Key Account Management Strategy
Introduction
In today’s competitive business landscape, effective Key Account Management (KAM) is essential for fostering long-term client relationships and maximizing revenue. Our "Key Account Management Strategy" training program provides professionals with the tools and techniques to identify, develop, and retain high-value customers. This comprehensive course covers key areas such as strategic account planning, value-based selling, stakeholder engagement, and performance measurement. By mastering KAM best practices, participants will learn how to align their offerings with client needs, strengthen partnerships, and drive sustainable business growth. Whether you're in B2C, B2B sales, or corporate account management, this program will help you optimize customer engagement and boost profitability. Gain practical insights from industry experts and apply proven methodologies to manage key accounts effectively.
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
- Looking at customers as annuities
- Key competitive benefits
- Account principles
- KAM Strategy
- 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
- Critical planning elements
- Assessing positioning
- Defining unique solutions
- Setting strategic goals
- Testing your goals
- Revenue target management
- Screening opportunities
- Investing in relationships
- Recognizing poor investments
- Getting your people onside
- Prioritizing high-potential accounts
- Actions required for higher sales results
- A major company relationship analyzed
- Applying concepts to your clients
Schedule
