Introduction
In today's competitive business landscape, building strong relationships with your key accounts is essential for driving sustainable growth. This intensive two-day program equips you with the knowledge and practical skills to develop and implement effective Key Account Management (KAM) strategies.
How you will benefit
- Apply a proven framework for developing and implementing a KAM strategy
- Develop targeted account plans that drive growth and profitability
- Build stronger relationships with key decision-makers
- Effectively communicate the value proposition to your key accounts
- Negotiate win-win deals with your key accounts
Who should attend
Sales people, Sales Managers, Key Account Managers, CEOs and all who sell to and negotiate with big corporate customers and clients, locally and globally.
What you will cover
Module 1: Strategic Overview and Benefits
- Looking at customers as annuities
- Key competitive benefits
- Account principles
- KAM Strategy
Module 2: Developing Key Account Strategies for Specific Clients
- Segmenting the key account
- Basics of long-term relationships
- Adding value to customers
- Areas of profit opportunity
- Relationship purpose and guidelines
- Differentiating yourself
- How customers see you
Module 3: Preparing Key Account Action Plans
- Critical planning elements
- Assessing positioning
- Defining unique solutions
- Setting strategic goals
- Testing your goals
- Revenue target management
Module 4: Focusing on Sales Results
- Screening opportunities
- Investing in relationships
- Recognizing poor investments
- Getting your people onside
- Prioritizing high-potential accounts
- Actions required for higher sales results
Module 5: Key Account Case Study
- A major company relationship analyzed
- Applying concepts to your clients