Course 3: Relationship Matrix 360

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Course 3: Relationship Matrix 360

Course Overview

Winning sales isn’t just about pitching the right solution—it’s about building the right relationships. In this course, we introduce the Relationship 360 Matrix, a powerful framework for tracking, strengthening, and leveraging client relationships in a non-financial way.

You’ll learn how to categorize accounts (Defend, Must-Win, Aspirational, and Staff Augmentation), identify key stakeholders, and objectively assess the strength of your relationships using a structured matrix. Through real-world case studies, we’ll explore how top sales professionals navigate complex accounts, move from acquaintance to trusted advisor, and strategically outmaneuver competitors in high-stakes deals.

Track and strengthen relationships – Use the Relationship 360 Matrix to measure and improve client connections.
Assess relationship depth objectively – Categorize contacts as Trusted, Acquainted, Guarded, or Resistors to prioritize engagement.
Apply non-financial metrics to accounts – Evaluate real progress in large, strategic accounts beyond just revenue.
Map decision-makers and influencers – Identify and engage key stakeholders to drive deals forward.
Leverage relationships for competitive advantage – Use intentional strategies to strengthen positioning and block out competitors.

Course Curriculum

Iconic Selling: Relationship Matrix 360

Applying the Relationship Matrix in Real-World Scenarios

07:09
Identifying Key Stakeholders – Uncovering Influencers and Decision-Makers

15:21
Using Non-Financial Metrics to Demonstrate Account Growth

04:01
Scaling Relationship Strategies for Global Accounts

10:10
Quiz: Test Your Knowledge
You Completed Course 3: Relationship Matrix 360! – Next Steps

00:08

Level

Intermediate

Duration

55m

Enrollment Validity

Lifetime

Certificate

Certificate of completion

A course by

Carl Erickson