Key Account Management
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.
The best way to ‘retain’ good business is to develop it. Fierce competition means you have to sell smarter, and differentiate yourself effectively, not only by what you sell, but by how you sell. Account management should not simply be about ‘maintaining’ or ‘farming’ an account.
To be effective, the modern day key account manager has to combine the skills of: Strategic seller. Trusted adviser. Effective communicator. Networker. Professional negotiator. Inspirational team leader and Disciplined project manager. The course shows you how.
“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.
Not all business is good business – as part of this programme, we will help account managers to target and prioritise their efforts towards the right business. Many companies have been transformed by their sales team learning and applying these advanced techniques.
Because the potential profit is larger in key accounts, even a small improvement in performance will justify attending many times over.
Participants take away the LDL Account Mapping Guide.
“A fantastic training package covering a variety of different but crucial aspects… feedback has provided me with plenty of information to go back and action.” – MS, Key Account Manager, G2 Speech.