Account Management Skills For Sales

The “MBA for Sales”: to create growth and retain your most important customers

A fully virtual, blended training program that equips the new-to-role account manager and/or sales professional to:

  • Elevate engagement and grow business with important customers
  • Apply best-in-class, pragmatic account management processes, principles, and tools.

Build front-line salespeople’s skill set and mindset to effectively engage large and/or important accounts with behaviors that have been proven to drive growth. Begin shifting mindsets from “product-based” to “customer-centric” while positioning your firm as a true value-add solution supplier and stop customers from seeing you as “just another vendor.”

Participants will be equipped with a repeatable account-centric selling process and playbook integrating more than 20 proven principles and tools – downloadable, ”smart” editable templates that structure thinking and guide application of leading account management practices.




The course runs over six weeks, with participants expected to invest approximately two and a half days overall. Workshops will be limited to 20 participants to maximize personal attention and coaching from faculty instructors. Throughout the course participants will have ample opportunity to interact with peers, exchange ideas, and share learnings with account managers through online communities of practice and SAMA events.

Each participant will receive:

  • Access to SAMA’s account-based selling digital learning platform for one year
  • Access to digital micro-learning videos for one year
  • A digital/printable workbook that guides the participant through the learning journey
  • Account management tools and templates
  • Live-virtual workshop interaction with SAMA’s leading account management faculty
  • The SAMA certificate of completion/digital badge to use on their LinkedIn profile to show strong comprehension of account management principles

Learn anywhere, anytime on an intuitive virtual, mobile platform


“Now I can collaboratively create account plans and communicate value ‘beyond the cookie.'”

“The course builds the mindset of a business person versus a sales person; it moved me from focusing on technical specs to understanding the customer’s business model, challenges, and Careabouts™. It’s not about what we care about!”

“The account management tools help organize my thoughts and choose the best approach for each customer situation / strategy.”

Participants with interest will be placed on a waitlist. Once the cohort has reached 10 participants we will begin scheduling the session. 

Note: Program can be customized for individual companies (for 10 or more participants)


Membership Level Per-person
SAMA Corporate Member $2685
SAMA Individual Member $2835
Non-Member $3285




Join The Waitlist


The Strategic Account Management Association (SAMA) is a knowledge-sharing organization devoted to developing, promoting, and advancing the concept of customer supplier collaboration through communities of practice. SAMA is dedicated to the professional development of the individuals and companies involved in the process of managing national, global, and strategic customer relationships, and to enabling members to create greater customer value and achieve competitive advantage accordingly.