During the 12-week course, participants will perfect their ability to: 

• Understand the buying process and how a supplier needs to align with it 
• Manage the account business through a severe market shock like a pandemic 
• Improve the accuracy of their sales forecast 
• Define and segment an account in new ways that reduce competition 
• Choose the best sales opportunities for the future that align with the buyer and leave competitors stuck in the past 
• Position your brand in a superior way that connects with real customer needs 
• Gain more profit from better implementation of the account plan in a dynamic world 
• Form a holistic understanding of account management by fitting the various pieces together 

Weeks 1 - 4: Account Segmentation (First decision round) 

• Launch Webinar 
• There’s a pandemic coming. What shall we do? 
• Use marketing thinking to develop pandemic-proof account strategies 
• Segment the account in new ways that reduces competition 

Weeks 5 – 6: Opportunity Targeting (Second decision round) 

• The buying process and how your selling process needs to align with it 
• Get a good portfolio of sales opportunities 
• Choose the best sales opportunities for focused sales effort 

Weeks 7 – 8: Superior Positioning (Third decision round) 

• Coaching Call 
• Value propositions and how to spot the gaps and gold that lies within them 
• Position the brand to win by connecting with real and deep customer needs 
• Create financially quantified value propositions 

Weeks 9 - 10: Account Planning (Fourth decision round) 

• Learn to get the “strategy” into the account plan 
• Use the plan to improve the sales forecast 
• Use the plan to get the required resources for change 

Weeks 11 - 12: Implementation (Fifth and final decision round) 

• Coaching Call 
• Prepare for the perilous journey that is implementation 
• Improve the odds of plan success 
• Implement account plans in a dynamic world 
• Announcement of the winning team and game debrief