Unlock Account Potential to Survive Stagflation

Duration: 55mins

Learning objective: Learn new skills, tools and best practices that will enable you to unlock the full potential of your existing accounts, and to defend the revenue you currently deliver.

Credit CPDEx:1.0

Tag(s) Leadership, English, Level 4, Level 5, Level 6, Field Sales (territory or product focused), Sales Manager (first line), Sales Leader (second line +), Collaboration and Relationships, Coaching and Mentoring, Customer Experience, Team Performance, Governance and Risk, L3C1, L3B3, L3C3, L3C5, L3B4, L3C4, L3B5, L4B4, L4C6, L4C8, L4B3, L4C2, L4C9, L4C3, L4B6, L4C7, L5B2, L5B1, L6B1, L6B2, L6C1, L6C3, L6C4, L6C2

Unlock Account Potential to Survive Stagflation

Description

Recommended audience

Sales Professionals
Account Managers
Sales Management & Leadership Professionals
Customer Success Managers

Type of audience

UK and International

Description

As if we didn't have enough to deal with thanks to the pandemic, inflation, supply chain disruption and the Great Resignation, we are now faced with the prospect of Stagflation: inflation combined with a recession. The tools available to reduce inflation will make the recession worse, and vice versa, so the pain could be severe.

One of the best ways to survive and thrive over the next couple of years will be to unlock the full potential of your existing accounts and defend the revenue they currently deliver. Imparta's new 3D Account Management programme, the latest release in its state-of-the-art 3D Advantage® Curriculum, provides the tools your teams need to achieve these goals.

Key takeaways

Why having a strategy is important for all your accounts, and the elements of a powerful account strategy.
Which business to compete for within the account, and which to leave alone, as the economic headwinds worsen.
How to build genuine sources of advantage within an account that will help you retain revenue through a recession.
Influencing delivery against the account plan, even when you don't have direct authority.
The critical skills your teams need to secure contract renewals.

CPD Points

CPD Points: One

Presenter

Claire Cologne, Head of Sales EMEA at Imparta

In her role as Head of Sales at Imparta, Claire has worked with a wide range of global organisations across a variety of industries. She brings insight and expertise in improving sales performance to support the execution of sales and business strategies through developing skills at every level; from Front Line to Executive.