Key Account Management Training Course

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 as a key account manager
• 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

Nearly every business has one or two customer accounts that they cannot afford to lose.  The loss of these accounts would severely damage the revenue and growth of their business. 

The harsh truth is that these accounts are your competitors greatest prospects and they are working on them in the background.  Key account management locks in your customers and locks out the competition. 

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. 

Your Starting Point

Participants on this course typically have one of two starting points.  They have either already implemented a Key Account Management process in their business, but are struggling to internalise, adopt and get the value from the process.

For these participants, we would encourage them to keep their existing KAM process, and use this course to help them with greater adoption and implementation of tools like their Blue Sheets and Green Sheets. Our key account management system can be overlayed on top of any existing sales process and act as a turbo charger for success.

Alternately, they are new to Key Account Management and want to implement a new KAM sales process within their business and the all important soft skills required to use it.

Key Account Management – Day 1

Unlocking the Power of Key Accounts: This module dissects the intricate dynamics of the enterprise landscape, revealing the immense revenue and growth opportunities that lie within. Equip yourself to identify, prioritize, and navigate the complex ecosystem of decision-makers within these influential organizations.

Understanding the Enterprise Landscape: Go beyond basic industry knowledge and delve deep into the decision-making processes, internal politics, and unique challenges of enterprise buyers. Learn to decipher unspoken needs, anticipate shifts in power dynamics, and navigate the intricate web of stakeholders within key accounts.

Building Trusted Relationships: Forge bonds that fuel success. This module equips you with the interpersonal skills and strategic frameworks to cultivate genuine, long-term relationships with key decision-makers. Learn to build trust through active listening, insightful questioning, and position yourself as a trusted advisor.

Crafting a Winning Key Account Plan: Translate understanding into action. This module empowers you to develop a customized, data-driven plan that addresses the specific needs and challenges of each key account. Learn to leverage market trends, tailor value propositions, and prioritize engagement strategies for maximum impact.

Key Account Management – Day 2

Sales Negotiation & Deal Structuring: Secure win-win agreements with finesse. Master the art of strategic negotiation and deal structuring, ensuring mutually beneficial outcomes that solidify your partnerships with key accounts. Hone your skills in navigating complex conversations, handling objections, and crafting agreements that drive sustainable value for both parties.

Implementing Your Key Account Strategy: Bridge the gap from plan to action. This module equips you with the tools and techniques to seamlessly translate your key account plan into real-world execution. Learn to manage and measure progress, navigate internal roadblocks, and ensure sustained focus on maximizing value for your key accounts.

Maintaining & Growing Key Accounts: Nurture relationships for lasting success. This module delves into the art of fostering loyalty and driving continuous growth within key accounts. Learn to proactively address emerging needs, adapt to changing priorities, and consistently demonstrate the irreplaceable value you bring to their organization.

The Future of Key Account Management: Stay ahead of the curve. This module explores the evolving landscape of enterprise sales and equips you with the foresight and adaptability to thrive in the face of disruption. Gain insights into emerging technologies, changing buyer behaviours, and future-proof your key account management strategies for long-term success. 

Course Materials

Our course materials include leather bound workbooks with detailed subject information and  notebooks.

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.  

These skills cover 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 on best practice for Key Account Managers.  These take place in between each session to ensure they not only have a full understanding of their role as a account manager, 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 course can be delivered:

Option 1 – On site as a two day workshop.  Additional accommodation and travel charges may apply.

Option 2 – Remotely via 8 x 90 minute online workshops. Dates and times confirmed on booking. During the training period each participant has a access to a dedicated coach via telephone, email and live chat. 

Option 3 – open classes are scheduled throughout 2024 in London, Amsterdam, Frankfurt, Boston & Las Vegas. Please contact us for details.

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 students 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.

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