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Who will this training help?
What will you get?
How long will it take?

Business to Business sales activity needs to build relationships that result in profitable business growth.

Account Managers need to understand the buying processes of the accounts they operate in, bringing together processes and people to increase your share of wallet with that client or customer.

Signing an agreement is not enough. That’s when the hard work starts, and that’s when so many account managers and businesses start to relax – happy that they have an agreement in place.

Account Managers need a blend of skills; to win contracts and negotiate agreements and to manage a portfolio of accounts that they deliver sales into your business. To do that they need to be commercially savvy, able to understand and influence the accounts they operate in, take action that generates a greater share of wallet, co-ordinate sales activity to penetrate that account and defend against competitor activity.

At Intelligent Dialogue we work with Account Managers and their line managers to ensure that you are focusing on and operating effectively in accounts you need to gain, retain or grow.

Who will this training help?

Anyone who manages accounts
Anyone who has the responsibility to secure trading agreements and then ensure that sales follow
New or experienced account managers
The training has been universally praised by our teams.
The training has been universally praised by our teams. We have seen a positive difference in the way our teams communicate with those who need our help.
Lucy Caddis
Atlas short testimonial
We chose Intelligent Dialogue as they listened and understood our requirements. The training was extremely well received by everyone and saw results straight away.
Sam Hills
Exceptional feedback
The way Intelligent Dialogue worked with us just works. They developed a training programme that has been a great experience, has received exceptional feedback, and seen people really focusing on customers. I cannot speak highly enough of the approach they take.
Simon Baines
A key partner as our company moves forward
Intelligent Dialogue brings clarity, empathy and an informed insight into our staff development at an operational and board level. They are a key partner as our company moves forward to its next chapter.
David Evans
We really have seen a change
The feedback was unanimously positive. We have really seen a change in how the PSAs interact with patients; a much more ‘can do’ approach to potential problems.  
Gill Welch
Has yielded great results
“The training I have received from Diane at Intelligent dialogue is second to none! Tailor made to my working situation and at an extremely manageable pace. This has made my learning easy to implement over time and has yielded great results!”  
Debra Ward
Big impact and improvement
The Intelligent Dialogue team managed to achieve a big impact and improvement, with some of the smallest changes.
Operations Director
Best Customer Service
Best Customer Service Course I've been on in years, with one of the best trainers. Learned a great deal.
Debra Wood
100% Recommended
100% Recommended. Real development for real people in daily scenarios.
Branch Manager
Booked meetings have doubled and quotes gone up by 61%
Even after just over a month my numbers as in number of booked meetings have double and quotes have gone up by 61%. As you can imagine we’re amazed by the results. Diane has even been in touch today to see what has happened since and to see if there was anything else we needed. We couldn’t ask for a better service!
Darren John
The trainer really understood our business

“The session was hugely informative and interactive, and the trainer really understood our business, and adapted the session to meet our needs.”


Luci Lloyd
I feel so much more confident
I feel so much more confident having this framework now when handling sales calls and it feels so much more natural than the one I was trying to implement before.
Danielle Cole
Short – Sam Roper – HSD Unlike other courses the action plans
Unlike other courses action plans have tangible benefits, in fact some benefit is already in action a week later.
Sam Roper
Short – Sam Roper – HSD – the feedback and enthusiasm from everyone has exceeded my expectations
The feedback and enthusiasm from everyone involved has exceeded my expectations.
Sam Roper
Short – Angel Advance – the most valuable course – customer service
The most valuable course taken to date for our managers, trainers and coaches.
Ben Mariner
Short – BOC – Ambassador – really good very insightful
It's helped me to understand how to make a customer feel valued. Really good, very insightful.
Short BOC – Ambassador – time and money well spent
Excellent, time and money well spent.
Phil M
Short – Schein – Mark Y – Team Leader
An awesome insight into the way our interactions with clients have a significant impact on our business. Providing skills & techniques for a better customer experience.
Mark Yeates
Short – Russell Smith – Reynolds – added value
They added real value and are a real pleasure to work with.
Russell Smith
Short – Patrick Allen – Henry Schein – results
They deliver great results and provide a real return on investment.
Patrick Allen
Short – Reynolds – Customer Service; Call Centre and leadership
If you need really sustainable results in your business then I could not think of a better company than Intelligent Dialogue.
Paul Collins
Short – Michael Reeve – Edwards – customer service and sales
I wouldn't hesitate to recommend them.
Michael Reeve
Short – Rotrex – Ian Bunting – Sales
The training delivered positive & measurable results, increased hire, sales & service business in all of our market sectors.
Ian Bunting
One of the best received we have run
The Ambassador programme has certainly been one of the best received that we have run - so thank you very much for this.
Colin Mills
Short – Jeff Hudson FLG – Hire
Intelligent Dialogue really understand the hire market, and if you want to generate more business and improve service I would contact Diane Banister.
Jeff Hudson
Short – FLG Jeff Hudson – sales hire controllers
Already extra revenue has been significant.
Jeff Hudson
Short – Coventry City Council – Customer Service
I would strongly recommend Intelligent Dialogue to anyone. The content was perfect and the delivery was First Class.
Daniel Freeman
Short – Matt Ainscough – Commercial
The results have been outstanding.
Matt Ainscough
Short – Edwards – Customer Service
I learned more in this course than in over 20 years of customer service.
Christian Owens
Short -One Stop Hire – Sales
I'd recommend this training course if you want to make more profit. As far as courses go it's been as good as it gets.
Craig Hughes
Short – All Med Pro – Sales
Brilliant workshop today. Many thanks to Diane Banister. Already the feedback I have had from the team has been great. Highly recommended.
Adam O'Keeffe
Short – BOC – Colin Mills – Customer Service
The Ambassador programme has certainly been one of the best received that we have run - so thank you very much for this.
Colin Mills

What you will get from Intelligent Dialogue Account Management Training

At Intelligent Dialogue, we design our training and development programmes based on the outcomes you want to achieve – one size simply doesn’t fit all.

We design and deliver training that helps people and businesses to be more confident in their market place. Quite simply we want people to succeed so that businesses secure their future.

We will collaborate with your Sales Leaders, so that we co-create the training that will work for you. We’ll focus on the key things which will make the difference for your account managers in your market-place.

Our account management training gives account managers:-

the space to think about their approach and to focus on what account management really means for your business
an understanding of the role of the account manager and account management
building the relationship and developing their trust in you
planning for success - the SPECIAL account management process
how to increase "share of wallet"
how to prioritise accounts where account managers will get most pay off from their activity - analysing data for actionable insights
mapping accounts; how to develop and implement account management plans. Who are the decision makers and who are the influencers?
how to have commercial conversations with customers, securing opportunities and reviewing account performance
how to co-ordinate sales activity to penetrate accounts
how to assess potential and spot opportunities within your account
how to defend against competitor activity
how to have difficult conversations within an account - price sensitivity / contract renewal / competitor defence / problem solving / growth approaches
account management surgery identifying the WORK ONS in the account - the activity that will build the relationship and secure ongoing business at the right price

How long will it take?

If you are new to account management or don’t have account management processes in place, you will need more training time.

If you just want to develop the commercial conversations of your account managers, typically an Account Management Programme combines some or all of the following:-

Organising for Action ( 1 – 2 days)

Commercial Conversations ( 1 – 2 days)

Account Management Clinics – working live management issues to develop better strategies to gain, retain or grow account spend. This can take place 121 or in group settings.



If you would like to improve your teams account management skills then get in touch to discuss the detail of what you’d like to achieve. We’ll discuss with you our approach to achieving your objectives, how long the training will take and the investment you’ll need to make.

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