Account Management

Let’s Get Strategic

YOU WANT ACCOUNT GROWTH

Account Managers have a lot on their plates:

  • Managing hundreds of accounts
  • Account retention
  • Driving product/service penetration
  • Profitability
  • Growth

You know it’s time for training if you see Reps:

  • Assuming they have 100% of wallet share
  • Living off inbound orders
  • Actively managing only top 20% of books
  • Missing opportunities to grow revenue

I’m powering through my account deck qualifying the hell out of it. Another fantastic benefit from your training is my improvement in time management. Because I’m able to qualify accounts so quickly I’m spending my time focusing on revenue producing prospects and clients!

Carolyn H, Account Manager

WHAT’S COVERED?

Level 1 – EXPAND THE BASE

CONTENT

  • The roles & goals of account management
  • A call-by-call strategy for new growth
  • Add new buying contacts & locations
  • Ask questions to uncover new needs
  • Leverage customer raves for contacts, orders, & referrals
  • Confidently ask for new category orders

OUTCOMES

  • Spikes in active call time
  • Pipeline full of new categories, products, and contacts

Level 2 – GET WHAT’S YOURS

CONTENT

  • The wallet share conversation
  • “What else can I sell?”
  • Uncover customer value
  • The customer mindset
  • Categorize accounts by growth potential
  • Propose solutions & close with value

OUTCOMES

  • Improved close percentage
  • Higher revenue per account
  • Faster pipeline velocity

Level 3 – WATCH IT GROW

CONTENT

  • Overcome objections
  • Reactivate lost / upset accounts
  • Keep the sale moving forward by closing for a commitment & bridging on every call
  • Account & territory management strategies
  • Strategic day / time management
  • Pipeline management

OUTCOMES

  • Account base growth
  • Higher percent to quota
  • Improved forecasting

In brand new category pipeline uncovered during training plus 67% increase in legacy account growth year 1 after training


I’m in love. How do I contact you?

We’re glad to hear it! Head on over to our Contact page or pop John an email at info@factor8.com. He’s the tall bald one.


Can you show me your classes?

We sure can. Our classes are like no other. They’re interactive, real-time training classes that can be applied immediately. You can’t hide in our classes! Check out our other classes here.


Hmm. What are others saying?

We’re glad you asked. We’re delighted to see how class participants have transformed the way they work – they’re crushing their goals. Check out the unbiased reviews over at AA-ISP. We can’t edit these!