Introduction

Achieve a shorter sales cycle, reduced acquisition costs & sustainable sales success.

In today’s challenging business environment, your competitors are targeting your key accounts!  If according to the Pareto principle, 80% of your business is coming from 20% of your customers, then it’s safe to assume that that 20% is essential to the overall long-term success of your organization. We refer to that 20% as external assets of the company.  Just as any asset, it requires a certain level of maintenance and attention in order to ensure its continued functionality. This program becomes a strategic tool in developing existing relationships and attracting new ones for mutual benefits. 

How would your business be affected should you lose a strategic “key” account?

How much faster could you grow and achieve success by developing and sustaining long-term relationships with existing or attracting new strategic “key” accounts?

The Strategic Account Management empowers Account Directors and Key Account Managers to define, structure and deliver their key account plans to achieve their organization’s long-term objectives. 

IDEAL CANDIDATES

Account Directors, Key Account Managers, Sales Managers, Sales Directors and other “C” level executives who are involved in Strategic “Key” Account client engagements will greatly benefit from this course. 

COURSE OUTLINE & OUTCOMES 

By end of this program, participants will be able to: 

• Differentiate between selling and Strategic “Key” Account Management
• Analyze macro & microenvironment to identify trends and insights to better engage with customer opportunities
• Identify internal and external stakeholders, their buying process, and motives
• Apply ethical influence strategies to gain agreement
• Utilize the buyer’s evaluation Matrix to hedge against price commoditization
• Define the client’s true strategic needs and value drivers
• Identify the stages and levels of the Key Account Relationship
• Structure an engagement strategy and contact matrix
• Develop Key Account Relationship plans and activities
• Create action plans and accountability