Our Account Management Courses are designed for:

• Experienced Sales Professionals who need to retain more business
• Relationship Managers who want to increase their share of customer spend
• Technical Account Managers transitioning into a more sales focussed role
• Key account managers, and general account managers who need a key account strategy
• Account Directors who need to manage key accounts and access the C – Suite

People often hate being sold to, but equally they love to buy.  This course helps salespeople facilitate the right conditions for people to buy without actually selling to them.  We help and show participants how to get buyers to understand for themselves the reasons they should buy rather than our reasons which may or may not be relevant.

Key Account Management is no different to any other sales function in that you must build and maintain great relationships with your clients.  People buy from people and your integrity, values and emotional IQ are equally important as your sales skills. 

• Session 1 – Understanding Key Account Management

  This session sets the scene and focusses on the preparation required for selling to Key Accounts.  The session covers off the research, segmentation and analysis required to win and retain high value accounts.

• Session 2 – Mastering the Complex Sale 

  Identify and mapping out the different decision makers within the customers decision making unit. Understanding influence and power within the key account and dealing with competing priorities.

• Session 3 – Consultative Selling Skills

  Nobody likes being sold to, but people love to buy.  Develop the right skills and mindset to help you get your buyer to sell your products and services to themselves. Discover how to position yourself as a Subject Matter Expert and ask powerful questions that help you sell value not price.

• Session 4 – Account Management Campaigns

  Discover short and long term account management strategies for un-surfacing additional decision makers, uncovering value and driving new sales enquiries whilst maximising your productivity.

The Consultative selling methodology is a key component of modern account management. 

The modern buyer is more armed and informed than every before.  They have little time and need to get value from every conversation.  The modern Key Account Manager is a Subject Matter Expert first and a sales person second. They have a deep understanding of their customers, their customers industry and their customers customer.  

This session covers what it takes to be a subject matter expert and how you can fast track the process.  

In addition, by using specialised questioning techniques and active listening we can help prospects uncover the underlying problems behind the business pains they are experiencing and where necessary, gently challenge their assumptions in a way that maintains rapport. 

By using a question based approach we prevent sales reps from delivering canned sales pitches of your product or service that makes them look and sound like a traditional sales person.

A consultative approach can be used throughout the key account management sales process, from discovering customer’s needs and the value they seek, through to closing a sale.

Unlike traditional training companies we believe people learn by doing rather than following theory in text books, in a classroom.

We use a workshop methodology where we have a blended mix of theory where appropriate, whilst focussing the majority of the time on real life sales challenges.

Attendees undertake practical assignments between each session to ensure they not only have a full understanding of account management, but can implement the knowledge within their own organisation. Examples of practical work required would be:

• segmenting of their accounts
• identifying cross and upselling opportunities
• identifying additional decision makers
• mapping out the customers value chain. 

This ensures each attendee remains engaged and learning in a positive and supportive environment.

Each Course Module last no more than 90 minutes to ensure attendees can absorb the new strategies and tactics covered.

All our sales training is delivered via the “work based learning” model.  This means that participants undertake and are coached through practical sales activities throughout the programme.

This model ensures that attendees retain as much of the information as possible.  We run this in parallel with our live pipeline coaching which helps participants convert existing deals they are already working on. 

This course can be delivered:

1. On site as a one day workshop.  Minimum 5 people and additional travel charges may apply.
2. Remotely via 4 x 90 minute online workshops. Dates and times confirmed on booking. 
3.  

During the training period each participant has a access to a dedicated coach via telephone, email and live chat. 

Option 3 – the open classes run every month and are restricted to 12 participants to ensure classes are not overcrowded. 

In addition, we do not allow more than 3 participants from any one company so the session time is never dominated by one organisation. 

Should you require more than 3 places we are happy to schedule a separate online class at no extra charge. 

Attendees leave our courses energised with new ideas, strategies and tactics but often additional questions can arise where they need a sounding board. We provide post course support through our Sales Coaching Platform built inside MS Teams where members can ask questions, via chat, mail and conferencing calls.

The platform uses the Microsoft Teams application and can be access via PC, Tablet or Phone and contains FREE Guides, Templates and Tools.

Ongoing 1-2-1 coaching is also available at an additional cost.

What level of sales experience does the key account training course require?

This course is designed for experienced sales professionals.  Attendees may not be currently dealing with key accounts, however, they will have at least three years experience in B2B sales environment.

Does the KAM training work with other selling systems and methodologies?

Yes. If you have already trained your salespeople, our training and coaching works alongside any of the major selling systems, such as Miller Heiman, Richardson, SPIN or Solution Selling.

Will the training cover the sales topics that are important to me?

Yes – all our KAM training includes an initial needs analysis where you can specify specific areas that are important to you.

What industries does the account management training cover?

Our key account training course is specific to Business to Business selling, not to any specific vertical. We do however have lots of experience in IT, Pharma, Technology, SaaS, Professional Services, Digital Media, Construction, Engineering, Oil & Gas, Banking, Software and Financial Services.

Should you require training for 4 or more participants we can set up separate KAM sessions exclusively for your team at a date/time convenient to you. 

Furthermore, if time and  budget permits we can tailor the material in advance of the training in order that the context and relevance meets the needs of your organisation.

 Please use the “Book a Free Consultation call” function below to speak to one of our coaches.

As every business and it’s people are unique, it’s not unusual for people to still have questions.  You can book a no obligation call with one of our coaches who can answer any questions you have.

BOOK A FREE CONSULTATION CALL