The Major Account Planning Strategies Training Course offered at Oxford Training Centre is designed to equip professionals with the advanced skills required to manage and grow high-value client relationships strategically. The program focuses on creating, executing, and sustaining effective major account planning strategies that deliver measurable business outcomes.
Within the context of Sales and Marketing Training Courses, this course addresses the complexities of managing key and enterprise accounts, combining elements of strategic account management training, account growth and retention training, and key client relationship strategies. Participants will learn how to develop structured account plans, identify growth opportunities, and execute targeted engagement strategies that align with both client and organizational objectives.
The course also provides practical tools for sales account strategy and planning, account-based selling techniques, and account penetration and expansion techniques. It emphasizes the integration of customer relationship management for major accounts with robust analytical frameworks to ensure decision-making is data-driven and results-focused.
By the end of the program, attendees will be able to confidently execute key account strategy execution training, manage strategic relationships, and position themselves as trusted advisors to major clients, ensuring sustained revenue growth and long-term business partnerships.
Objectives
- Apply proven frameworks from a major account planning strategies training course to manage high-value accounts.
- Design and implement strategic account management training methods tailored to specific clients.
- Develop effective key account planning and development processes for long-term growth.
- Apply sales account strategy and planning techniques to align with business objectives.
- Use account-based selling techniques to personalize client engagement.
- Implement customer relationship management for major accounts to enhance loyalty.
- Strengthen enterprise account planning skills to handle complex, multi-stakeholder relationships.
- Apply key client relationship strategies to improve trust and collaboration.
- Drive growth through account growth and retention training best practices.
- Execute strategic sales planning for major clients to maximize profitability.
- Manage high-value clients using high-value account management training principles.
- Apply major client engagement strategies for competitive advantage.
- Use sales territory and account planning for optimal coverage and resource allocation.
- Implement account penetration and expansion techniques to increase market share.
- Deliver results through key account strategy execution training.
Target Audience
- Key account managers seeking key account planning and development skills.
- Sales directors and managers responsible for strategic account management training.
- Business development professionals applying account-based selling techniques.
- Client relationship managers aiming to improve key client relationship strategies.
- Senior sales professionals tasked with account growth and retention training.
- Professionals managing corporate or enterprise clients with enterprise account planning skills.
- Regional or territory managers engaged in sales territory and account planning.
- Sales strategists responsible for key account strategy execution training.
- Consultants and advisors offering high-value account management training services.
How Will Attendees Benefit?
- Expertise in major account planning strategies training course best practices.
- Skills to execute effective strategic account management training approaches.
- The ability to design impactful sales account strategy and planning documents.
- Competence in deploying account-based selling techniques for targeted engagement.
- Knowledge of customer relationship management for major accounts for improved retention.
- Confidence in applying enterprise account planning skills to complex deals.
- Strategies for sustainable growth using account growth and retention training methods.
- Tools to apply major client engagement strategies that strengthen partnerships.
- Methods for account penetration and expansion techniques to increase revenue.
- Proficiency in key account strategy execution training for measurable business outcomes.
Course Content
Module 1 – Introduction to Major Account Planning
- Defining high-value accounts and their impact on business growth.
- Overview of a major account planning strategies training course.
- Key principles of strategic account management.
Module 2 – Strategic Account Management Foundations
- Core elements of strategic account management training.
- Aligning account objectives with organizational goals.
- Building trust and credibility with major clients.
Module 3 – Key Account Planning and Development
- Structured key account planning and development models.
- Identifying client needs and value drivers.
- Developing long-term account roadmaps.
Module 4 – Sales Account Strategy and Planning
- Applying sales account strategy and planning for competitive advantage.
- Setting measurable objectives and KPIs for accounts.
- Resource allocation for maximum impact.
Module 5 – Account-Based Selling Techniques
- Personalizing offers using account-based selling techniques.
- Integrating marketing and sales for targeted outreach.
- Leveraging client insights for tailored solutions.
Module 6 – Customer Relationship Management for Major Accounts
- Implementing customer relationship management for major accounts effectively.
- Using CRM tools for data-driven decision-making.
- Building loyalty through consistent value delivery.
Module 7 – Enterprise Account Planning Skills
- Applying enterprise account planning skills to complex client structures.
- Managing multiple stakeholders within large accounts.
- Coordinating internal teams for unified client strategies.
Module 8 – Key Client Relationship Strategies
- Enhancing collaboration through key client relationship strategies.
- Identifying and nurturing decision-makers and influencers.
- Creating value propositions that resonate.
Module 9 – Account Growth and Retention
- Applying account growth and retention training principles.
- Identifying cross-selling and upselling opportunities.
- Mitigating risks to long-term client relationships.
Module 10 – Strategic Sales Planning for Major Clients
- Using strategic sales planning for major clients to increase market share.
- Prioritizing accounts for maximum return on investment.
- Balancing short-term wins with long-term growth.
Module 11 – High-Value Account Management
- Principles of high-value account management training.
- Customizing service levels for premium clients.
- Leveraging partnerships for mutual growth.
Module 12 – Major Client Engagement Strategies
- Implementing major client engagement strategies for stronger relationships.
- Using events and initiatives to deepen connections.
- Communicating value beyond transactions.
Module 13 – Sales Territory and Account Planning
- Applying sales territory and account planning to optimize coverage.
- Avoiding territory overlap and inefficiency.
- Tracking and analyzing territory performance.
Module 14 – Account Penetration and Expansion Techniques
- Applying account penetration and expansion techniques for revenue growth.
- Developing strategies to enter new divisions or markets.
- Leveraging existing successes to expand presence.
Module 15 – Key Account Strategy Execution
- Implementing key account strategy execution training methods.
- Tracking progress against account plans.
- Continuous improvement for sustained success.