Key Account Management – One to One
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I found it quite informative and thought provoking.
← | →
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I wanted to tell you that I really enjoyed the course and our amazing trainer Clive who taught every aspect with clear clearity.
← | →
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The course was a great eye opener though challenging. It underlines the great importance of treating sales as a process. It has got some pragmatic and practical tools to work upon them and thus enhancing our skills.
← | →
Training
Blended
Description
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Type
Training
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Level
Intermediate
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Methodology
Blended
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Duration
Flexible
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Start date
Different dates available
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Online campus
Yes
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Support service
Yes
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Personal tutor
Yes
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Virtual classes
Yes
Most companies depend on repeat business from important customers to maintain business health. Key account management becomes a critical function when success and sometimes survival depends on regular high value orders from strategic accounts. Key account management training provides skills and methods for elevating standing, strengthening relationships, and maximising sales.
Key Account Managers must do more than service an account to realise a good return on the long term investment in major account relationships. They must establish regular communication with those who make executive decisions.
In addition to establishing trusted advisor status with senior executives, key account management must develop and maintain a perception of strategic value. Otherwise, sooner or later the business will be lost to a competitor or eliminated by an unexpected executive decision.
Facilities
Location
Start date
Start date
About this course
- Extend understanding of the customer's business.
- Establish trusted adviser status with customer executives.
- Understand customer politics and organisational dynamics.
- Learn to predict organisational change.
- Expand relationships across divisional and departmental boundaries.
- Improve team communication and reduce or eliminate mistakes.
- Establish or develop strategic partner status.
- Increase certainty and forecast accuracy.
- Maximise share of mind, sales revenue, and profit.
- Anticipate and counter the efforts of competitors.
- Reduce sales cycle times.
Experienced key account managers (also referred to as global account managers, strategic account managers, and major account managers) and people in their support team. Others who regularly participate in key account sales including line managers, bid team members, marketing, and technical staff.
SalesSense course completion certificate.
Unique aspects of this course:
- The practical nature of the guidance.
- Unlimited one-to-one coaching.
- Career long support.
- Includes self-led study materials.
- Blended course.
When you request information, you will receive the course data sheet and an invitation to speak with the course author or the coach who will lead you through the material. If you have provided a telephone number, we will call you to answer any questions and share more about the content.
Yes, there are two lower cost individual delivery options:
1. Materials with Email Support - View and download the course presentations, tools, templates, and other resources. Study the materials and complete the exercises as desired. Email your nominated coach with any questions. Most support requests are answered within a couple of hours. Answers are guaranteed within two business days. £95 + applicable VAT. There is a 4 week lead time for this option.
2. Self Led with Telephone Support - View and download the course presentation, tools, templates, and other resources. Study the materials and complete the exercises as desired. Arrange calls with your nominated coach to ask questions. Calls are be scheduled by email or text. £395 + applicable VAT. There is a 4 week lead time for this option.
Yes, there are two group delivery options:
1. Programme materials and one 90 minute group coaching session for up to 5 people - Participants gain access to the course presentations, tools, templates, and other resources. Key elements of the content are presented in a virtual classroom group coaching session. The session is scheduled to suit participant needs. £695 plus VAT. There is a 4 week lead time for this option.
Further group coaching sessions can be arranged as needed. £350 plus applicable VAT.
2. Traditional Classroom - The programme delivery takes place over one or more days at a conference venue or at the customers offices. This is effective for three or more participants. Contact us for fees.
Yes, each session is led by your appointed sales coach. Sessions can be by telephone but usually we use an online virtual meeting space such as Skype.
Reviews
-
I found it quite informative and thought provoking.
← | →
-
I wanted to tell you that I really enjoyed the course and our amazing trainer Clive who taught every aspect with clear clearity.
← | →
-
The course was a great eye opener though challenging. It underlines the great importance of treating sales as a process. It has got some pragmatic and practical tools to work upon them and thus enhancing our skills.
← | →
Course rating
Recommended
Centre rating
Student Reviewer
Student Reviewer
Student Reviewer
Student Reviewer
This centre's achievements
All courses are up to date
The average rating is higher than 3.7
More than 50 reviews in the last 12 months
This centre has featured on Emagister for 15 years
Subjects
- Key Account Management
- Sales Training
- Account management
- Account Management Training
- Key Account Management Training
- Global Account Management Training
- Major Account Management
- Major Account Management Course
- Key Account Management Course
- Account Management Course
- Sales
Teachers and trainers (1)
Clive Miller
Managing Partner
Achieving sales targets has been the focus of Clive’s working life. His sales career began in 1977. Over the last thirty years he has sold the products, services, and solutions of Intel, DEC, IBM, Sun Microsystems, and SGi. He is the author of most SalesSense training material and writes about selling for magazines and newsletters. From the launch of SalesSense in 1996, Clive has directed the company’s development. As a consultant, sales trainer, speaker, and coach, he has helped hundreds of companies and thousands of people increase their sales success.
Course programme
Course Content
Access Senior People - Improve engagement with top officers. Increase board level access, awareness and status.
Organisational Insight - Understand and allow for political factors. Identify the people, who will become influential in the future. Uncover hidden friends and foes.
Relationships Approach – Leverage strong relationships, develop neutral relationships and deal with foes.
Business Insight - Increase business understanding and awareness of customer markets, issues, challenges, and opportunities.
Contribution Insight - Trace the impact of your organisation’s sales on customer success and profitability.
Operational Account Reviews - Establish and manage a cadence of performance reviews with operational staff.
Strategic Account Reviews - Establish a cadence of high level reviews with senior executives to maximise alignment and strategic effectiveness.
Choosing What to Do - Use a quantitative analysis tool to prioritise opportunities and make better use of resources.
Power of Choice - Recognise individual decision-making styles. Take account of personality differences that affect the decision-making process.
Competitive Strategy - Know what your competition will do, before they do. Drive your plan with a clear and effective strategy. Turn weakness into strength and vulnerability into advantage.
Competitive Counter Tactics - Recognise competitive initiatives and learn how to frustrate a competitor’s efforts to undermine your sales campaign.
Develop Efficient Account Plans - Save hours of preparation without compromising on the quality of account plans. Use the plan to focus resources and increase large account success.
Expose Vulnerability - Ask and answer the often-overlooked questions. Test plans before competitors do. Delve deeper and press further than anyone else will.
Key Account Management – One to One