Managing Key Accounts

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Duration: 1-2 days | Maximum group size: 12 people

Course overview

Aimed at sales people managing existing customer accounts and who firstly want to employ strategies that maintain high levels of satisfaction and secondly, identify opportunities in which to grow existing or new revenue streams.

Who would benefit from attending?

Sales / Account Management professionals who are managing existing customer accounts and who want to develop and grow the revenue generated.

Core development objectives covered

What is a Key Account Management?
Key Account criteria ~client profiling / research
Maintaining levels of satisfaction & building strong relationships
Using account information to identify new opportunities
Selling to multiple decision makers ~ identifying different buyer types
Understanding different buyer types & personalities
Advanced sales communication skills
Using powerful sales language
Presenting well-structured client propositions
Demonstrating value & clear business benefits
Developing compelling sales success stories
Handling objections via Q&A sessions
Professional follow-up & communication strategies

Delivery methodology
Futureproof’s training workshops require all delegates to take a full and active role throughout. Our mix of trainer led discussion, facilitation, coaching and skills practice ensures that all delegates enjoy an interactive and supportive learning experience.

Contact Us

“Key Account Management is the structured process of identifying, selecting and developing strategically important customers to create competitive advantage, while building and maintaining the infrastructure needed to support long-term success.”

Brad Rutter

Head of Learning & Development, Futureproof

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Managing Key Accounts