Account Manager Excellence Program
Maximizing Client Value and Driving Revenue Growth
The Account Manager Excellence Program is designed to empower account managers to deepen client relationships, increase customer retention, and maximize revenue through upselling, cross-selling, and renewal strategies. This program blends strategic thinking, relationship management, and data-driven decision-making to enhance account performance and ensure customer satisfaction. Participants will gain the tools to align their efforts with organizational growth goals, fostering long-term client success and loyalty.
WHO SHOULD ATTEND?
This program is ideal for:
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Account Managers responsible for client retention and growth.
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Sales Representatives transitioning into account management roles.
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Customer Success Managers focused on long-term account value.
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Client-facing professionals managing ongoing customer relationships.
LEARNING OUTCOMES
By the end of this course, participants will:
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Develop strategies to retain customers and drive account growth.
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Identify upselling and cross-selling opportunities within accounts.
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Align client needs with tailored solutions to maximize value.
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Manage renewals effectively to reduce churn and sustain revenue streams.
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Use data and insights to inform account strategies and measure success.
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Build trust and credibility as a client’s strategic partner.
WHY YOU SHOULD ATTEND
Participants will:
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Gain actionable insights to increase client retention and lifetime value.
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Master techniques for upselling and cross-selling to expand revenue.
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Learn effective strategies to manage renewals and prevent churn.
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Build frameworks for tracking account performance and health.
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Develop confidence in becoming a trusted advisor to clients.
COST
$9,200 plus taxes. Financial assistance may be available through eligible programs.
COURSE COMPLETION SCHEDULE
Self-Paced Learning
Gain foundational knowledge on customer success and revenue growth strategies through on-demand materials.
Interactive Workshops
Engage in live sessions and practice upselling, cross-selling, and customer retention techniques.
Role-Playing Exercises
Apply skills in real-world customer scenarios to build confidence and mastery.
Final Assessment
Develop and present a client account growth strategy based on a case study or real-world example.
COMPLETION OF PROGRAM
Upon successful completion, participants will:
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Demonstrate mastery in identifying, qualifying, and pursuing growth opportunities.
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Build and maintain strong client and partner relationships that drive revenue.
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Successfully negotiate and close deals with significant business impact.
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Develop market entry strategies that align with organizational goals.
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Present data-backed business development results to leadership with confidence.
MODULE ONE
Account Retention and Customer Success
Learn the core principles of retaining clients and ensuring their success. Participants will explore proactive engagement strategies and methods to reduce churn while increasing customer satisfaction.
Learning Objectives:
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Understand the drivers of client retention and loyalty.
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Develop strategies to enhance customer success within accounts.
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Use feedback to strengthen client relationships and service delivery.
MODULE TWO
Identifying Upselling and Cross-Selling Opportunities
Participants will master techniques to identify and act on revenue opportunities within existing accounts. This module covers customer segmentation, product alignment, and timing strategies to maximize account value.
Learning Objectives:
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Recognize opportunities for upselling and cross-selling.
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Align product or service offerings with client needs.
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Use data to tailor recommendations and increase conversion rates.
MODULE THREE
Managing Renewals and Reducing Churn
This module focuses on the renewal process and retention strategies to maintain recurring revenue. Participants will learn negotiation techniques, renewal planning, and how to handle objections effectively.
Learning Objectives:
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Build and implement a proactive renewal strategy.
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Address client concerns to secure renewals.
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Monitor and mitigate churn risks within accounts.
MODULE FOUR
Strategic Account Planning
Participants will learn to develop comprehensive account plans that align client goals with organizational objectives. This module includes setting KPIs, forecasting account growth, and building client-specific strategies.
Learning Objectives:
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Create strategic account plans with measurable goals.
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Forecast account growth potential and revenue impact.
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Align client priorities with organizational objectives.
MODULE FIVE
Leveraging Data for Account Growth
Learn to use data and analytics to assess account performance and identify growth opportunities. Participants will explore dashboards, KPIs, and reporting tools to drive decision-making.
Learning Objectives:
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Track key metrics for account health and performance.
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Use data visualization tools to present account insights.
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Make data-driven decisions to optimize account strategies.
MODULE SIX
Communication and Negotiation Skills for Account Managers
Build advanced communication and negotiation skills to strengthen client interactions. This module covers objection handling, conflict resolution, and effective persuasion techniques.
Learning Outcomes:
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Enhance communication skills for client-facing scenarios.
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Negotiate win-win outcomes during renewals and upselling.
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Resolve conflicts and address objections professionally.
MODULE SEVEN
Becoming a Trusted Advisor
Participants will learn how to position themselves as strategic advisors to their clients. This module focuses on thought leadership, consultative selling, and aligning as a partner in the client’s success.
Learning Objectives:
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Build credibility and trust with clients as an advisor.
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Use consultative selling techniques to uncover deeper needs.
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Provide long-term value that fosters loyalty and retention.