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UK-based. Working with sales teams across Europe.
The Sales House

Existing-client sales · intermediate

Intermediate Account Manager Bootcamp

Two days to deepen account strategy, protect renewals, strengthen stakeholder relationships and practise value-led expansion and executive QBRs.

Starting in sales can feel like learning several jobs at once. Developing sellers need more than another set of tips, and account managers need a pathway built for existing clients rather than new-business prospecting. We understand the different starting points. Choose the bootcamp that matches your role and experience.

Enquire About This Lab Explore the course
Two sellers role-playing a customer conversation while a colleague observes
The Sales House
Explore. Practise. Perform.

Duration

2 days · 9:30am–5pm each day

Group size

8–10 delegates

Format

Face to face

Price — Face to face

Price on request

+ VAT

where understanding becomes useful —

Why this course matters

Established account managers can create more value by moving from reactive servicing to purposeful strategy.

What you’ll explore in the Lab

For account managers with established foundations, this two-day bootcamp focuses on moving from reactive account servicing to proactive retention and growth. Assess account health, map decision-makers and relationship gaps, and build a strategic plan grounded in customer priorities.

Work through escalated issues, renewal risks and value-led cross-selling, practising commercially thoughtful conversations that protect trust. Day two develops executive-level QBRs, renewal negotiation and expansion proposals, followed by an account clinic to test assumptions and agree practical next actions. Bring an anonymised account and leave with a focused plan for its relationships, retention and growth.

a real challenge. a purposeful response.

The challenges this addresses

  • Retention risks identified too late for thoughtful intervention
  • QBRs or expansion conversations lacking relevance for executives
  • Escalated issues handled separately from account health and strategy
  • Renewal negotiations entered without evidence-based priorities or preparation

What this can change at work

Established account managers can move beyond servicing demand to shaping the account’s next chapter. Account-health analysis, executive QBRs and renewal negotiation help them connect relationships, risk and growth in a customer-led plan. Managers can challenge that plan through evidence rather than instinct, while the business can prioritise retention actions and credible expansion opportunities without treating trust and commercial ambition as competing concerns.

Account health challenged

Account reviews examine renewal risks and relationship gaps together, with evidence used to prioritise contact and intervention before problems escalate.

Executive reviews with purpose

QBRs connect customer outcomes to decisions and shared priorities, giving senior stakeholders a clearer role than simply receiving a service update.

Negotiations tied to strategy

Renewal and expansion preparation draws on account health, customer outcomes and stakeholder insight, with practical next actions tested in the account clinic.

Explore. Practise. Perform.

Less theory. More application.

What participants will practise

Realistic sales scenarios, role-play and peer feedback around account health, customer value and retention risks and strategic account plans and stakeholder influence. Where helpful, participants work on their own live (or anonymised) opportunities.

What they’ll take away

Take-away materials with the questions, frameworks and techniques covered, plus a short personal action plan for the next customer conversations where the skill matters.

How we help it stick

Reflection and action planning are built into the session. Reinforcement such as manager guides, follow-up labs or coaching depends on the programme you choose and is agreed with you.

How we make learning stick

Inside the workshop

Delivered face to face at your business HQ or a local WeWork arranged on request, subject to availability and agreed venue and travel costs. 8–10 delegates work through account-health exercises, stakeholder planning, customer-review presentations and negotiation scenarios. Peer challenge and facilitator feedback connect the learning to each manager’s accounts. The focus is existing customers, rather than the new-business sales cycle covered by Sales Accelerator.

explore it. practise it. take it with you. —

Your Intermediate Account Manager Bootcamp agenda

This sample schedule is adapted around your team, with breaks agreed before delivery.

Day 1 — Understand the account. Shape the strategy.

Move beyond reactive account servicing.

  1. Morning

    Account health and stakeholder strategy

    Assess value, risks, influence and relationship coverage.

  2. Afternoon

    Retention, issues and relevant expansion

    Rehearse an escalated issue and explore a needs-led growth opportunity.

Day 2 — Lead the commercial conversation

Turn account insight into purposeful customer action.

  1. Morning

    Executive QBRs and renewal negotiation

    Practise an outcomes-led review and a negotiation with clear boundaries.

  2. Afternoon

    Account clinic and growth plan

    Pressure-test expansion assumptions and agree owners, actions and review points.

Make Intermediate Account Manager Bootcamp relevant to your business

Tell us where you want to make progress with account health, customer value and retention risks. We can discuss suitable workplace examples, priorities and access needs before agreeing the scope. This workshop brings people together face to face; UK and European delivery arrangements are agreed with your organisation.

Discuss a customised version

What the training covers

The scope below sets out the subjects covered. Workplace examples and practice are shaped around your team within the booked format.

  • Account health, customer value and retention risks
  • Strategic account plans and stakeholder influence
  • Escalated issues and rebuilding trust
  • Value-led expansion and cross-selling proposals
  • Executive QBR formats and presentation practice
  • Renewal negotiation and commercial boundaries
  • Account clinics, portfolio priorities and action plans

What’s included in your booking

Your booked time and format
2 days · Face to face · 8–10 delegates.
Included in every course
  • Interactive, facilitator-led learningLive, hands-on sessions built around practice and participation.
  • Group discussionsShared conversations about real situations, so people learn from each other as well as the facilitator.
  • Breakout exercisesSmall-group practice, role-play and problem-solving, online or in the room.
  • Take-away materialsCourse materials, tools and templates to use back at work.
Facilitated learning and practical application
The subject coverage, exercises and facilitator feedback described above, with space to connect the learning to relevant workplace situations. The workshop description sets out the specific plans, prompts or tools developed in this course.

Follow-up coaching, refresher sessions and additional delivery days are not automatic inclusions; any additions are agreed in your proposal. Travel, venue arrangements and any software licences are confirmed separately where relevant. Prices exclude VAT.

Outcomes

The capabilities delegates work towards through the training and practice:

  • Diagnose account risks and prioritise relationship gaps
  • Build a strategic account plan grounded in customer outcomes
  • Handle an escalated issue constructively
  • Present a QBR that leads to agreed priorities and actions
  • Prepare a renewal or expansion negotiation
  • Create evidence-based retention and growth next steps

the next conversation is where it counts —

Take it back to work.

Choose a real situation where you want to apply the learning. Use it to turn an outcome into a manageable first step, then reflect on what changes.

Choose

Start with one priority: Diagnose account risks and prioritise relationship gaps.

Apply

Try the approach in a relevant task or conversation. Note what felt useful and what you would adapt.

Review

Reflect on what happened, seek feedback where appropriate and choose your next step. Follow-up support can be discussed separately.

Bring this topic to your next event

We can discuss adapting Intermediate Account Manager Bootcamp into a keynote or large-group session, focusing on the themes most relevant to your audience. Depth, activities, timings and any follow-up depend on the format and package you choose; an event session is not a substitute for the full course.

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your sales team. your priorities. your programme. —

Build your own sales programme.

Combine courses, focus on your skills gaps and shape the learning around your sales cycle. Standard workshops run with 8–10 delegates; BDR and MEDDPICC sessions have a maximum of eight; Sales Leadership workshops run with 6–8. Smaller bespoke cohorts can be discussed, with pricing agreed for your programme.

Your people. Your priorities.Ready to sell better? Build your programme.A programme shaped around your people — and the progress you want to make.

Where better selling begins.

Your team doesn’t need more slides. They need skills that stick.

Know you need help? Book a relaxed, no-obligation 30-minute call. We’ll talk through your team and challenge, and you’ll leave with an honest view of the options — no brief or programme needed.

Book a Discovery Call Enquire about this course