Even with your best-performing accounts, you face daily challenges. Along with so many other competing priorities, strategic account managers can become complacent by not insulating accounts from inevitable customer role changes and even restructuring. This webinar will highlight ways to protect and expand your customer spend through an easy-to-follow, proven process called Lateral and Vertical Relationship Strategies. Best-selling author and leading sales trainer Ed Wallace will help you connect your 2020 goals to an intuitive relationship-expansion process by creating strategies and action plans for key customers, most likely successors, influential peers and executives.

Participants will learn:

• How to identify risk within strategic accounts
• 5 steps to advance new relationships from acquaintances to respected advisor
• Lateral and vertical relationship strategies that can be put to use immediately
• Ways to defend and keep long-standing relationships fresh
• How to use the RQ® Assessment to determine relationship strength