Securing and Growing Your Largest Clients

Grow your largest accounts by looking beyond existing relationships to uncover broader client priorities, total potential, key decision-makers, and new opportunities where your company can create meaningful value.

PROGRAM OVERVIEW

Securing and Growing Your Largest Clients gives sales professionals a disciplined approach for expanding important accounts. Participants learn how to research the client’s broader business issues, determine total account potential, reach the right levels of decision-makers, assess the client’s willingness to change, and determine where their company is positioned to win. The program also helps sellers connect client needs with company strengths, communicate meaningful differentiation, secure new business, and continually look for changes and opportunities that can deepen the relationship and expand the account.

SKILL & OUTCOME DEVELOPMENT

Connect client needs to company strengths to secure and expand business

Reach the right decision-makers and understand how buying decisions are made

Assess total account potential and identify worthwhile growth opportunities

Research the client’s business issues goals priorities and important changes

TARGET AUDIENCE

Sales Directors & Mgrs, VP’s

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