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Winning in Key Accounts™


Your most strategic account relationships demand more people, more resources, more time, more flexibility and more focus.

This incremental expense demands an extraordinary return. In order to generate that return, your organization - not just your salespeople - needs to think, plan, and act differently in these key accounts.

Winning in Key Accounts™ (WKA) workshop focuses the energy and insights of your best people for two days on your most important accounts. During this working session, your account team will:

  • Establish a baseline of what success in the account looks like both to your customer and to your company
  • Develop insights into the customer business plans, priorities, and projects that represent your own best opportunities to deliver the most value
  • Create strategies to defend or develop the account
  • Identify new revenue streams to supplement your run rate business by better understanding the customer’s business and anticipating future requirements
  • Develop relationship strategies designed to establish influential relationships with those in the account who can truly drive your success
  • Create new demand by better understanding the customer’s business and anticipating future requirements
  • Develop insights into those areas that would provide unexpected and highly differentiated value to the enterprise
  • Prioritize and allocate account team resources effectively to ensure comprehensive coverage of the accounts
  • Improve account team internal and external coordination
  • Have learned a repeatable process to apply to other accounts
  • Produce an executable plan to identify, plan and prioritize resources and develop strategies to drive your company’s engagement with the account over the next few periods

The WKA structure is tailored to your customer types and your business needs. Not a generic, dust-gathering binder on a shelf, the WKA plan provides your team a simple and clear image of the projects with the highest mutual value to both organizations, the activities with the most leverage and the people most critical to your success.

Winning in Key Accounts™ is a next-generation enterprise-level, account planning process. Designed to be more readily executed as common practice in the field, the working session is short, slim, and simple.

Winning in Key Accounts™ provides sales professionals with a proven, repeatable process for identifying the right activity to drive extraordinary results from your most highly valued accounts.

By the end of the working session, each account will have a clear, simple, and executable plan for maximizing the return from the enterprise selling effort. For more information, download a PDF of our Winning in Key Accounts™ program fact sheet or contact us directly.


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