Introduction

Strategic account selling focuses on building long-term, high-value relationships with key clients rather than chasing one-time transactions. This approach involves deep customer engagement, multi-stakeholder collaboration, consultative selling, and value-based solutions to grow revenue within key accounts.

This course is designed to equip participants with modern strategic account selling techniques, covering account mapping, stakeholder management, consultative selling, enterprise negotiation, and account expansion strategies. By integrating CRM insights, AI-driven sales intelligence, and advanced selling methodologies, participants will learn how to drive revenue growth and customer retention in major accounts.

Course Objectives

By the end of this course, participants will:

• Understand the fundamentals of strategic account selling and its role in business growth.
• Learn how to identify, segment, and prioritize strategic accounts.
• Develop account mapping and stakeholder engagement strategies.
• Master consultative selling techniques to drive value for key clients.
• Utilize CRM, AI, and analytics for data-driven account management.
• Improve negotiation, deal structuring, and contract expansion skills.
• Develop cross-selling and up-selling strategies for account penetration.
• Create a long-term account management strategy for retention and growth.

Who Should Attend?

This course is ideal for professionals responsible for managing high-value or strategic accounts, including:

• Key Account Managers & Enterprise Sales Executives – Who need to deepen relationships with key clients.
• Business Development & Growth Leaders – Looking to optimize account expansion.
• B2B Sales Professionals – Who manage complex, high-ticket sales deals.
• Sales Directors & Team Leaders – Who oversee enterprise or strategic sales teams.
• Customer Success & Client Engagement Managers – Focused on long-term account retention.
• Marketing & Sales Alignment Teams – Wanting to integrate strategic selling into their outreach efforts.

Course Outline

Day 1: Foundations of Strategic Account Selling & Account Selection

• What is Strategic Account Selling? How it Differs from Traditional Sales
• Identifying & Segmenting Strategic Accounts for Maximum Revenue Growth
• Account Selection Criteria: Prioritizing High-Potential Clients
• Understanding the Buying Process & Decision-Making in Complex Accounts
• Aligning Strategic Sales with Customer Business Goals & Industry Trends
• Case Study: How Strategic Account Selling Increased Enterprise Sales

Hands-on Exercise: Developing an Account Segmentation & Prioritization Framework

Day 2: Account Mapping, Stakeholder Engagement & Consultative Selling

• Account Mapping: Identifying Key Stakeholders & Decision Makers
• The Role of Consultative Selling in Strategic Account Management
• Understanding Customer Pain Points & Business Challenges
• Engaging Multiple Stakeholders: Navigating Internal Politics
• Selling to C-Level Executives: How to Speak Their Language
• Case Study: How Account Mapping Led to Multi-Million Dollar Deals

Hands-on Exercise: Building an Account Map for a High-Value Client

Day 3: Value-Based Selling, Deal Structuring & Negotiation

• The Power of Value-Based Selling in Strategic Accounts
• Structuring Complex Deals: Multi-Year Contracts & Enterprise Agreements
• Pricing Strategies for Large Accounts: Customization vs. Standardization
• Negotiation Techniques for High-Stakes Sales & Renewals
• Handling Procurement & RFPs: How to Win Competitive Bids
• Case Study: How Companies Successfully Closed Strategic Account Deals

Hands-on Exercise: Negotiation Role-Playing for a Complex Enterprise Sale

Day 4: Cross-Selling, Up-Selling & Expanding Account Value

• Strategies for Cross-Selling & Up-Selling in Key Accounts
• Using AI & Predictive Analytics to Identify Expansion Opportunities
• Leveraging Customer Success & Relationship Management for Growth
• The Role of Personalization & Tailored Solutions in Account Expansion
• Overcoming Internal Barriers to Account Expansion
• Case Study: How SaaS & B2B Companies Expand Strategic Accounts

Hands-on Exercise: Developing a Strategic Expansion Plan for an Existing Account

Day 5: Retention Strategies, Metrics & Future Trends in Strategic Selling

• The Role of Customer Retention in Long-Term Revenue Growth
• Key Metrics & KPIs for Measuring Strategic Account Success
• AI & Sales Enablement Tools for Strategic Account Management
• Emerging Trends in Enterprise Sales & Key Account Growth
• Aligning Marketing & Sales for a Unified Account Strategy
• Final Case Study: Analyzing a Successful Strategic Account Growth Strategy

Hands-on Exercise: Designing a Retention & Long-Term Account Growth Plan

Final Assessment & Certification

• Practical Exam: Developing & Presenting a Strategic Account Selling Plan
• Feedback & Personalized Consultation with Industry Experts
• Certification of Completion

Why Take This Course?

• Learn how to manage and grow high-value strategic accounts.
• Master consultative selling, stakeholder engagement, and enterprise negotiation.
• Develop strategies for cross-selling, up-selling, and long-term account retention.
• Utilize CRM, AI, and analytics to optimize account performance.
• Gain hands-on experience with real-world strategic account planning exercises.
• Receive a professional certification to enhance career and business growth.