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Key Account
Management

If you have a few key clients and you really need to maximise the opportunities and increase the share of wallet from those clients, this 3-week virtual programme is for you.

Learn how to analyse your key accounts and develop a strategic plan that focuses on how you can add the most value to their business. This will help ensure you’re seen as a key partner, not just a supplier.

Ideal for experienced sales professionals who are managing a small number of large or key accounts and want to maximise the opportunities for and from those clients. This could include those in key account management and sales management roles.

What’s involved

3-week programme including:

  • Weekly 4.5-hour virtual sessions
  • Preparation of personal objectives
  • Toolkit for back on the job implementation, including a strategic sales plan and a meeting planner
  • Develop an action plan and an application project to focus your new skills on a real piece of work that will benefit you and your organisation
  • David Forman certificate awarded upon completion

Contents include

  • Explore the relationships between customers and suppliers and identify the behaviours of a successful key account manager.
  • Understanding the characteristics of key accounts, how they should be managed and why it is important to understand what drives buyer decisions.
  • Develop both strategic and tactical initiative plans to deal with buyers, developing generic strategies and tactics to deal with different buyer perspectives.
  • Understanding power
  • Leveraging power and influencing with it
  • Moving from a vendor to a partner relationship
  • Strategic relationship analysis
  • Buyer analysis in a key account

Find out more about this programme

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By the end of the programme you will be able to:

  • Understand how to define a key account.
  • Increase your understanding of the importance of multiple influencers within larger organisations, and how to develop these.
  • Reach and manage multiple stakeholders.
  • Leverage influencing techniques to build trust.
  • Understand and demonstrate ROI.
  • Increase personal power.
  • Plan and run strategic meetings and account reviews.
  • Create true business partnerships.

Public pricing from

$1,295 + GST
(If you book and pay 30 days in advance)
$1,495.00 + GST (Full price)

Group discount

Group discount 10% off total price
(3 or more attendees, booked at the same time)

Want it delivered inhouse?

We can help
(Run it as is or customise it for your business)

What
participants
say about this
programme

“Getting into the mindset of being a leader and a coach, but also understanding when being a “manager” is also required and appropriate. I now understand and can articulate why I do the things I do, and what is and isn’t working well for me.”

- Sales & marketing manager

“The course was very tailored to what I need in management/leadership terms…it was all spot on in terms of the GROW model, giving feedback, coaching others. Exceptionally relevant, and expertly delivered.”

- Sales director, GM sponsorship

“I wanted to say thanks for the three days, it was undoubtedly the best course I have been on (and I have endured a number!!). I have started to put a number of the learnings into play… all of which have helped me immensely.”

- Sales manager