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.

  • Sales & Services Departments
  • Directors
  • Senior Managers
  • Managers
  • Team Leaders
  • Executives
  • 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.
  • This is a highly interactive training program, whereby participants are to gain from the learning points through experiential activities.
  • 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