Account Management Track

This track is designed for individuals who are primarily involved with supporting existing customer relationships. Their focus is to maintain and grow existing customer revenues. These customers are strategic or key accounts that warrant extra dedication of time and resources and a solid strategy to bring deals through the funnel to closing.

Workshops include:

1. Strategic Selling®
2. Conceptual Selling®
3. Negotiate Success
4. Executive Impact
5. Large Account Management Process (LAMP®), or
   Channel Partner Management

Value To You. A Miller Heiman Certified Professional® in Account Management will:

• Develop a deep understanding of the customer's business.
• Build a strategy for maintaining and developing the customer relationship.
• Identify new product/service opportunities with customers to drive additional revenue.
• Manage each new opportunity through the funnel to completion.
• Understand what resources will help maintain the customer relationship.
• Manage the sales funnel (pipeline) to ensure consistent revenue flow.
• Plan and execute critical sales calls that move the sales process forward.
• Understand the customers' concept in order to shape the most appropriate solution.
• Clearly communicate and differentiate the company's value proposition.
• Handle difficult negotiations in the sales process to drive a win-win outcome for all parties.
• Access and effectively communicate with high-level decision makers.

Value To Your Company. As a Miller Heiman Certified Professional® in Account Management, you will:

• Be viewed as a customer expert by the buying organization
• Maintain strong relationships with strategic accounts
• Cross-sell and up-sell into strategic accounts
• Develop a strategy to manage complex deals that provides management visibility to key strengths and the potential risk in opportunities
• Develop proper business rationale for prioritizing company resources during the sales process
• Accurately evaluate opportunities for funnel (pipeline) status and accurate forecasting
• Prepare for sales calls to ensure they are high value to the customer, and gain commitment to move the opportunity forward
• Become a customer expert and support the customer by developing solutions
• Build long-term client relationships by selling solutions not products
• Negotiate with clients to ensure a win-win outcome for both parties
• Shorten sales cycle by accessing the high-level decision makers
• Grow channel relationships to gain mind share and establish common goals

Who Can Benefit. This track focuses on sales professionals who manage key accounts or channel partnerships. Graduates will maximize the potential of their large accounts by adding strategic value where it's needed most. You'll become an invaluable asset to the customer while you optimize relationships to achieve mutual profitability. As a result, you'll have a map that will enable you to continually increase deal size and revenue from your most important accounts.

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