Account Development
Your team have done a good job in closing
new business, however you feel that your existing accounts
are not being developed as well as they might be, as the
team go in search of more new business.
Experience tells you that 80% of business
comes from 20% of your customer base, and it's five times
easier to sell to an existing customer than to a find a new
one. You feel your team need a boost.
The Account Development Booster is designed
to convey the essential elements of developing your
existing client base through a fun interactive workshop,
the programme covers:
- Prioritising your accounts - which have the
potential
for more profitable business?
- Planning - setting objectives for account
development, what are you trying to achieve?
- Strategy - creating a
development strategy
for each individual account.
- Account development techniques - networking skills,
cross selling
opportunities, identifying real needs.
- Creating a partnership - becoming more than just a
supplier and locking out the competition.
Your team should leave this session with a
good understanding of the steps involved in account
development.
If you would like to discuss running an
Account Development Booster please call Jon Howarth on
01604 883541.
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