Account Management for Sales Let SAMA be the connector for you, pairing your team’s training needs with our certification partners’ solutions. ", White Paper: Competencies of Account Managers, 6 Strategic Account Management Roles Every Company Needs, Want to Grow Sales? This can make a key account management certificate holder a competitive job candidate for account management … Train a geographically-dispersed sales force. • SAM as Coach To help establish a process for growing their existing accounts, they brought in RAIN Group. The Strategic Account Management Competency Model. Covering three key stages of account management, our training on how to manage big accounts teaches sellers to build actionable management … That’s why we created Strategic Account Management, a self-paced online sales training course to help you turn account growth opportunity into account growth reality. Accelerate your results with our 90-day execution assurance process—the key to ensuring sellers are held accountable, change happens, and training generates maximum ROI. Leading a multi-functional team 5. Let SAMA be the connector for you, pairing your team’s training needs with our certification partners’ solutions. With RAIN Group Strategic Account Management training, your team will gain the critical skills and knowledge needed to turn account growth opportunity into account growth reality. +1 312-251-3131 The Large Account Management Process – also known as LAMP® - helps sellers plan and manage strategic account relationships. Once you’re in, you’re in: A SAM-tested process for expediting human interactions to acquire invaluable customer knowledge. Strategic account planning 4. For private groups, our partners can offer the below virtual training … We’ll certify your delivery staff so you can deliver training on an ongoing basis. Our assessment tools allow us to develop a curriculum that best suits your needs. Topics include: 1. Value-Focused Engagement (Planning to Engage™), Opportunity Planning and Management (Planning to Win™), Strategic Account Planning and Management (Planning to Grow™), Strategic and Key Account Coaching and Review, SAM Collaborative Leader-Coach™: How to elevate coaching to create impactful and engaging conversations, Collaborative Planning with Strategic Customers™, Business Realignment and Strategic Planning Workshop (customer-facing), Designing and Delivering the Virtual Sales Conversation. - Vice President Market Development, Hitachi Solutions. Strategic account management skills are key to retaining and growing profitable business relationships. • Business Simulation Immersion Business Strategy Specialization (University of Virginia) In this specialization, you will learn about … of companies believe they should be generating at least 25% more revenue from their strategic accounts. 200 W Madison St. Our Strategic Account Management program will give your team the knowledge, skills, tools, and action plan they need to tap into this opportunity and grow your key accounts. Agenda of the Strategic Account Management in Pharma course. Selling to existing accounts is one of the biggest untapped opportunities for revenue growth. How many of your accounts are buying everything they should from you, across all of your capability areas? Provides a useful understanding of engagement … Learn a process to craft strategies that neutralize, unseat, and protect your accounts from competitive threats. • SAM Collaborative Leader-Coach™: How to elevate coaching to create impactful and engaging conversations They’ll learn a proven process for strategic account planning … In fact, Top Performers in strategic account management experience significantly greater revenue growth, profit growth, and year-over-year client satisfaction. • Strategic Account Planning and Management (Planning to Grow™) You'll learn how to identify and create new opportunities within your accounts, develop enterprise-level relationships, and protect accounts … Training is customized based on your SAM maturity, industry, company, and solutions. Improve new hire ramp-up. The SAMA Academy runs eight exhaustive workshops. research studies, it’s clear that companies know there is significant opportunity to grow sales with existing accounts. The #1 priority cited by sales leaders in the year ahead is increasing business with existing accounts. For private groups, our partners can offer the below virtual training on a schedule that works for you. Based on results from our Top-Performing Sales Organization and Top Performance in Strategic Account Management research studies, it’s clear that companies know there is significant opportunity to grow sales with existing accounts. Having a competitor steal an account or win business you should have is a frustrating experience. The Strategic Account Management training will help your salespeople master the art of organizing, managing, and growing their most profitable business accounts through well-defined, effective … Don’t see exactly what you’re looking for? Chicago, IL 60606 The most recognized certification for strategic account management professionals and program heads BECOME A CERTIFIED STRATEGIC ACCOUNT MANAGER SAMA's Certified Strategic Account Manager (CSAM) … Take the first step to learn how our Strategic Account Management training can help you