Account Management: What is Account-based Selling?

A lot of business-to-business selling is strategic. It is not a one-off or tactical endeavor. It is likely that you will want to maintain and build your relationships over the months and years to come. Managing this ongoing relationship is called ‘Account Management’. The goal is to win sales now AND prepare the ground to win even more in the future.
The Book of the Course!
Sales Skills: A Management Courses Introduction
This book gives a broad introduction to the topic, for managers and professionals who don’t want or intend to specialize in sales and selling. And as a fast start for someone needing to make a start in selling, for whatever reason.
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Watching this video is worth 2 Management Courses CPD Points.
See below for details
Sales and Selling Skills
This video is part of course module 8.4.3
Program 8: Managing Customers and Clients
Course 4: Sales / Selling Skills
Section 3: Selling Techniques
Other videos in this section include:
You Need a Sales Strategy: Which One? https://youtu.be/oOsZg7tQcII
Cold Calling to Get a Sales Appointment https://youtu.be/WKL1IcRZzLk
The 1-2-3 of a Successful Written Sales Proposal https://youtu.be/WSQkW0MrFPE
Pricing and Fear of Price https://youtu.be/Sp6NTiFtzQE
Sales optimization: Upselling, Down-selling, and Cross-selling https://youtu.be/hBmriRpdWkc
The Complex Sale: 101 https://youtu.be/7ZelzJSnu8A
LESSON NOTES
Account management is a long-term process of building a relationship with prospects or customers so you can identify and capitalize upon opportunities to sell your products or services and maximize retention, cross-sell, and upsell opportunities.
The Key Elements of the Account Management Process
1. Strategy
2. Portfolio
3. Account plan
4. Relationships
5. Systems
6. Process review
RECOMMENDED EXERCISE
Do you take part in Account-based Selling or Account management? If you do.
1. What does your organization do regarding each of the 6 aspects of account management in this video? (6 MC CPD Points)
DOWNLOADS
Free Resources
CPD Tools - https://gum.co/MC-CPD
Paid resources
Management Courses Onboarding Kit - https://gum.co/MC-ObK ($3)
RECOMMENDED READING
There are many books that introduce sales and selling. These are the ones I have, and can recommend:
To Sell Is Human https://geni.us/L2EQmt
The Only Sales Guide You'll Ever Need https://geni.us/AEAVD5
The New Strategic Selling https://geni.us/Zt2Z9n3
SPIN Selling https://geni.us/Ir5xu
The Psychology of Selling https://geni.us/AjR8AA
Links to our book recommendations are affiliated through Amazon and help support our free videos
Managers Need a Basic set of kit to do your job well. Here are my top recommendations: https://kit.co/MikeClayton/manager-s-work-kit (the links are affiliated)
MANAGEMENT COURSES CONTINUING PROFESSIONAL DEVELOPMENT (CPD) POINTS
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Each video has two levels of MC CPD points. For this video:
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- If you also carried out all of the recommended exercises, score a total of 8 MC CPD points
CHAPTER MARKERS
00:00 - Account Management
00:37 - Definition of Account Management
00:58 - Key Elements of Account Management
01:17 - Strategy
01:42 - Portfolio
02:17 - Account Plan
02:43 - Relationships
03:50 - Systems
04:04 - Process Review
04:33 - Summing up
#ManagementCourses #Sales #AccountManagement