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.

Available by private cohort only

We've found that participants learn this content best, and organizations get the highest ROI, when they work through it as a group. This approach includes self-directed modules as well as live virtual sessions with guidance from our facilitators. Contact us about setting up a cohort for your team!

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? Do you argue with your boss about an account's potential, or where you need to spend your time? 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?

      FREE PREVIEW
    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?

    1. Evaluate Your Relationships

    2. Relationships Take Time & Effort

    3. Expand & Enhance Relationships

    4. Relationship Evaluation

    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...

    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

About this course

  • $600.00
  • 29 lessons
  • 0.5 hours of video content

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...

Read More

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

Sara Black has always been curious about people; seeking to understand how they behave, the relationships they have, and how each person contributes to the world. This curiosity led her to a career in talent development, and she has spent the last 15 years working for Fortune 300 Companies in helping them to do more with less, achieve their business goals, and ultimately align their talent with the direction of the organization. From the U.S. to Europe, Sales Training to Leadership Development, Process Improvement to Strategy Development Sessions - it's been an exciting adventure! She loves helping others to solve their "people puzzle"!

Partner & Co-Founder Holly LaBoda

Holly LaBoda, Partner & Co-Founder of Luminaries Consulting, loves helping organizations, teams and individuals realize their potential; both understanding what they are capable of and making it a reality. She leverages her diverse background in talent development, strategy facilitation and change management to create custom solutions that help organizations grow in the smartest and fastest way possible.