{"id":436,"date":"2015-05-07T20:44:50","date_gmt":"2015-05-07T20:44:50","guid":{"rendered":"http:\/\/testjbk2015redesign.noxgraphicscollaborations.com\/blog\/?page_id=436"},"modified":"2019-02-01T01:40:31","modified_gmt":"2019-02-01T01:40:31","slug":"account-advantage-beyond-the-product","status":"publish","type":"page","link":"https:\/\/jackbkeenan.com\/programs\/sales\/account-advantage-beyond-the-product\/","title":{"rendered":"Account Advantage Beyond the Product\u2122"},"content":{"rendered":"<div class=\"wpb_text_column wpb_content_element outcomes\">\n<div class=\"wpb_wrapper\">\n<p>Your most strategic account relationships demand more people, more resources, more time, more flexibility and more focus.<\/p>\n<p>This incremental expense demands an extraordinary return. In order to generate that return, your organization \u2013 not just your salespeople \u2013 needs to think, plan, and act differently in these critical accounts.<\/p>\n<p><strong>Account Advantage Beyond Product\u2122<\/strong> (AABP) workshop focuses the energy and insights of your best people for two days on your most important accounts. During this working session, your account team will:<\/p>\n<ul>\n<li>Establish a baseline of what success in the account looks like both to your customer and to your company<\/li>\n<li>Develop insights into the customer business plans, priorities, and projects that represent your own best opportunities to deliver the most value<\/li>\n<li>Better understand your own customers\u2019 strategies at the enterprise, BU, and product-level, and then use that understanding to differentiate.<\/li>\n<li>Identify new revenue streams to supplement your run rate business by better understanding the customer\u2019s business and anticipating future requirements<\/li>\n<li>Develop relationship strategies designed to establish influential relationships with those in the account who can truly drive your success<\/li>\n<li>Develop insights into those areas that would provide unexpected and highly differentiated <strong>value<\/strong> for your customer with <strong>their <\/strong>customers<\/li>\n<li>Prioritize and allocate account team resources effectively to ensure comprehensive coverage of the accounts<\/li>\n<li>Improve account team internal and external coordination<\/li>\n<li>Have learned a repeatable process to apply to other accounts<\/li>\n<li>Produce an executable plan to identify, plan and prioritize resources and develop strategies to drive your company\u2019s engagement with the account over the next few periods<\/li>\n<\/ul>\n<p>The <strong>AABP<\/strong> structure is tailored to your customer types and your business needs. Not a generic, dust-gathering binder on a shelf, the <strong>AABP<\/strong> plan is a semi-custom process that provides your team a simple and clear image of the projects with the highest mutual value to both organizations, the activities with the most leverage and the people most critical to your success.<\/p>\n<p><strong>Account Advantage Beyond Product \u2122 <\/strong>is a next-generation enterprise-level, account planning process. Designed to be more readily executed as common practice in the field, the working session is short, slim, and simple.<\/p>\n<p><strong>Account Advantage Beyond Product \u2122<\/strong> provides sales professionals with a proven, repeatable process for identifying the right activity to drive extraordinary results from your most highly valued accounts.<\/p>\n<p>By the end of the working session, each account will have a clear, simple, and executable plan for maximizing the return from the enterprise selling effort. For more information, download a <img decoding=\"async\" style=\"margin: 0px;\" src=\"https:\/\/jackbkeenan.com\/wp-content\/uploads\/2015\/05\/pdficon_small.png\" alt=\"\" \/> of our <a style=\"color: #000000;\" title=\"Account Advantage Beyond Product\u2122\" href=\"https:\/\/jackbkeenan.com\/wp-content\/uploads\/2019\/01\/Account-Advantage-Beyond-Product-Fact-Sheet_2019.pdf\" target=\"_blank\" rel=\"noopener\">Account Advantage Beyond Product\u2122<\/a> program fact sheet or contact us directly.<\/p>\n<\/div>\n<\/div>\n<p><strong>Other JBK Programs<\/strong><\/p>\n<ul>\n<li><a href=\"https:\/\/jackbkeenan.com\/sales-gps-predictive-sales-analytics\/\">Sales GPS: Predictive Sales Analytics<\/a><\/li>\n<li><a href=\"..