Strategic Key Account Management

Course Introduction

A company’ sales productivity and tracking of funnels and sales activities are crucial barometers and they are owed to a superior level of Key Account Management (KAM).

This programme empowers the participants with the application of skills and knowledge on how to effectively manage their key accounts and to bring their sales success to the next level.

Design For

Sales & Services Departments
Directors
Senior Managers
Managers
Team Leaders
Executives

Learning Outcomes

At the end of this programme, participant will be able to apply the knowledge and learning from this course and allign their personal goals to complement successful work habits, to improve their Key Account Management to boost their sales productivity.

Methodology

This is a highly interactive training program, whereby participants are to gain from the learning points through experiential activities.

Programme Outline

The Consultative Approach
VAK Communication Styles (Visual, Audio, Kinaesthetic)
Getting Past The Gatekeeper and Getting to the Power Sponsor
Researches & Case Studies
CRM Tools to Track KAM
Effective Value Propositioning
Synergy with Internal Teams
Planning Your Sales Funnel
Share of Wallet (Segmentation of Customers)
Expand Your Network
Setting Up An Inclusive Meeting Agenda
Experential Role-Plays on Actual Work Scenarios