Retaining customers is valuable - but growing them is profitable.
Overall Aim
To equip B2B sales professionals with the mindset, strategies, and practical skills to identify growth opportunities within existing accounts, deepen customer relationships, and increase account value sustainably.
Overview
This one-day, highly practical workshop helps B2B salespeople strengthen existing client relationships and unlock new revenue opportunities within their customers. Participants will learn how to identify growth potential, engage multiple stakeholders, and align solutions with evolving customer needs.
Through understanding best practice, interactive discussions, and live application to a current customer, salespeople will build the confidence and skills to move beyond account maintenance and actively drive expansion.
Key topics include:
- Recognising growth signals
- Deepening trust and rapport
- Mapping stakeholders and influence
- Shaping tailored value propositions
- Creating actionable account plans.
This course is ideal for:
- Account Managers
- Sales Professionals
- Customer Engagement
- Customer Service Professionals
- Anybody that deals with customers
Objectives:
As a result of joining in this workshop, participants will:-
- Adopt a growth mindset for existing accounts
- Be able to Identify Growth Opportunities
- Know how to deepen customer relationships
- Know how to Present Solutions that Deliver Value
- Be able to plan and execute account growth actions
By the end of the course, participants will leave with a concrete growth plan for one of their own accounts - plus a set of tools and techniques to repeat the process across their customer base.
Please note: A minimum of 4 delegates are required to run this course. If this is not met then this course may be rescheduled.
Meet the Trainer!
