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Home / Account Planning / Identifying Current and New Business in an Account

Identifying Current and New Business in an Account

$50.00

SKU: Identifying+Current+and+New+Business+in+an+Account Category: Account Planning
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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

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