It's much easier

to retain a client than sell a new one

Winning a new customer is only the beginning. Keeping a loyal client gives us greater sales revenue at a much lower cost. STAR Account Manager offers valuable insights to help you to service your clients, ensure expectations are met, retain your clients and help them grow.
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Video

Overview

  • Rationale

    We go to monumental efforts to win customers, but do we have solid plans in place not only keep them, but to grow them? According to research from Ogilvy it costs upwards of five times more to win a new customer than it does to keep an existing happy one. Therefore, strong account management should be a vital part of our sales strategy in order to lower the cost-of-sale. It’s a small market out there; let’s keep the customers we’ve got.

  • Problem

    Here’s a small test – Can you state your ‘share of wallet’ percentage with your top 10 accounts – that is, how much of their spend is with your company as opposed to your competitors? Sad to say, many account managers service their clients but do not actively grow them. If they did, they would know the answer to this test question.

    This programme will provide participants with awareness of the importance of their role as account managers, and the tools necessary to greatly enhance their account management capability. They will better manage and maintain happy customers whilst retaining them, applying organic growth strategies to greatly expand their ‘share-of-wallet’.

  • Delivered by experts

    This course was designed by experts who have sold millions of dollars worth of products and services to existing accounts. Find out how they did it, and what you can do to service, retain, and grow your hard won customers.

Outcomes

Users will while completing this course learn how to:

  • Maximize sales with existing clients

  • Manage their clients creating active engagement and enhance relationships

  • Apply robust retention strategies to keep clients longer

  • Lower the cost-of-sale

  • Apply Organic Growth strategies to grow the value of accounts

  • Apply consultative strategies to grow accounts

  • Manage risk by managing data

Course curriculum

  • 1

    1. Introducción

    • ¡Bienvenido!

    • Vídeo de Introducción

    • Descarga del Plan Estratégico de Cuentas
  • 2

    2. Las 3 Caras de la Gestión de Cuentas

    • Las 3 Caras de la Gestión de Cuentas

    • Vídeo Las 3 Caras de la Gestión de Cuentas

    • Quiz Las 3 Caras de la Gestión de Cuentas

  • 3

    3. Perfilar su Cuenta

    • Perfilar su Cuenta

    • Vídeo Perfilar su Cuenta

    • Quiz Perfilar su Cuenta

  • 4

    4. Establecer su Ciclo de Llamadas

    • Establecer tu Ciclo de Llamadas

    • Vídeo Establecer tu Ciclo de Llamadas

    • Quiz Establecer tu Ciclo de Llamadas
  • 5

    5. Determinación del Gasto Corriente

    • Determinación del Gasto Corriente

    • Video Determinación del Gasto Corriente

    • Quiz Determinación del Gasto Corriente
  • 6

    6. Gestiona a tu Cliente Interno

    • Gestiona a tu Cliente Interno

    • Video Gestiona a tu Cliente Interno

    • Quiz Gestiona a tu Cliente Interno
  • 7

    7. y 8. Conocer los Estilos de Comportamiento

    • Conocer los Estilos de Comportamiento

    • Video Conocer los Estilos de Comportamiento (Parte 1)

    • Quiz Conocer los Estilos de Comportamiento (Parte 1)

    • Video Conocer los Estilos de Comportamiento (Parte 2)

    • Quiz Conocer los Estilos de Comportamiento (Parte 2)

  • 8

    9. Estructura del Cliente y del Equipo

    • Estructura del Cliente y del Equipo

    • Video La Estructura del Cliente y del Equipo

    • Quiz La Estructura del Cliente y del Equipo

  • 9

    10. Los Riesgos de la Venta por Relación

    • Los Riesgos de la Venta por Relación

    • Video Los Riesgos de la Venta por Relación

    • Quiz Los Riesgos de la Venta por Relación
  • 10

    11. y 12. Estrategias de Retención de Cuentas

    • Estrategias de Retención de Cuentas

    • Video Estrategias de Retención de Cuentas(Parte 1)

    • Quiz Estrategias de Retención de Cuentas (Parte 1)

    • Video Estrategias de Retención de Cuentas(Parte 2)

    • Quiz Estrategias de Retención de Cuentas (Parte 2)
  • 11

    13. Organic Growth Strategy

    • Estrategia de Crecimiento Orgánico

    • Video Estrategia de Crecimiento Orgánico

    • Quiz Estrategia de Crecimiento Orgánico
  • 12

    14. Encontrar Nuevo Dolor

    • Encontrar un Nuevo Dolor

    • Video Encontrar un Nuevo Dolor

    • Quiz Encontrar un Nuevo Dolor