Creating a key account strategy is critical for business growth. Register Online * Cancellation Policy: Any changes or cancellations to a training class less than 7 days prior to the scheduled dates will result in a charge equal to 100% of the class fee. Having “walked the talk” through Direct Sales, National Account Management and Sales Management positions, he can bring genuine empathy into his engagement with people development. We all know the stats: it’s much more simple and cost effective to sell to existing customers than sell to new customers. Please give us a call to arrange an in-depth consultation to work out how we can make the programme feel and look just right for you, with your stories, your products and your people featuring prominently. Start: 9.30am. Most sales-focused companies spend an inordinate amount of time and money acquiring new customers whilst they’re losing existing customers. The Key Account Management Course is a formally endorsed qualification by the ISM. Viewing key account investment returns as tied to … Developing, launching and maintaining a solid and effective key accounts program is critical if utilities desire to partner with business communities. Key account management is one of the best ways to ensure repeat purchases, additional purchases and referral to other prospective customers like themselves. Strategic understanding on how to focus your time and attention appropriately in the development of key accounts. 3. Building relationships with existing clients to transform them into key strategic accounts is a crucial component of any sales strategy because selling to an existing account is much more profitable and predictable than trying to win new business. Richardson Sales Performance’s Major Account Planning (MAP) Training Program. By demonstrating that we all sell every day, we break down preconceptions and build up skill sets with a proven and measurable series of sales techniques. Key account management definition Key Account Management is based firmly upon the 80/20 rule: 80% of any effort or expenditure gives 20% of the results 20% of any effort or expenditure gives 80% of the results Our acclaimed Account Management Sales Training makes strong connections between natural human behaviour and selling. Start/Finish Times. Extend your influence beyond your traditional contact base. Developing a strategic approach to account management and customer relationships, Learning how to construct and implement profitable long-term account plans, Gaining a better understanding of your customers’ needs and expectations, Enhancing your ability to influence, persuade, negotiate with key decision makers, Building stronger value-added customer relationships leading to increased revenues, Creating support processes that fulfill customer expectations and facilitate best practice key account management, Increasing account revenue and profitability, Manage their accounts in a way that produces more profitable partnerships, Develop the ability to build stronger business relationships, Gain a clearer insight into the customers’ decision-making process, Identify and assess the key knowledge required and the sources of information and resource that will impact on effectiveness, Add value to the relationship by identifying opportunities that have a positive impact on their customers business, Optimise the full business potential from each account, Build and develop account management strategies that produce real business growth, Lead Generation and Effective Appointment Making, Telephone Sales Training, Telesales Training, Lead Generation and Appointment Making White Paper, grow your sales with Sales Accelerator -find out how. Using their own customers as case studies, participants establish how ‘best practice’ principles can be applied to managing their own key accounts whilst adding immediate value into their own organisations. Follow the Manager’s stream (blue) and the salesperson’s stream (orange) to see how they move through their sample learning tools to create deeply embedded behaviours. Designed to meet your specific objectives, a Key Account Management training programme will cover: The qualities of a Professional Key Account Manager; The principles of key account management; Creating a ‘value proposition’ based on the strategic and tactical needs of the key account customer Don’t worry we will never share your details with any 3rd party. As a business discipline, it refers to the process of identifying or targeting key accounts, which have strategic value, and developing a deeper, more meaningful, mutually beneficial relationship with them. In this GLOMACS Key Account Management: Best Practices training course you will develop essential key account management skills, learning how to effectively manage your most valuable existing accounts, leading to improved customer satisfaction and increased customer loyalty. This two-day Key Account Management training course focuses on maximising the potential of key accounts and sales professionals that are critical to an organisation’s success or failure. Key account management (KAM), also known as strategic account management, is a concept which first emerged in the 1970s. Literally in two days I have changed my mentality towards Account Management. Create a commercial culture within your account management team, Your team will be motivated to spot sales opportunities, Techniques to drive consensus within complex, multiple decision makers, Gain an understanding of buyer signals and body language, Objection handling, negotiation and close skills. 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