\/programs\/sales\/sales-competencies\/\">Sales Competencies<\/a><\/li>\n<li><a href=\"..\/programs\/sales\/account-due-diligence\/\">Account Due Diligence\u2122<\/a><\/li>\n<li><a href=\"..\/programs\/sales\/selling-beyond-the-product\/\">Selling Beyond the Product\u2122<\/a><\/li>\n<li><a href=\"..\/programs\/sales\/coaching-selling-beyond-the-product\/\">COACHING Selling Beyond the Product\u2122<\/a><\/li>\n<li><a href=\"..\/programs\/sales\/selling-beyond-the-product-application-modules\/\">Selling Beyond the Product\u2122: Application Modules<\/a><\/li>\n<li><a href=\"..\/programs\/sales\/selling-beyond-the-product-refresher-podcast-series\/\">Selling Beyond the Product\u2122: Refresher Podcast Series<\/a><\/li>\n<li><a href=\"..\/programs\/sales\/impact-with-insight-beyond-product\/\">Impact with Insight Beyond Product\u2122<\/a><\/li>\n<li><a href=\"..\/programs\/sales\/selling-advantage-beyond-the-product\/\">Selling Advantage Beyond the Product\u2122<\/a><\/li>\n<li><a href=\"..\/programs\/sales\/sabp-field-opportunity-review\/\">SABP Field Opportunity Review\u2122<\/a><\/li>\n<li><a href=\"..\/programs\/sales\/sabp-managers-workshop\/\">SABP Manager\u2019s Workshop\u2122<\/a><\/li>\n<li><a href=\"..\/programs\/sales\/account-advantage-beyond-the-product\/\">Account Advantage Beyond the Product\u2122<\/a><\/li>\n<li><a href=\"..\/programs\/sales\/marketing-beyond-the-product\/\">Marketing Beyond the Product\u2122<\/a><\/li>\n<li><a href=\"..\/programs\/sales\/negotiating-beyond-the-product\/\">Negotiating Beyond the Product\u2122<\/a><\/li>\n<li><a href=\"..\/programs\/sales\/engaging-customer-supply-chain-strategies\/\">Engaging Customer Supply Chain Strategies\u2122<\/a><\/li>\n<li><a href=\"..\/programs\/sales\/social-style-versatility-beyond-the-product\/\">Social Style: Versatility Beyond the Product\u2122<\/a><\/li>\n<li><a href=\"..\/programs\/sales\/making-service-work\/\">Making Service Work\u2122<\/a><\/li>\n<li><a href=\"..\/programs\/sales\/presenting-beyond-the-product\/\">Presenting Beyond the Product\u2122<\/a><\/li>\n<li><a href=\"..\/programs\/sales\/leading-sales-in-changing-times\/\">Leading Sales in Changing Times\u2122<\/a><\/li>\n<\/ul>\n<ul>\n<li><a href=\"..\/programs\/leadership-management\/social-style-managing-interpersonal-relationships-with-style\/\">Social Style\u2122: Managing Interpersonal Relationships with Style<\/a><\/li>\n<li><a href=\"..\/programs\/leadership-management\/getting-past-yes\/\">Getting Past Yes\u2122<\/a><\/li>\n<li><a href=\"..\/programs\/leadership-management\/confront-collaboratively\/\">Confront Collaboratively\u2122<\/a><\/li>\n<li><a href=\"..\/programs\/leadership-management\/strategic-situational-leadership\/\">Strategic Situational Leadership<\/a><\/li>\n<\/ul>\n<ul>\n<li><a href=\"..\/programs\/executive-coaching\/\">Executive Coaching<\/a><\/li>\n<\/ul>\n<ul>\n<li><a href=\"..\/programs\/product-training\/\">Product Training<\/a><\/li>\n<\/ul>\n<ul>\n<li><a href=\"..\/programs\/examples-of-consulting-and-facilitation-engagements\">Examples of Consulting and Facilitation Engagements<\/a><\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"<p>Your most strategic account relationships demand more people, more resources, more time, more flexibility and more focus. This incremental expense demands an extraordinary return. In order to generate that return, your organization \u2013 not just your salespeople \u2013 needs to think, plan, and act differently&#8230;<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":345,"menu_order":0,"comment_status":"closed","ping_status":"open","template":"","meta":{"footnotes":""},"_links":{"self":[{"href":"https:\/\/jackbkeenan.com\/wp-json\/wp\/v2\/pages\/436"}],"collection":[{"href":"https:\/\/jackbkeenan.com\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/jackbkeenan.com\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/jackbkeenan.com\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/jackbkeenan.com\/wp-json\/wp\/v2\/comments?post=436"}],"version-history":[{"count":0,"href":"https:\/\/jackbkeenan.com\/wp-json\/wp\/v2\/pages\/436\/revisions"}],"up":[{"embeddable":true,"href":"https:\/\/jackbkeenan.com\/wp-json\/wp\/v2\/pages\/345"}],"wp:attachment":[{"href":"https:\/\/jackbkeenan.com\/wp-json\/wp\/v2\/media?parent=436"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}