Grow Accounts by Creating Value Before Asking for More.

Why this matters

Pertumbuhan jangka panjang membutuhkan pemahaman bisnis pelanggan, stakeholder strategy, value creation, account discipline, dan trust. Program ini menggeser sales dari product seller menjadi business partner.

RECOMMENDED FOR  Experienced salespeople, key account managers, sales leaders, business development, dan relationship teams.

Participants will be able to

• Memahami prioritas bisnis dan value drivers pelanggan.
• Memetakan stakeholder dan influence network.
• Membangun account strategy dan opportunity focus.
• Mengembangkan relationship berbasis insight dan value.
• Mengelola pipeline, review, dan next-best action.

Syllabus

1. From Seller to Trusted Partner
2. Customer Business Understanding
3. Stakeholder & Account Mapping
4. Value Creation Strategy
5. Strategic Conversation
6. Account Growth Plan

Workplace value

EXPECTED IMPACT  Kualitas account planning meningkat, hubungan lebih strategis, peluang cross-sell/upsell lebih terarah, dan retention lebih kuat.

WORKPLACE OUTPUT  Strategic Account Growth Map.

Recommended learning experience

Menggunakan kombinasi diagnostic discussion, case-based learning, demonstration, guided practice, role-play atau simulation, peer feedback, reflection, dan action planning. Kedalaman metode ditentukan setelah needs analysis.