Miller Heiman / LARGE ACCOUNT MANAGEMENT PROCESS

LARGE ACCOUNT MANAGEMENT PROCESS

Create a long-term roadmap for your most strategic accounts

The Large Account Management Process (also known as LAMP) focuses on planning for and managing relationships within strategic accounts. Using Miller Heiman Group’s Gold Sheet analysis and strategy, LAMP teaches organizations how to build actionable account management plans that ensure success for both sellers and their customers.

The LAMP initiative covers three key stages of account management: data gathering, strategy sessions and execution. By adhering to this proven process, LAMP enables sales organizations to positively impact everything from customer perception to cross-team collaboration.

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OUTCOME & IMPACT

  • Creates a shared vision for the future, resulting in multi-year, mutually-beneficial account growth.
  • Identify and segment overwhelming accounts into easier-to-manage divisions, aligning your internal strengths with your customer’s needs.
  • Gives you the tools to protect strategic accounts from communication breakdowns and competitive threats.
  • Manage big accounts helps you develop robust relationships with key players within strategic accounts, increasing reach, retention and growth.

Workshop

Strategic Selling With Perspective

Win complex deals with a scalable, insights-driven approach to opportunity management.

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Strategic Selling with Perspective