large account management processSM from Miller Heiman
In most businesses, five percent of the accounts
bring in over fifty percent of the revenue. Large Account
Management ProcessSM
shows you how to manage and grow these crucial accounts.
Customer-oriented, LAMP®
demonstrates how to move up a "buy-sell hierarchy" by
positioning yourself with senior people in the buying
organization and delivering the corporate results that matter
most to them.
Working in teams composed of account representatives and their
managers, LAMP®
participants develop strategic account analysis for key
accounts, establish hard-number, realistic revenue targets, and
devise detailed action plans for reaching their goals.
What You'll Learn:
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How to build lasting, strategic relationships with your best
customers
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How to move from "commodity vendor" to "joint venture
business partner"
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How to manage the Large Account as a whole, not as a grab
bag of disconnected sales
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How to use your Strengths and Opportunities to capitalize on
current market trends
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How to deliver the value-added contributions your customers
need
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How to focus your energy on work that will pay off - and
stop investing in projects that waste your time
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How to decrease the importance of price sensitivity
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How to turn teamwork from a pipe dream into a reality
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How to identify and implement essential support programs
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How to bring reality into your quarterly revenue forecasting
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How to establish hard-number Revenue Targets
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How to write account Action Plan that bring measurable
results
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How to make your clients see your company as indispensable
to their business
Who Should Attend:
BOOK NOW!
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