Description

Approximate time to complete: 30 minutes (not including short course assessment)

Intended audience: Account Executive, Sales Management

Sales Process Skill Set: Plan

Category: Foundation

Overview:

Identifying Current and New Business in an Account is a course intended to assist the account team in identifying existing opportunities and sources of revenue and ensure that business is progressing and protected as well as apply a method of assessing where areas of new opportunity may exist within key business units of the account.

Course objectives:

After completing this course, you will be able to:

• leverage recently delivered value to the customer
• Identify strategic business initiatives in an account
• Determine if current opportunities are linked to business initiatives
• Identify sources of recurring revenue in an account
• Choose a strategy for expanding the current boundaries around your account
• Apply a method for identifying areas of potential within the account—the “White space.”
• Bridge the results of white space analysis to a customer’s business initiatives and projects

Recommended prerequisite courses:

• Principles of Account Planning

Related courses:

• Principles of Account Planning
• Analyzing People, Power and Politics
• Prioritizing Opportunities and Allocating Resources