Yukon's Strategic Account Management course is designed for sales professionals who call on complex accounts where multiple people and departments may be involved in the decision.

Our strategic account management training begins by helping participants to identify the key individuals who impact the decision, from the gatekeeper and champion to the executive approver and trusted advisor. From there, we explore the decision-making process, looking to understand how the client views relationships and the business issues.

A Broad Perspective on Strategic Account Management

Making the sale requires getting past the gatekeeper and gaining access to key decision-makers. So Strategic Account Management teaches participants how to leverage relationships to penetrate accounts and create champions in the client organization.

Strategic Account Management participants also learn how to:

• Create a value proposition.
• Create true differentiation through WIFM.
• Use the value proposition in the sales process.
• Broaden the scope of influence in the organization.
• Discover business and personal agendas.
• Avoid certain questions.
• Earn the right to be a preferred partner.
• Conduct creative problem-solving with customers.

The Result: A Strategic Opportunity Plan Participants take all of the information they have gathered and develop a strategic opportunity plan using a tool that "brings it all together." The objective is to practically apply the skills learned during the class and walk out with an executable plan for a real account.

For more information about strategic account management training from Yukon,
please call (888) 699-8566 or Contact Us.