in the development of the Account Management side of our business?' - as there are different skills and processes involved in its management and development.

Whether you manage ‘key accounts' or ‘multiple accounts' this course seeks to broaden the sophistication of the view of the relationship, and take participants from being reactive service providers, to active ‘influencers / advisors' on the Accounts that matter.

This course highlights the importance of tightly structured and targeted Account Management activities – ones that can have significant impact on your businesses bottom-line.

What you'll learn

  • What our Accounts think and feel about the current service we provide; and what the business benefits of being pro-active really are

  • What Account Management ‘analysis' involves
    • the various types of analysis including Boston matrix, S.W.O.T etc.
    • how to continually assess the strength of the relationship
    • how to evaluate the ‘value' of the Account(s) to your business
  • The ‘ideal' Account Management methodology
    • approaching account planning through segmentation
    • prioritising and setting Account strategy
    • planning the development of Accounts or its management
    • managing the Account data, and using c.r.m. successfully

  • Current practice within your own business and the importance of garnering support and investment to make the most of the relationships

  • How to build stronger relationships with the ‘Key Accounts'
    • examining their world and their issues
    • how to add value to the relationship
    • influencing techniques that can be used to manage the relationship

  • How to build stronger relationships; and enhance the clients experience when dealing with your business

  • Understand how the decision makers think; learn what guides their thoughts in the buying process; know their personality profile; and learn how we can influence these factors
  • How to plan for the next three months after the course; and how to produce a comprehensive ‘personal action plan' that will assist you on your journey

Who is it for?

If you are new to the Account Management role, or if you have never been through formal training on this topic, this course is for you.

  • You want to understand the key elements of Account Management i.e. from planning through to engagement with your contacts. You will learn what the professional standards are, and how to manage the expectations of all your contacts
  • You want to look at a toolkit that can work for you, and take away tips and ideas for how to elevate your Accounts potential even further – but foremost develop the fundamental skills required to be successful in your role.
DateVenuePrice
Wed 09 Oct 2019 9:30am - 5:00pm London
CCT Venues Barbican

CCT Venues Barbican

Address

  Aldersgate House, 135-137 Aldersgate Street, London EC1A 4JA

Telephone

  0207 776 4794

Located next door to Barbican tube station.  

Directions

Exit Barbican tube station and turn right.  Barbican CCT Venues is located next door but 1 to the tube station, on the corner of the road.  Download full details here.

Parking

There is an NCP car park only minutes away on Aldersgate Street near the Museum of London roundabout, which charges £3.50 per hour or £21 for  a full day.

There is an NCP car park  minutes away on Aldersgate Street near the Museum of London roundabout, which charges £3.50 per hour or £21 for a full day.

NCP provide the opportunity to arrange parking in advance - please see here.

Hotels

The closest hotels are:

Citadines Aparthotel, Barbican (3 minute walk on the same road).

Malmaison (4 minute walk)

Rookery Hotel (5 minute walk)

£520.00*

*Two delegates £480.00 per delegate.
All prices are exclusive of V.A.T.

Don't want to book right now?  Remind me about this event

Your facilitator

Anthony Garnett

Anthony is a recognised Learning & Development professional, with several years as a Management Consultant. He has been lauded for his work on ‘effective communications' after deciding to specialise in enhancing consulting and project teams.

Anthony has over 25 years experience in industry, working for companies including Bank of Scotland, MBNA and PriceWaterhouseCoopers.  As a qualified marketer, and a classically trained Brand Manager he has worked in a variety of challenging, paced, delivery roles including; business strategy, operational change and business transformation.

Anthony has a degree in Marketing and further qualifications in Market Research, Project and Change Management. He is a qualified practitioner of TTI & Insights DISC and SDI Strength Deployment Inventory.

Here's what our delegates are saying about this event…

Very good. Made me think more about my approach to working relationships and how to prioritise my time.

Application Engineer

I thought it was excellent. Anthony relayed everything with examples that made the points hit home. A must for any existing or new account managers

Implementation Consultant

Great. Very relevant. Took lots away. Definitely worth attending even if account management isn't exactly what you do.

Operations Manager

Very valuable. I feel motivated to implement account management best practices throughout the company with clear objectives and monitoring of activities.

Director

Very good. Made me think more about my approach to working relationships and how to prioritise my time.

Application Engineer

I thought it was excellent. Anthony relayed everything with examples that made the points hit home. A must for any existing or new account managers

Implementation Consultant

Great. Very relevant. Took lots away. Definitely worth attending even if account management isn't exactly what you do.

Operations Manager

Very valuable. I feel motivated to implement account management best practices throughout the company with clear objectives and monitoring of activities.

Director

Useful, informative. Plenty of food for thought. A fantastic launch point for improvement and discussion.

Senior Applications Engineer

Useful engaging and insightful.

Product Manager

Really useful, good pace, nice to have time for discussion. Food for thought about all types of relationships and how people perceive us.

Marketing Manager

Great. Really enjoyed all the training and looking forward to taking the information into my role. Very interesting and engaging. A lot has been learnt!

Sales

It was very informative and useful. Anthony was very good at relating to our business but also bringing examples and war stories in too. The course was very good.

Channel Manager

Very insightful and made me realise that just a few small changes can make a big difference. Varied, interesting and engaging.

Community and Business Development

Really well-delivered. Backed up by real world experience from Anthony.Garnett. The focus on analysing our customers was a bit one for me. I think it highlights a need to drill down. If you want to grow your market share it starts with structuring your approach, dedicating time to effective relationships and pulling back on the less effective customers.

Business and Community Development

Great, lots of useful take homes all presented in an engaging way.

Technical Specialist

Lots of good tips and examples. Not just saying yes, got us to think and got us to develop ideas.

Senior Technical Specialist

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