Course - Grow Revenue in Key Accounts

Grow Revenue in Key Accounts

Grow revenue by providing business value to your customers, growing the right relationships, developing new opportunities, and leveraging your team's collective experience.

Section - About 40 mins

Deliver Insight to Your Customer

Use an insight map to articulate your customer’s business goals.

Introduction

(About 12 minutes)

Getting Started on the Insight Map

(About 8 minutes)

Organizing the Insight Map

(About 5 minutes)

Adding Details to the Cards

(About 8 minutes)

Sharing the Insight Map

(About 3 minutes)

Section - About 40 mins

Expand and Elevate the Right Relationships

Use a relationship map to focus your team on the relationship strategies needed to grow revenue.

Introduction

(About 10 minutes)

Adding Contacts to a Map

(About 12 minutes)

Setting Relationships Between Contacts

(About 8 minutes)

Setting a Contact's Details

(About 10 minutes)

Section - About 25 mins

Start Your Plan

Create and structure a new Altify account plan.

Introduction

(About 10 minutes)

Start an Account Plan

(About 8 minutes)

Start an Enterprise Account Manager Plan

(About 8 minutes)

Start a Portfolio Account Manager Plan

(About 8 minutes)

Section - About 25 mins

Manage Your Enterprise or Portfolio Whitespace

Use an Opportunity Map to identify and explore new potential opportunities across the account.

Introduction

(About 8 minutes)

Mapping Out Your Current Book of Business

(About 8 minutes)

Mapping Out the Market Landscape

(About 5 minutes)

Targeting White Space for Potential Revenue

(About 5 minutes)

Section - About 30 mins

Collaborate to Grow Revenue

Use Test & Improve to help the account team grow revenue in their key accounts.

Introduction

(About 10 minutes)

Scheduling a Test & Improve

(About 3 minutes)

Preparing for a Test & Improve

(About 5 minutes)

Understanding the Plan

(About 4 minutes)

Testing the Plan

(About 3 minutes)

Improving the Plan

(About 4 minutes)