Key Account Management
Key Account Management
Drive Growth in Key Accounts
This key account management training is designed as an advanced level programme for experienced sales people. Step-by-step the highly participative content provides key account managers with the modern day strategies required to make MAJOR sales to MAJOR customers.
Rapid development in technology together with pressure on costs and the rise of procurement is changing the way buyers buy. This all new programme is designed, not only to reinforce best practice, but to highlight where skills must change to stay ahead of the curve.
To see how this programme complements our broader offering, explore our Sales Training courses.
"Excellent - Touched on all the key elements of account management. Delved into negotiation and selling to multiple decision makers which was helpful.” - SP, Media Sales Executive, Solutions Publish Ltd.
This key account management training is designed as an advanced level programme for experienced sales people. Step-by-step the highly participative content provides key account managers with the modern day strategies required to make MAJOR sales to MAJOR customers.
Rapid development in technology together with pressure on costs and the rise of procurement is changing the way buyers buy. This all new programme is designed, not only to reinforce best practice, but to highlight where skills must change to stay ahead of the curve.
At the end of the programme participants will:
- Know the best strategy and tactics for a range of modern day account development scenarios.
- Be able to differentiate between ‘consultative’ selling to uncover requirements and ‘insight’ selling to create requirements.
- Understand how to adapt their selling style to each of their accounts and contacts.
- Know the buying matrix used by procurement professionals and how to use it to advantage.
- Know how to use The LDL Account Mapping Guide to identify the key players and ‘cover the bases’.
- Be better equipped to influence the buying decision away from the competition and towards their company.
- How buying has changed and how sellers need to adapt accordingly
- How to unravel the account’s organisational structure and ‘politics’
- How to design a modern day account development strategy
- Recognising the right business to target
- How to network. The importance of LinkedIn
- How to sell into complex accounts with multiple decision makers
- How to lead virtual or real teams towards commercial success
- How to be a trusted adviser and strategic partner
- Beyond solution selling – How to sell insights and stimulate gap recognition
- Understand the Psychology of a Buying Process
- How to maintain motivation, confidence and self-discipline in the longer sales cycle
- How to reduce the customer’s perception of risk
- How to handle Procurement and the modern day buyer
- Understand the customer’s perspective on your offering – How buyers use the Kraljik matrix
- The importance of implementation
- How to turn a satisfied customer into a source of further business
- How to become a profit improvement specialist by reducing customer costs or improving revenues
- How to sell ROI and strategic alignment
The best way to ‘retain’ good business is to develop it. Key account management is about developing strategic, long-term partnerships with your most important clients – not simply maintaining business but identifying growth opportunities, navigating complex organisational structures and becoming a trusted adviser rather than a transactional seller.
This programme is ideal for experienced salespeople, account managers and key account executives who are responsible for high-value clients or complex accounts. It’s aimed at those who want to upskill in strategy, influence and stakeholder management.
Through interactive coaching and applied exercises, you’ll learn how to:
- Map and influence multiple decision-makers
- Develop growth strategies for key accounts
- Sell insights (not just solutions)
- Build long-term differentiation vs competitors
- Manage internal stakeholders and account politics
- Prioritise accounts and allocate effort for maximum ROI
At LDL we use the Skill+Will™ approach: high performance depends not only on technical capability, but also on the confidence to apply it. This programme develops both your strategic account skills and your motivation to apply those skills in practice.
- Open programme: virtual, one day (10.00–16.00), £695 + VAT, includes comprehensive digital workbook and the LDL Account Mapping Guide.
- In-company: customised for your organisation, delivered face-to-face or virtually.
Yes. We frequently adapt content, case studies and exercises to reflect your industry, account profiles and internal challenges, making it directly relevant and highly practical. Find out more on our tailored solutions page.
Open programmes are capped at 6 participants to ensure interaction, discussion and personalised coaching.
Delivered by a senior LDL consultant who specialises in account development, stakeholder management and strategic selling.
Yes. Participants receive an LDL certificate after successful completion.
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£695.00
BOOKING FORM FOR OPEN COURSE
Key Account Management
Live virtual training. How to sell, develop and manage key accounts. One day programme for experienced salespeople.
£695 + VAT.
To tailor this programme : 020 7381 6233