Key Account
Management

Seminar Overview

Customers are everything, but they are NOT all equal.

In the new 27/7/365, always-on world we live in, the Organization that takes best care of its customer will prevail, BUT. It has to be the right care and the right customers. 80% of the average company's profits will come from (usually less than) 20% of their customers, and 80% of losses will come from another 20%. Knowing which is which is and tailoring your strategy and sales and Marketing approaches accordingly, is the key to success. 'shotgun Marketing ' no longer works, we know have to get a lot smarter and a lot more targeted. The rewards are there if we do.

Seminar Objective

By the end of this workshop you will know;

• Precisely what Key Account Management IS and what it is not.
• Why Key Account Management is a necessary way forward
• How KAM offers the opportunity to maximize ROI
• How to dispassionately classify all your customers and how to deploy value and profit-creating tactics for them all
• How to lead a team to create compelling lasting value for all accounts, not just a few
• How to recruit Key Account Managers, the attributes it requires and how to find them

Designed For

This workshop will be particularly valuable for;

• Sales Managers
• Marketing Managers
• Marketing Directors
• Business Development Professionals
• Territory and Account Sales Representatives
• Key Account Managers
• Global Account Managers

Seminar Outline

SAA & CONSULTING workshop provides a comprehensive detailing of all the steps necessary to execute a Key Account Strategy, based on the course Leaders ' significant experience in the field. However, highlights include;

• How to actually Complete a Key Account Plan
• How to Classify Accounts dispassionately and How to Assign Resources and Tactics accordingly
• How to Understand the Mind of the Customer
• Understand How the Customer makes Decisions, the Processes, the Politics and the Persuasion needed
• Understand Which Customers DO NOT Get a Good Service
• Understand How to Build Trust
• Understand How to be Persuasive
• Understand How to Use Consultative Selling Skills
• Understand How to Transition from 'supplier ' to 'Trusted Partner '