increase revenue through growing existing accounts. The best strategic and key account managers outperform average ones by a factor of 3X. of companies believe they are ineffective at maximizing sales to existing accounts across capability areas. The below detailed agenda is for the face-to-face format. Our partners can co-develop with you virtual training to match your current organizational needs. Founded in 1964, SAMA is a unique nonprofit association with more than 11,000 members worldwide. Strategic Account Management is an advanced level sales course that helps sales professionals maximize revenue potential by taking a more strategic approach to account management. Strategic Account Manager Certification (CSAM) SAMA’s Strategic Account Manager Certification program represents the highest mark of professional achievement for strategic account managers. AIPMM Certified Brand Manager. Our programs include a mix of delivery options and components, including: Bring strategic account management training on site with live workshops for sellers, account managers, and sales managers. Give your clients the account managers they deserve. We train and certify SAMs, KAMs and GAMs to develop the skills they need to co-create sustainable, long-term value … • Value-Focused Engagement (Planning to Engage™) Reinforce skills. From job aids and tools to online learning, email reinforcement, and coaching, we achieve a 94% uptake on learning so skills are learned and applied. • Collaborative Planning with Strategic Customers™ Nothing will put a strategic account at greater risk … The ability to build … These workshops are offered either individually or in combination with others. These workshops are conducted with the purpose of growing knowledge in strategic account management. For custom virtual training, contact cusimano@strategicaccounts.org. Additional offerings for strategic account managers, Let SAMA be the connector for you, pairing your team’s training needs with our certification partners’ solutions. The focus of these workshops is on core strategic account management skill–building. Drive Value: The best strategic account managers grow accounts … Business Strategy Certification Brightens Careers. Increasing business with existing accounts is the #1 priority for sales leaders in the year ahead. We have a complete Strategic Account Management online learning program. This certification from the Association of International Product … Vice President Market Development, Hitachi Solutions, Sales Training for Individuals & Small Teams, Strategic Account Management Consulting & Advisory, RAIN Selling: Foundations of Consultative Selling, Insight Selling: Advanced Consultative Selling, Click here to download the program overview. l. www.iccaworld.com Strategic Account Management: Concepts and Implementation for CEO’s and Senior Executives 45th ICCA Congress & Exhibition Tuesday 31 October 2006 International Congress & … Customize lessons and environments for your company. Strategic Account Management Learn the sought-after skills required to effectively maintain, retain and grow existing enterprise partnerships and customers. >>, Strategic Account Management online learning program, 110% year-over-year growth in the named accounts where RAIN Group’s strategic account method was applied, Sales grew from $250,000 to $3.5 million in a single account. For private groups, our partners can offer the below virtual training on a schedule that works for you. What Strategic Account Management is, and how best-in-class organizations are implementing it The crucial steps that must be taken to make your account management efforts successful How your reps … Creating and quantifying value for the C-suite 3. We can help you. By Saleh Al-Ben Saleh, Strategic Account … As Woodard & Curran grew and expanded its offerings, they faced the challenge of selling their full set of capabilities to their existing clients. Keep your sales training capabilities in-house. Strategic negotiations 6. Our learning system ensures that training is reinforced over time. Know the Players inside the Strategic Account. We see companies leaving account growth opportunities on the table every day. info@strategicaccounts.org, 2020 © All Rights Reserved. Your team will learn to: We take a blended approach to learning that results in real behavior change. Our sellers spend a lot of time with existing relationships. Accessible wherever your sellers are, this program is delivered via highly interactive and engaging vILT sessions that address strategic account management topics and strategies relevant to your team. You can look at this link Global Certificate in Account Management This is from Miller Hieman , famous for their work on Strategic Selling. Start with Your Strategic Accounts, Infographic: 10 Steps for Growing Your Key Accounts, Research: Top Performance in Account Management, Build strategies for strategic account planning and management, Construct a strategic account team poised to maximize success, Lead value discovery sessions internally and with accounts for the purpose of value discovery, connection, and co-creation, Manage and expand key accounts once they become clients, Identify needs from the buyer’s perspective, strengthening and deepening your ability to create value in your accounts, Set