The Ignition Map

Fundamentals of Account Management (The Art and Science of Account Management)

Managing accounts is not the same as doing sales. It requires a different mindset and skillset. This course aims to help participants to understand and appreciate the sales paradigm shift from “hunting and hounding” to “farming and feeding”. We take you through all aspects of managing an account, from entering the relationship, to setting up meetings, through to closing the deal and beyond. The course focuses on helping participants develop both their selling skills, and their business acumen. Learn how to build a relationship with your target audience, so that they trust you enough to take action on your recommendations.