Module 1: Introduction
to Strategic Account Management
Defining strategic accounts
and their importance
Differentiating between key
accounts and regular accounts
The role of account managers
in fostering long-term relationships
Module 2: Account
Planning and Strategy Development
How to create an account plan
Identifying client objectives
and aligning solutions
Mapping out account growth
opportunities
Module 3: Building
Strong Client Relationships
Understanding the client’s
business and culture
Building trust and credibility
Effective communication and
regular check-ins
Module 4:
Solutions-Oriented Selling
How to understand client pain
points and provide tailored solutions
Techniques for presenting
value propositions
Using consultative selling to
create long-term client value
Module 5: Managing and
Monitoring Account Performance
Tracking key performance
indicators (KPIs) for account success
Tools and software for
managing accounts
Keeping clients satisfied and
engaged
Module 6: Negotiation
and Conflict Resolution in Account Management
Techniques for effective
negotiation and closing deals
Handling objections and
conflict resolution with clients
Maintaining a positive
relationship during tough negotiations
Module 7: Growth and
Retention Strategies
Identifying opportunities for
account expansion
Upselling and cross-selling
strategies
Retention strategies and
measuring customer satisfaction
Module 8: Building
Account Management Teams
Leading and managing account
management teams
Collaboration between account
managers and other departments
Continuous learning and
development for account managers
