Managing your account like a business isn’t easy. It requires a combination of critical and strategic thinking that results in leading your team with a vision for account growth, activating your account plan as a business plan to guide the actions you and your team will take to co-create customer value, and building and implementing strategies that will lead to the successful execution of your plan to grow revenues and expand stakeholder relationships.
An effective strategic account plan can — and should — provide the fuel for igniting business growth and innovation. This 75-minute how-to working session will feature a proven approach to driving account growth and expansion, including an Account Growth Strategy model and tool to use throughout session. Attendees will workshop the core components of an effective account growth strategy for one of their accounts with the specific priorities and objectives of this customer in mind.
As the model is unpacked, specific areas of emphasis will include:
- The primary dynamics of driving proactive growth in strategic and key accounts.
- Leveraging customer sponsors and advocates to establish momentum for growth.
- Aligning your past proven value and customer success with key stakeholders to accelerate growth.
- Implementing the critical success factors for activating and executing an effective account growth strategy.
- Identifying which components are “closest to the money” for their customer.
The session will close with attendees prioritizing follow-up focus areas to strengthen their account growth strategies and identifying key elements of their growth strategies for collaboration and sharing with their cross-functional account team members post-conference.
