Course Description
In this Enterprise Relationship Management course, you’ll learn how to keep enterprise clients engaged, measure their success, and grow the relationship over time. You’ll explore upselling and cross-selling strategies and how to handle conflict without damaging trust.
This course focuses on how to support and expand high-value client relationships beyond the initial sale. You’ll learn how to build structured onboarding plans and use usage trends to guide your actions. You’ll see how to position new offers based on timing, need, and value. You’ll also learn how to build multi-year account plans and keep alignment with executive sponsors. You’ll explore ways to manage conflict with calm, clear communication that helps preserve the partnership. You’ll learn to document what went wrong and build feedback loops to prevent future problems.
By the end of this course, you’ll be able to manage strategic accounts with confidence and drive long-term client success across the full relationship lifecycle.
What You'll Learn
- Implement post-sale engagement strategies that drive client retention
- Track and analyze client success using defined metrics and usage trends
- Identify cross-sell and upsell opportunities based on client needs, timing, and value
- Develop multi-year strategic account plans with long-term value goals
- Resolve client conflict with clear, professional, calm communication that preserves the partnership
- Build structured onboarding plans and feedback loops to prevent future problems
Key Takeaways
- The course focuses on supporting and expanding high-value enterprise client relationships beyond the initial sale.
- Post-sale engagement strategies and defined success metrics help drive client retention.
- Cross-sell and upsell opportunities are positioned based on client needs, timing, and value.
- Long-term account planning includes building multi-year plans and keeping alignment with executive sponsors.
- Client conflict is managed through calm, clear communication, with documentation and feedback loops to prevent future problems.
Frequently Asked Questions
What does this Enterprise Relationship Management course cover?
It covers keeping enterprise clients engaged, measuring their success, and growing the relationship over time, including upselling and cross-selling strategies, structured onboarding plans, multi-year account planning, alignment with executive sponsors, and handling conflict without damaging trust.
Who is this course for?
It is for people who support and expand high-value client relationships and want to manage strategic accounts across the full relationship lifecycle.
What skills will I gain from this course?
You will build skills in Account Growth, Account Management, and Customer Retention.
What will I be able to do by the end of the course?
You will be able to manage strategic accounts with confidence and drive long-term client success across the full relationship lifecycle.
What topics are included in the lessons?
Lessons include an Introduction, Sustaining Client Relationships, Measuring Client Success, Growing Existing Accounts, Long-Term Account Planning, Resolving Client Conflicts, and Test Your Knowledge checks.
