Surja IT Academy and the Wiglaf Institute present

High-Value Account Management for Customer Retention & Growth

Dates Available

Location

Surja IT Academy
424 E. State Parkway, Suite 228
Schaumburg, IL 60173

$495 per person. Space is limited. Click here to register.

Seminar Description

Enhance your skill sets, best practice knowledge, and performance in our one day executive education seminar on Strategic Sales for New Customer Acquisition in Industrial Markets.

Specifically designed for account managers selling high-value services and products to business markets, this course instructs working professionals in managing and growing major accounts.

The core perspective taken is: sales is a change agent process; salespeople manage perceptions.

It is an intensive, one day workshop delivered through a discussion and participatory pedagogy. Four exercises and one presentation are included to improve professional’s traction within one of their current accounts. Come yourself or send your sales team.

Source material has been drawn from leading authors such as:

• The New Successful Large Account Management by R. Miller, S. Heiman, & T. Tuleja,
• Sales Management by R. Calvin, and
• Getting to Yes by R. Fisher & W. Ury.

A course workbook will be provided to all participants.

$495 per person. Space is limited. Click here to register.

About the Instructor
Tim Smith, PhD, is an Adjunct Professor of Marketing at DePaul and the Directorial Editor of The Wiglaf Journal where he focuses on sales, marketing, and entrepreneurship in business markets. Dr. Smith was an experienced salesperson prior to founding Wiglaf LLC. He has also won numerous awards for his teaching capability and students routinely rate him above average.

Seminar Outline

Morning Session: Account Strategy

Introduction

• Unique Challenges of High-Value Solutions
• Principals of Account Management

Account Relationships

• Relationship Importance to Customer
• Identifying Opportunities for Strengthening Relationships
• Managing Opportunity Flows
• Defining the Field of Play
• Company Profiling
• Account Exercise 1

Account Profiling

• Strategic Players
• Trends
• Opportunities
• Strengths
• Vulnerabilities
• Account Exercise 2

Lunch

Afternoon Session: Account Tactics

Account Agendas

• Energizing New Accounts
• Sustaining Growth in Large Accounts
• Creating an Account Charter
• Realizing the Agenda with 90 Day Goals
• Account Exercise 3

Relationship & Trust Building

• Value of Relationships
• Expanding Relationships
• The Nature of Trust
• Using Personality Typing to Create Trust
• Account Exercise 4

$495 per person. Space is limited. Click here to register.

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