During this Covid-19 crisis, we will train you using different approach on 

“How to protect, grow, penetrate and communicate value to your Key Accounts.”

“Key Account Manager has to play the role of a Strategic Seller, Trusted Adviser, Effective Communicator, Networker, Professional Negotiator, Inspirational Team Leader and Disciplined Project Manager.”

Objective Outcome:

As we all know, not all customers are created equally with regards to the profitability they bring to your company and in the kind of volume of business that they buy from you. For long term, some of your clients have the great impact on your business. They perhaps your best profit customers, or must significant large accounts, or your largest customer.

The question is… as an account manager, do you really practice account management strategies in your business? Do you know what are the key account tactics to be used when handling those large key accounts – how and why you should manage them differently?

Do you know that key accounts possess a great deal of power in any relationship with their suppliers. It is your responsibility to manage that power and build a relationship that is a balanced partnership.
The goal of an account manager is not only to retain the accounts but also to earn considerable profits from the key account. To build a stable business to business selling environment, it is essential to create powerful exit barriers so that the key accounts find it hard to leave.

In a nutshell, for efficient business to business sales relationship management, the account manager must bring such strategies on board that exhibit exclusive benefits to key accounts. By creating a robust key account management program that helps both your business and your customer, the organization can establish a foundation of long-term B2B sales relationship.

Key Account Management is not a one size fits all approach. Key Account Management is not just the undertaking of the sales organization; it involves every part of the business and therefore is a business commitment, not a sales initiative. Our goal in launching the program remains: 

 

• Sustainable Competitive Advantage

• Greater Account Loyalty

• Increased Account Profitability

​

​

Key Takeaways for Key Account Management Training Workshop Program:

​

• Do you know that Key Account Management is a business decision and not a sales initiative.

• How to plan your strategies to grow your key accounts.

• How to select accounts with the high growth potential.

• How to identifying key influencers and buyer’s mapping.

• How to create business alignment and communication across the entire company.

• How to come out with strategies to protect competitors coming in.

• How to identify, hire and train the right talent for the program team.

• How to determine the activities that will bring you to the desired goals.

• How to start with the right number of Key Account, use a pilot approach.

• How to be prepared for the long haul, 12-24 months just to get through the pilot phase.

• How to quantify and communicate value (client & company) from the beginning.

• How to be prepared for continuous improvement.

​

When Key Account Management strategy is applied, the key accounts are 60% to 70% more likely to close, and they spend an average of 33% more than new clients. With those reduced sales costs and increased revenues, key accounts make up the lifeblood of many companies.
 

By implementing key account management strategy, you can reap the benefits of long-term business partnerships with your customers for many years to come. So…don’t miss out on your best relationships.

​

​

Who Should Attend?

This Key Account Management training course is designed for Account Managers, customer relations professionals, sales managers, sales team members and anyone who wants to grow sales by developing relationships with key accounts. And also aspiring sales people who are keen on getting into Account Management in the near future.

​

​

Course Duration:

 This is a two (2) day training workshop programme is to be conducted from 9:00 am to 5:00 pm.

​

​

Platform of Training:

 ZOOM or Face-To-Face.