Strategic/Key Account Management

Beyond Transactions: Building Partnerships through Key Account Excellence

Provide your sales team with the skills, tactics, and tools to grow account revenue.

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It costs 6X more to acquire new customers than it does to keep existing ones. (HBR)

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The #1 priority cited by sales leaders in the year ahead is increasing business with existing accounts. (rain group)

On average, 7 people are involved in the buying decision making process (Gartner)

Farmers Don’t Hunt

Most account managers are primarily involved in managing the existing business.

They tend to react to current needs, struggle to connect with the right prospects and fully leverage opportunities, and often find prioritizing their time a challenge.

Access, Engage, and secure your strategic accounts

Growth demands more than a strategic mindset and new tactics.

The real success starts with equipping your team to excel in serving your most important accounts.

Customer-Centric Success

Expanding business within existing accounts is essential for achieving long-term sales success. Many sales professionals adopt a reactive stance in account management, often missing out on key growth opportunities.

Strategic Account Management provides sales professionals with the skills, tools, and strategies they need to drive revenue in existing accounts. Participants discover how to deepen account relationships, identify growth and expansion opportunities, perform effective customer business reviews, secure renewals, and increase account revenue.

Learning Objectives

After attending the program, participants can achieve the important objectives as follows:

Master Account Management: Grow, expand, and retain critical accounts using proven processes.
Prioritize with Research: Conduct detailed research to prioritize accounts and uncover growth opportunities.
Identify Key Decision Makers: Recognize the roles, influencers, and priorities of decision makers.
Strengthen Relationships: Deepen connections within accounts to foster long-term partnerships.
Create Strategic Plans: Develop and implement strategies to grow business within accounts.
Facilitate Productive Reviews: Conduct effective customer value review meetings.
Handle Challenging Conversations: Manage difficult conversations with skill and confidence.

Who Should Attend

New Business Development Professionals
Key Account Managers, Global Account Managers, Strategic Account Managers, and Major Account Managers
All those on the Key Account Support Team
Senior Sales Staff and Account Managers with an interest in Key Account Management

Duration : onsite 3 days, online- 2.5 hours x 10 sessions

Course Contents

Flexible Delivery Options

World-Class Facilitators

We’re proud to have top-tier facilitators. Consistently, we receive feedback such as: ‘It was the most effective training our company has ever experienced.