Course description

Strategic and Global Account Development™

Strategic account management becomes more difficult as businesses grow and expand around the world. This comprehensive program is designed to help your sales organization develop plans to maximize the value of strategic accounts and to build and nurture client relationships that lead to customer loyalty, repeat business, and customer referrals. Whether you’re managing multi-national, global accounts or not, every sales professional needs to be able to identify and develop their strategic opportunities. Learning how manage and strengthen the relationships within your most important accounts is paramount to ensuring recurring revenue.

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Who should attend?

  • Sales Representatives
  • Account Managers
  • Key Account Managers
  • Strategic Account Managers
  • Global Account Managers
  • Sales Managers
  • Sales Executives

Training Content

The Learning Objectives for this comprehensive program include:

  • Develop a strategic account plan focused on maximizing the measurable value you can deliver to your client.
  • Develop a complete understanding of each account including all divisions and subsidiaries as well as key players and decision makers.
  • Understand your client’s current purchasing strategies as well as internal distribution practices and supply chains.
  • Research and gain a deep understanding of your client’s business and their goals as well as the obstacles standing in their way of achieving them.
  • Understand your client’s market, their primary competitors, and how your product or services can help them to be more competitive in their market.
  • Establish customer performance metrics to document your client’s successes over time.
  • Provide leadership and guidance to your customer-facing team and define common goals, regular correspondence, and the alignment of sales initiatives and resources.
  • Foster a many-to-many approach to building relationships between key members of your organization and the primary influencers and decision makers within your client’s organization.
  • Deepen your relationships within an account in order to increase account share, share-of-wallet, or share-of-spend.
  • Develop customer reference stories for use in future sales campaigns within the account or with other clients.
  • Earn trust and develop enduring business relationships that protect your account from competitive threats while ensuring customer loyalty, repeat business, and customer referrals.
  • Position yourself for follow-on business and start making the second sale before you complete the first.

For a detailed outline of course content, click here:

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Instructor profile

About our President

Bill Stinnett, president and founder of Sales Excellence, Inc, is a thought leader,  best-selling author, and one of the most engaging and in-demand sales teachers in the world today.

With over 25 years of experience in complex business-to-business sales, Bill regularly speaks, trains, and consults for some of the world’s largest and most highly-respected companies including  Verizon, General Electric, IBM, Microsoft, Metso, Ansell, and Continental AG as well as a variety of smaller companies from a wide range of industries.

Mr. Stinnett is the author of two best-selling books: Think Like Your Customer (McGraw-Hill 2005) and Selling Results! (McGraw-Hill 2007).


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About Sales Excellence International

Sales Excellence

Sales Excellence - The Cutting Edge of Sales Force Transformation

The success of any sales organization rests on the shoulders of its sales force and leadership teams, and those individuals must invest in their career development to be equipped for the evolving challenges they will meet. While the volume of...

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