SCPS Chapter 17 e-Book

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Chapter 17 – Strategic Account Selling

Abstract

Strategic Account Selling focuses on developing long-term, high-value client relationships through planning, customization, and cross-functional coordination. This chapter introduces strategic account frameworks, opportunity analysis, stakeholder mapping, and collaborative planning processes.

Learning Outcomes

• Define strategic account management and differentiate it from transactional selling
• Use account planning tools to identify growth opportunities within key clients
• Map stakeholder influence and tailor engagement strategies accordingly
• Coordinate internally to deliver consistent value across departments and roles
• Measure success using client-centric and business-focused KPIs