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Give your clients the account managers they deserve.

The ability to build relationships with clients and nurture them into strategic, long-lasting accounts hinges on account management. Miller Heiman Group guides sellers towards a more customer-centric management style, helping them to successfully develop strategies to oversee accounts that vary in size and spend.

With Account Management training from Miller Heiman Group, account managers solidify their position as trusted advisors, building loyalty and working with customers to define and reach goals. As a result, sellers create a partnership that is poised to move forward for years to come.

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Benefits of Account Management Training

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Nurture Client Relationships

Learn how to allocate your people and resources to build and support lasting customer relationships.

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Improve Communication and Collaboration

Sellers learn how to create open channels of communication with their customers, collaborating for win-win outcomes.

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Identify Account Gaps

By developing stronger relationships with customers, account managers identify gaps and discrepancies in accounts and work to fill those holes.

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Mitigate Unexpected Client Turnover

Account managers learn to address potentially negative customer sentiment, avoiding unwanted and unexpected client turnover.

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About Our Sales Account Management Methodology

Our methodology for sales account management reveals how to best manage and grow strategic accounts by bringing the entire relationship into view.

This account management methodology provides a road map for strategic customer relationships that have growth potential through the development of a one to three-year plan to guide team selling and customer collaboration efforts. Account management training teaches organisations how to use this sales methodology to build actionable sales account management plans that ensure success for both sellers and their customers.

The account management framework we teach covers three key stages of account management: data gathering, strategy sessions and execution. By adhering to this proven process, our account management training enables sales organisations to positively impact everything from customer perception to cross-team collaboration.

Effective Tips for Account Management

Our account management methodology provides tips for better account management by:

  • Enhancing relationships between the buying and selling organisations.
  • Helping sales organisations objectively determine this perception and define goals to preserve their position as trusted advisors.
  • Overcoming competitive threats and pricing threats which are are significantly reduced by managing a customer’s perception of the business relationship.

Long-Term Account Management Roadmaps

Miller Heiman Group’s sales account management training in South Africa helps organisations create a long-term roadmap for their clients.

It’s powered by our Gold Sheet analysis and strategy, which now integrates into our sales analytics platform, Scout to help you more quickly identify opportunities to grow your accounts or see where you need to invest more resources to protect your partnership.

Through our account management methodology, organisations learn how to protect and grow their most important accounts and build out a plan that is beneficial for both the seller and their customers.

Advantages of Using Our Account Management Methodology

Organisations that attend training on account management get a head start on:

  • Setting clearly defined sales and relationship goals with measurable results
  • Developing stronger relationships within key accounts that increases long-term stability and growth
  • Analysing the current status of relationships to identify discrepancies and develop a shared vision with your customers

Profit from a More Systematic Approach to Sales Account Management

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Three Sales Account Management Reminders

Our account management methodology gets your juices flowing with immersive breakouts that will leave you with tips for better account management. With account management training you’ll think about how your organisation performs when it comes to the following:

  1. A buying decision is just a milestone on the way to what’s important: realising the value of a purchase.
  2. Buyers want sellers to focus less on the close-stage and more on what happens post-sale.
  3. Effective alignment amongst internal functions is difficult to attain and critical to manage.

Account Management Techniques Used by the World's Best Companies

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Why You Should Attend Our Training on Account Management

Our sales account management is the right solution if your organisation is trying to:

  • Avoid being surprised by the loss of key clients.
  • Collaborate across the enterprise to unlock the potential of strategic accounts.
  • Transition from vendor to trusted advisor status with strategic customers.
  • Ensure relationships continue to grow in sales account management regardless of the manager or turnover.
  • Reverse erosion within key accounts.
  • Achieve sales account management growth objectives set by the executive team.
  • Improve customer profitability.

With our account management training, you’ll unlock tips for better account management which will allow you to see the potential sales account management growth. Sales and service professionals who attend our account management training develop robust relationships with key players within sales account management, increasing reach, retention and growth.

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Benefits of Account Management Training

Learn account management best practises, including how to:

  • Analyse the current status of your sales account management relationships to identify discrepancies and develop a shared vision with customers.
  • Align members of the selling team with their counterparts in customer organisations to improve tips for better account management when it comes to communication and collaboration.
  • Learn to set clearly defined sales account management goals with measurable results.
  • Document multi-year plans to manage key accounts, allowing information to be easily shared across sales account management teams.
  • Develop stronger and wider relationships within key accounts, increasing sales account management retention and long term stability and growth.

Customers Appreciate a Solutions-Based Approach to Account Management

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Three Simple Tips for Better Account Management

As sales account management professionals, it’s a responsibility to preempt the “don’t upsell me” attitude of many of customers. The most successful salespeople understand that before, during, and after the initial sale, it’s in their best interest to position themselves as a solutions consultant, cultivate a buyer-centric relationship and develop a relationship map for each customer. These three effective selling skills can have a great impact on your long-term success in sales account management:

  1. Position yourself as a solutions consultant
  2. Cultivate a buyer-centric relationship
  3. Develop a relationship map

These strategies are what every salesperson should possess to maximise their long-term potential in sales account management.

Sales account management is complicated. To achieve long-term success with an account, the customer needs to view you as a trusted partner, which means you need to constantly set yourself apart from the competition by helping your them achieve their long-term goals.

Account Manager Training for Quick Performance Improvement

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Mistakes to Avoid in Sales Account Management

When sellers face sales account management issues it often stems from not having proper account management training and inconsistent sales accounts management skills, processes, performance.

Training on sales account management can help you be aware of common mistakes and provides tips for better account management. Here are three common mistakes we see:

  1. You lack a process for recognising signs you might lose a customer.
  2. Your value proposition loses its relevance.
  3. You lose your human touch.

Our account management methodology ensures sales and service professionals strengthen their relationships both internally and externally, recognising and capitalising on opportunities for growth, and clearly defining the long-term plan for engagement. The course features account management best practises which enable account managers to build actionable plans that ensure success by providing value to customers.

Training for Account Management, Tailored to Your Needs

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Account Management Training Delivery

The two-day account management training course is instructor-led, and facilitated by experienced sales leaders, instructor-led training offers a hands-on approach for sellers looking for training on sales account management and that thrive on face-to-face collaboration and skills practise.

Master Basic and Advanced Account Management Skills

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Get Started with Our Sales Account Management Training Courses

Take the first steps toward better sales account management. Contact us today and develop better relationships with sales account management, for mutually-beneficial engagement with a customer-centric, business planning process.