Strategic Account Management

What is Strategic Accounts ?

Strategic accounts are the life-blood of any enterprise; when they catch a cold the entire organization sneezes. It’s a widely known fact in B2B sales that 20% of customers contribute to 80% revenues. Evidently, this special lot needs undivided attention, unwavering focus and a foolproof plan since it’s strategic to your business. Equally important is your own positioning as strategic partners to this clientele. As an organization, it’s imperative to keep on  increasing the pie of your strategic accounts.

Our Approach

At Infinite Possibilities, we realize that the one-size-fits-all policy has run its course. So we customize our engagement tailored to your team’s unique challenges and needs. We strongly believe that learning by doing is the best way to imbibe new skill, which means your sales team will apply what they are learning to their live sales opportunities during the workshop.

SAM Process involves three logical and practical steps:

 

 

 

 

Assess

Core Fundamentals of SAM is about knowing your accounts Intimately and Value Creation for customers so our approach is to first Assess the current relationship, How do they perceive you? How do they define Value?

Explore

Once we are through with assessment we focus on EXPLORING Value Creation for these accounts. This would involve the following key activities Identify Levers for top initiatives, Articulate Value Prop, Find Insights for Customer Value Creation, Leverage Internal Expertise.

Plan

The program delivers a process to document short and long-term plans for managing key accounts. As a result of adopting this process, account managers will craft strategies for managing cross-functional teams to clarify roles and responsibilities, boost collaboration, and ensure accountability.

Business Outcome

Enable strategic account managers to
Enable sales managers and senior leaders to