Can't Lose Accounts is a learning and coaching workshop that takes the often confusing concepts of B2B Outcome-Based Account Management and make them easy to understand. More importantly, throughout the workshop you will be applying new concepts to your real live account. However, you will never be learning and doing alone. You will have access to your Personal Coach who will question, explain and coach you – either through direct feedback on the platform or through 1 on 1 video teleconference calls.
Past Value Delivered (PVD) is the definitive output of your account management process. In complex B2B sales, it is ultimately what the customer is buying - better outcomes and value. And yet, one of the challenges that we, as sellers, routinely present to customers is that they do not understand the value received from previous purchases of our Products and Services. In this workshop you will learn to answer the following about any B2B account and apply it to your live account in the workshop:
- Understand what Past Value Delivered really is
- See how Key Decision Makers use PVD to make them look like heroes in their company
- Use PVD to set up Renewals, Referrals and Upsell and Cross-sell Opportunities
- Develop Customer Success Plans to ensure you are delivering the expected Value
- Conduct Customer Value Reviews that senior Decision Makers want to regularly attend!
With these insights, you will then be able to set up simple and easy Renewals, enthusiastic Referrals and be offered your unfair share of Upsell and Cross-sell Opportunities!
My name is Steve Thompson, and I am delighted to be your mentor during this workshop! To help you understand where I am coming from, a little bit about me. I am an expert in getting B2B deals done while maximizing the value to both parties. For over 20 years, I have personally coached thousands of B2B deals worth well over $15 billion – for both B2B selling and buying organizations. My diverse clientele represents dozens of industries and businesses from the Fortune 500 to technology startups. Clients have sent me to work in every major business center around the globe. When I receive a call from a client, it is almost assuredly a “must-win” deal that is in trouble – and it’s my job to help salvage this deal.
Helping clients understand what “value” really means to them, their key customers / suppliers and their businesses, is my passion! Having the unique perspective of participating in large B2B deals from both sides, I am frequently amazed (and sometimes frustrated) by the question “Why do so many buyers and sellers either routinely settle for low value deals or fail to reach an agreement?” This is especially true when there is tremendous value for one side (or both parties) that is not even brought into the selling or buying discussion – or arguably worse, is lost during the negotiation or the implementation after the sale!
I have previously worked in senior operations, sales and executive management at Westinghouse, Black & Decker and DuPont. I've started several businesses, one of which was a family owned bottled water company that was sold to the largest Japanese beverage company. I also served as a Nuclear Submarine Officer in the U.S. Navy right after college. I hold a BS in Chemistry from Georgia Tech and an MBA from the Kellogg School of Business at Northwestern University.
- 4 Levels
- Coaching By Steve
- Community Support
- iOS & Android