Grow the accounts you already have.
Accelerain Training’s account manager training teaches key account managers to plan strategically, build executive relationships, and grow existing customers through renewals, cross-sell, and new business units.
Serving the account isn’t growing it.
Many account managers spend their week keeping customers happy: answering requests, fixing issues, and chasing invoices. The relationship is warm, but it lives with one or two day-to-day contacts. When a new executive arrives or budgets tighten, nobody at the top of the account knows why the partnership matters.
Growth becomes accidental. Cross-sell happens when the customer asks. Renewals are negotiated in the last month, under price pressure, with procurement in the room. Quarterly business reviews recap activity instead of shaping next year’s priorities.
Accelerain Training teaches account managers to run each key account like a business. They build account plans with clear growth goals, map the organization beyond their contacts, earn time with executives, and use QBRs and renewals to expand the relationship rather than just defend it.
Diagnose. Design. Embed.
We review how your account managers plan, engage, and grow their most important customers, then build a program around the skills that turn service relationships into strategic ones.
Review the top accounts
We look at account plans, QBR decks, renewal histories, and relationship maps for your largest customers, and sit in on customer meetings to see where growth opportunities are missed.
Build the account playbook
We create an account planning template, an executive engagement approach, a QBR structure focused on the customer’s agenda, and a renewal timeline that starts well before the contract end date.
Coach account by account
We coach account managers as they build plans, prepare executive meetings, and run QBRs on their real accounts, until strategic account management is routine.
Three levers for account expansion.
Growing an existing account usually comes down to these three things.
Go wider and higher
Map divisions, sites, and executives you don’t yet serve. Each one is a new stakeholder, a new problem, and a new reason for the customer to invest.
Make the QBR strategic
Replace the activity recap with a conversation about the customer’s goals for next year, and where you can help reach them.
Start renewals early
Build the value story and the executive support months before the contract ends, so the renewal is a decision to grow, not a price negotiation.
The skills that win deals.
Engagements draw from Accelerain Training’s 22 training areas — the complete Renaissance System. Most engagements focus on 6 to 10 of these areas based on the team’s diagnosed gaps.
Built by the people who were the top 1%.
Accelerain Training was founded by sales leaders who carried a number — top-1% performers at Corporate Executive Board (now Gartner), Morgan Stanley, McKinsey, Citigroup, and BMO Capital. We built Accelerain Training to teach the system that made us the top 1%.
In our careers, we have closed hundreds of deals with the Fortune 1000 C-Suite and trained sales teams of 100+ reps. We’ve worked with teams selling into companies including Nike, Nestle, Goldman Sachs, Wal-Mart, Blackrock, PepsiCo and Microsoft, and with growth-stage B2B technology companies, professional services firms, and private equity portfolio companies.
Ready to grow your key accounts on purpose?
Book a strategy call to discuss how we can help your account managers expand their most important customers.
Build the program for your team.
Book a strategy call. We’ll diagnose where deals stall, pick the skill areas that matter, and scope a program around your motion.
- No commitment — we scope and price it with you
- Customized concepts, in-depth training, or training plus 1:1s
- 30-minute sprint, half-day, one-day, or two-day formats
Common questions about Grow the accounts you *already have*.
01What is account manager training?
Account manager training teaches account managers to retain and grow existing customers. Accelerain Training covers key account planning, executive relationships, strategic QBRs, renewals, cross-selling, and negotiating with procurement.
02What is key account management?
Key account management is a structured approach to managing and growing a company’s most valuable customers. It combines account planning, broad relationships across the customer, and regular strategic reviews focused on the customer’s goals.
03How do you write a strategic account plan?
Start with the customer’s business goals, map their organization and your current footprint, then set growth targets and specific actions. Review and update the plan with your team and, where possible, with the customer.
04How do you run a good QBR?
Focus the QBR on the customer’s priorities for the coming quarters, not a recap of your activity. Bring a point of view on where they can improve, include an executive sponsor, and agree next steps.
05How do account managers build executive relationships?
Offer executives something useful: an insight about their business, a benchmark, or a clear update on results. Ask your day-to-day contacts for introductions, and keep executive meetings short and focused on their agenda.
06When should account managers start the renewal process?
Start well before the contract end date, often several months ahead for large accounts. That gives time to document results, involve executives, and address issues before procurement takes over.
07How do account managers cross-sell without damaging trust?
Cross-sell only when you have found a real need, and frame it around the customer’s problem rather than your product list. Customers welcome new offerings from a partner who has already delivered.
Ready to build a team that sells with conviction?
Book a strategy call to see how we turn the framework into repeatable behavior for your reps.