Sussex Chamber Sales Academy
Account Growth
Grow Stronger Customer Relationships. Unlock More Value. Drive Sustainable Revenue Growth.
Start Date: 12 October 2026
Duration: 6 Weeks
Format: Blended Learning Programme
Course Overview
The world of buying and selling is evolving rapidly. Today's customers expect deeper insight, tailored value and strategic partnership, not simply products or services. As a result, account managers and business development professionals must develop a more consultative approach to account growth and relationship management.
Customers continually evaluate their suppliers based on relevance, value and trust. Understanding what matters most to your customers and how to respond effectively creates stronger relationships, improved retention and increased revenue opportunities.
The Sussex Chamber Sales Academy: Account Growth programme has been designed to help delegates strengthen existing customer relationships, identify growth opportunities and position themselves as trusted business partners.
Through a blend of self-managed learning, virtual classrooms and practical workplace application, participants will learn how to uncover opportunities, communicate value, influence stakeholders and build long-term customer partnerships that deliver measurable results.
Delegates will work directly with their own customer portfolios throughout the programme, ensuring the learning is relevant, practical and immediately applicable.
Programme Schedule
12 October 2026
Online Self-Managed Learning
Explore the changing world of B2B buying and understand what modern customers expect from their suppliers and partners.
26 October 2026
Self-Managed Learning
Learn the foundations of strategic account management, customer value creation and opportunity identification.
2 November 2026
Virtual Classroom 1
Discover practical techniques to identify opportunities, engage stakeholders and create meaningful value for customers.
9 November 2026
Practice & Application
Apply the learning to your own customer portfolio, identifying opportunities for growth and relationship development.
16 November 2026
Practice & Application
Continue implementing tools and frameworks to strengthen customer relationships and progress opportunities.
23 November 2026
Virtual Classroom 2
Develop advanced account growth strategies, overcome obstacles and create a clear account development plan.
Overall Aim
To equip account managers, business development professionals and customer-facing teams with the skills, tools and confidence required to grow existing customer relationships, increase account value and position themselves as trusted business partners.
Learning Objectives
By attending this programme, participants will:
- Understand how modern buying behaviours have changed.
- Recognise what customers expect from suppliers today.
- Build stronger, value-focused customer relationships.
- Develop a consultative approach to account growth.
- Identify and qualify account growth opportunities.
- Communicate value beyond price.
- Increase confidence when engaging decision-makers and stakeholders.
- Manage complex buying environments more effectively.
- Create practical account growth plans that support long-term success.
Course Content
Understanding the Modern Buyer
- How buying decisions are made today
- The impact of complexity and multiple stakeholders
- Managing customer expectations
- What differentiates trusted partners from replaceable suppliers
Finding Opportunities & Opening Doors
- Identifying high-potential accounts
- Recognising growth opportunities early
- Engaging the right stakeholders
- Building strategic customer relationships
Creating and Communicating Value
- Consultative selling techniques
- Understanding customer priorities
- Demonstrating value beyond price
- Securing meaningful commitment
Growing the Relationship
- Building trust and credibility
- Strengthening customer engagement
- Identifying cross-sell and upsell opportunities
- Maximising customer lifetime value
Leading the Sales Process
- Guiding customers through buying decisions
- Managing stakeholder complexity
- Overcoming barriers and maintaining momentum
- Creating alignment and clarity
Action Planning
- Applying learning to real accounts
- Building an account growth strategy
- Identifying immediate actions
- Creating sustainable habits for success
Practical Application
Throughout the programme, participants will work directly with their own customer portfolio, applying proven tools, techniques and frameworks in real-world situations.
The programme combines:
✅ Self-managed learning
✅ Interactive virtual classroom sessions
✅ Practical workplace application
✅ Peer discussion and collaboration
✅ Action planning and implementation
By the end of the programme, delegates will have a practical account growth plan that can be implemented immediately within their organisation.
Who Should Attend?
This programme is ideal for:
- Account Managers
- Key Account Managers
- Business Development Managers
- Customer Relationship Managers
- Sales Professionals managing existing accounts
- Client Services Managers
- Customer Success Professionals
- Anyone responsible for developing and growing customer relationships
Why Attend?
The most successful organisations don't simply win customers; they develop long-term partnerships that create mutual value and sustainable growth.
The Sussex Chamber Sales Academy: Account Growth provides the knowledge, skills and practical techniques needed to strengthen customer relationships, uncover growth opportunities and maximise account potential.
Turn existing customer relationships into long-term strategic partnerships and unlock new opportunities for growth.
Need Help Booking?
If you're having difficulties, booking for multiple staff or simply would prefer to pay via invoice - we can help!
Meet the Trainer!
