Grow Your Existing Accounts

Equip Yourself or Your Team with the Skills You Need!

Account Managers have a lot on their plates. They need to ensure the needs of their clients are fulfilled, deal with issues that arise, measure performance, build relationships, and somehow find time to expand the business. It’s no surprise that Account Managers feel pulled in all directions. Organizations know that they need to protect their most valuable clients, and that their quickest path to growth is growing existing relationships… but how? A solid approach to account management helps build long-term, high-value relationships so your existing clients will stay with you for longer, spend more with you, and are open to cross-selling opportunities.

Imagine if you could consistently...

  • Expand

    Move from a transactional relationship to a solutions provider with key customers

  • Grow

    Gain wallet share of current customers (more lanes / shipments / locations / DCs / modes)

  • Retain

    Build loyal customers and increase customer retention

Build a solid foundation of Account Management skills

Do you ever find yourself wondering how much wallet share you really have? Are you struggling to prioritize which accounts to actively manage? Do you spend most of your time fighting fires? Struggle to make time, or get the buy-in, to expand your relationships? Do your customers only talk to you when something is going wrong? This course will address all that and more! By actively participating in this course and applying the skills to your business, you'll be able to:

  • Recognize the full role of an account manager

  • Focus your time in the highest-payoff areas

  • Measure and build customer loyalty

  • Evaluate your existing relationships and identify ways to improve & expand

  • Leverage KPIs to assess the health of your account

  • Draw insights from data and communicate to decision-makers

  • Realistically gauge an account’s potential

  • Identify growth opportunities within existing accounts

  • Create cadences that lead to ongoing growth

Course curriculum

    1. What is Account Development?

      FREE PREVIEW

    2. Personal Assessment: How do you spend your time?

    3. Focus Your Efforts Where it Matters

    4. Add to the Discussion!

    1. Your Customer's Perspective

    2. Satisfaction versus Loyalty

    3. Create loyal customers

      FREE PREVIEW

    4. Be curious; Ask questions

    5. What's your committment?

    6. Live Session 1: Account Development & Create Loyal Customers

    1. Evaluate Your Relationships

    2. Relationships Take Time & Effort

    3. Expand & Enhance Relationships

    4. Relationship Evaluation

    5. Live Session 2: Build Relationships

    1. Evaluate the State of the Business

    2. Identify your Benchmark

    3. Improve the Business

    4. Best Practices for Tactical Business Reviews

    5. Your Journey...

    6. Live Session 3: Improve the Business

    1. Opportunities for Growth

    2. The Opportunity

    3. Gauge the Potential

    4. Gauge Potential & Target Growth

    5. Target Growth

    6. Document Your Opportunity

    7. REAP the Benefit of Objections

    8. Prepare for the Objection

    9. Live Session 4: Grow the Business

    1. Congrats!

    2. Your input is needed!

About this course

  • 32 lessons
  • 4-week cohort with scheduled zoom meetings
  • Blended learning experience with videos, presentations and discussion boards

Don't just take it from us...

Here is what a few participants had to say

5 star rating

Never thought I’d be a farmer, but this course helped me...

Darnell Harris

I genuinely enjoyed this course. This course prompts you to go above and beyond the surface level of your account(s). Evolving from basic to specialist, this...

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I genuinely enjoyed this course. This course prompts you to go above and beyond the surface level of your account(s). Evolving from basic to specialist, this course helps enhance your skills and knowledge for upper management conversations!

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5 star rating

Very organized and informative.

Richard Forge

I felt that the course was very well planned, organized and informative. I believe that this information will help me not only grow the company that I am go...

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I felt that the course was very well planned, organized and informative. I believe that this information will help me not only grow the company that I am going through this course with but all of them. Thanks for the help.

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5 star rating

Awesome

Ryan Ambrose

I really enjoyed this course. You were able to keep my attention throughout.

I really enjoyed this course. You were able to keep my attention throughout.

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Instructor(s)

Partner & Co-Founder Sara Black

When you work with Sara, you're working with a seasoned professional who has not only honed her skills at the top Fortune 500 companies but also carried those best practices into her consulting. Her expertise in Account Management and Leadership are unrivaled, and it shows in the excellence of the courses and programs she facilitates. As an active TIA member, she ensures she remains at the forefront of industry changes and trends.

Partner & Co-Founder Holly LaBoda

Meet Holly, a dynamic sales leader with a passion for helping her clients achieve remarkable growth. Holly cut her teeth at large, high-growth organizations before co-founding Luminaries Consulting, where she brings her expertise in crafting impactful sales strategies and delivering transformative development solutions that produce measurable outcomes. Whether it's developing go-to-market strategies or nurturing sales talent, Holly's focus is always on delivering real and rapid results. ​ She is a frequent speaker at industry events, and an active Board member for the Transportation Sales & Marketing Association where she received the honor of Partner of the Year in 2023.