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Course description

Key Account Management

Many of us are familiar with the concept that 80% of your sales will come from around 20% of your customer base and this principle applies to many businesses, but how many of your accounts are fulfilling their full potential?

Selling to existing accounts is one of the biggest untapped opportunities for revenue growth. In fact, Top Performers in strategic account management experience significantly greater revenue growth, profit growth, and year-over-year client satisfaction.

​This interactive course is designed to help account managers to identify their top 20% of customers with the potential to generate the greatest return on investment and create a strategy of nurturing, growing and retaining these valuable accounts.

You will gain the critical skills and knowledge needed to turn account growth opportunity into account growth reality. 

You will be introduced to our a proven process 360 account development methodology for strategic account planning that will allow you to systematically review and grow your accounts.

Suitability - Who should attend?

  • Field sales people
  • Business to business sales people
  • Sales people who need a refresher
  • New sales people
  • Client relationship managers
  • Internal telesales people
  • Account managers
  • Business development managers
  • Commercial managers
  • Sales people who have had no formal training on the subject
  • Those who have experience selling and want to develop their ability to sell solutions and take a more strategic approach to account development and account growth

Outcome / Qualification etc.

Key Business Outcomes 

  • Protect your existing account base from competitive threats 
  • Identify your companies top 20 accounts 
  • Establish a strategic sustainable approach to account development and growth 

Training Course Content

  • Develop Enterprise-Level Relationships
  • Learn a process to craft strategies that neutralize, unseat, and protect your accounts from competitive threats.
  • Grow Existing Accounts
  • Build strategies for strategic account planning and management
  • Construct a strategic account team strategy
  • Manage and expand key accounts once they become clients
  • Identify the true needs from the buyer’s perspective
  • Strengthen and deepen your ability to create greater value in your accounts
  • Take away the Think Selling Account Planner designed to bring consistency to all your key account planning
  • Use behavioural profiling tools to develop your understanding of how different individuals are influenced and how to adapt your selling style to meet their needs
  • Develop and apply a strategic selling approach for winning and developing all your significant accounts through the application of the Think Selling 360 Account Planner  and methodology
  • Evaluate your competitive strengths and see yourself through the eyes of your customers
  • Analyse the organisational structure and decision making process within client/prospect organisations
  • Understand and influence different personality types in the decision making unit

Course delivery details

Engage us to design and deliver a completely bespoke in house sales training program for your sales team, delivered over 1, 2 or 3 days and covering the aspects of account management that are relevant to your team. 

Why choose Think Selling Sales Solutions Limited

99.2% of our training delegates say they would recommend us to a colleague

Due to our post training coaching program 71% of the material is retained and implemented by our delegates

Clients typically see a 17.5% uplift in sales as a result of investing in our training programs

Expenses

Please contact Think Selling Sales Solutions for pricing details.

About provider

Think Selling Sales Solutions Limited

Think Selling Sales Training has been delivering the highest quality sales training to companies across the UK for over 15 years, we take a bespoke approach to every training project we work on to ensure that we deliver practical and...


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Think Selling Sales Solutions Limited

1st Floor
28 Sutton Road
ME15 9AH Maidstone Kent

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Reviews

Average rating 5

Based on 1 reviews.

B. Stevens
I was pretty sceptical before I attended this course (I have attended some pretty poor courses over the past couple of years), this however was very different, the day was made by the knowledge and personality of the trainer, He'd clearly been there and done it which was refreshing and I learnt so much from the day.
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