STRATEGIC
KEY ACCOUNT MANAGEMENT EXCELLENCE

STRATEGIC KEY ACCOUNT MANAGEMENT EXCELLENCE

By CRM, Customer Experience Management and Account Centricity

 

This workshop aggregates the global best practices, lessons learned, tips, tricks and traps on how to successfully and profitably penetrate and manage powerful customers.

Conventional approach to selling requires a paradigm shift in a market that is rapidly changing, where costs continue to rise, and buyers increase pressure for better service, greater added value and lower prices. No longer it’s enough to be just with “technical expertise”; not enough to have pure-play transactional sales skills; not smart enough to have developed a strong pipeline of sales opportunities.

Key Accounts Management          Key Accounts Management

It’s high time our sales executives need a paramount change! They must become more strategic in their approach, more focused on helping their customers improve their own performance; better at building and sustaining strong, trust-based relationships with their buyers.

This workshop enables the sales, marketing and business development professionals to step up their effort to become much more customer centric and provide an excellent environment by addressing their problems by strategic and key account management experience.

In this KAM workshop, participants will learn the processes, protocols and procedures required to identify and effectively manage key accounts with right strategies. Exploring customers from their portfolio and programs, executives attending this workshop will experientially learn the process of identifying strategic and key accounts. Participants will be able to structure performance delivery levels that service each category cost-effectively to ensure a competitive advantage to the organization.

Key Accounts Management

Attend this workshop to put key accounts management into practice by using a dynamic and interactive case study-based experience. Executives don’t merely internalize theory from this course but will also gain the confidence to and manage relationships appropriately and profitably.

Key Accounts Management

Key account managers will develop a strategic key account plan and learn the competencies to develop and sustain strong, trust-based relationships with the organization’s strategic key accounts:

  • Evolve a deeper understanding of clients
  • Explore customer-focused strategies
  • Engage to carry out a rigorous client-analysis
  • Identify key account strategies
  • Assess and measure the profitability of key accounts
  • Increase your ability and confidence to manage strategic accounts, and the total key account management process
  • Create and manage a contact-to-contract management and communications process
  • Learn the skills of conflict management, negotiation and relationship building

WHO SHOULD ATTEND?

This workshop is for sales, marketing, business development, project – program - portfolio management executives who are already familiar with the fundamentals and basic principles and skills of selling. Participants should be sufficiently mature to be able to apply many of the processes, tools, tips, tricks and techniques back in their organisations. It is more useful if number of persons from the same organisation attends.

Key Accounts Management

WORKSHOP DURATION

ONLINE:The duration of the training program will be 5 days - 3 Hours per day

ONSITE:The duration of the training program will be 2 days

 

TRAINING METHODOLOGY

  • LIVE Interactive online / onsite facilitation
  • Videos
  • Group Activities
  • Case Studies
  • Home work every day after each module
  • Specific ACTION plan for each individuals

The following will be provided by your organization

  • Laptop / Desktop for each participants
  • Stable Internet connection since session deliver online.

GET IN TOUCH

Please fill out the contact form and we will direct your enquiry to the appropriate professional.

No. 85, Santhinikethan Colony,
Parvathy Nagar, Madambakkam,
Chennai - 600126. Tamil Nadu, India
- For Outbound Training & Team Building
  (+91) 9840097567

- For Corporate Trainings & Events
  (+91) 7550053010