the agenda and get your project to the top of the buyer’s priority list, Get the best results possible from your selling efforts, Accessible wherever your sellers are, this program is delivered via highly interactive and engaging, We see companies leaving account growth opportunities on the table every day. ll. Strategic account management (also known as key account management) is a process at the organizational level that goes beyond sales to encompass building strategic, mutually beneficial … The management of customer relationships is essential to the function and success of any business. Privacy Policy | Terms of Service. Embed a robust sales method with full access to RAIN Group's world-class content, training programs, and education system at the lowest total cost of ownership. Among our key findings are that Top Performers in Strategic Account Management have strategic account managers who: 1. The Strategic Account Management Training Programme will give your people the skills to: Make … Go Deeper and Wider to Protect and Grow Strategic Accounts Major Account Planning provides account managers with a repeatable and practical methodology for winning more business in strategic … • Strategic Account Engagement Jumpstart • Revenue Now Series Strategic Account Management Association (SAMA) Certification The Strategic Account Management Association (SAMA) exposes companies around the globe to tools, methods and processes that … The online version of this course will cover the same modules, but the format and timing will be adapted to suit the online training … Account Management Grow, nurture and protect strategic accounts to create mutually beneficial long-term relationships. Cus… >>. They’ll learn a proven process for strategic account planning that will allow them to systematically review and grow their accounts. RAIN Group provided us a framework to penetrate new buying centers and bring new, big ideas to our clients. "RAIN Group helped us accelerate our strategic account management process. RAIN Group assessed skills to identify professionals’ strengths and weaknesses, developed a customized Strategic Account Management program, developed custom tools, and reinforced training through … We can help you design SAM processes and structures to capture these opportunities. We work with you to define and track the metrics that are most important to you (e.g., account growth, opportunity growth, profitability, etc.). In order to grow our revenue in existing accounts we need to identify new relationships, new buying centers, and provide fresh compelling insights and ideas. Strategic Account Management is tailored and contextualized for your business and the sales situations your sellers regularly face. Our Strategic Account Management training teaches your team how to find, coordinate, and connect with key buying influencers across an organization, and foster those relationships for the greatest success. Key metrics include: Click here to read the full case study. With RAIN Group Strategic Account Management training, your team will gain the critical skills and knowledge needed to turn account growth opportunity into account growth reality. The Strategic Account Management training course provides support and technical account managers with the relationship skills and account management tools they need to proactively increase customer … • Business Realignment and Strategic Planning Workshop (customer-facing) SAMA’s Certified Strategic Account Manager (CSAM) program provides participants with the skill set, mindset and frameworks to build lasting growth with your company’s most important customers. Participants will be … Suite 1040 • Opportunity Planning and Management (Planning to Win™) • Strategic and Key Account Coaching and Review RAIN Group assessed skills to identify professionals’ strengths and weaknesses, developed a customized Strategic Account Management program, developed custom tools, and reinforced training through online learning. We offer numerous training, professional development and networking events throughout North America, Asia and Europe each year in addition to research, publications and other knowledge resources. Yet few are able to turn that opportunity into account growth reality. Industrial goods, SAMA training and certification, Strategic account management process. A great start to a marketing, finance or HR career after MBA and growing in it - both entirely depend on a demonstrated ability and promise for leadership in … We take a modular approach to curriculum development and build programs for the types of sales situations your sellers face, whether it be primarily virtual selling (Virtual Strategic Account Management) or face-to-face. lll Who is most likely to succeed in an account management role? We’ll walk you through a strategic account planning process that will make your sales efforts more focused and productive by prioritizing the areas that will allow you to achieve the greatest key account growth success. Where do the skill gaps in your team lie? Critical account managers skills 2. The Certificate in Strategic Management provides you with the practical tools needed to plan and manage strategically in industry, government, and non-profit organizational activities. 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