Account Management: What is Account-based Selling?

The video tutorial explains account management as a long-term process of building relationships with prospects and customers to maximize sales opportunities. It covers six core elements: strategy, portfolio, account plan, relationships, systems, and process review. The tutorial emphasizes the importance of aligning business strategy with sales activities, optimizing account portfolios, developing detailed account plans, and building strong customer relationships. It also highlights the need for effective systems and regular process reviews to improve account management practices.

What is the primary goal of account management?

Describe the key elements of the account management process.

How should business strategy influence sales activities?

What should be included in periodic account review meetings?

What are the components of an account plan?

Explain the importance of building relationships within a customer organization.

How can understanding customer needs lead to more successful sales?