Key account management
In this 2-day program you will learn how to build sustainable, long-term relationships with Key Accounts: selecting them not only on past performance, but also on future margins and growth as well as cross and up-sell potential. This will help to keep competitors out so you can grow the customer to the full potential.
- Increase average deal size
- Boost loyalty and keep competition out
- Foster sales velocity
- Generate corporate awareness and image
This program is designed for Key Account Managers, Global Account Managers and Commercial Management who want to develop, protect and maintain Key Accounts. The training is ideal for those who need to develop stronger and broader relationships and want to be perceived by customers as true advisors.
After taking this program, you will be able to:
- Get a better understanding of the potential of your Key Accounts
- Deliver proactive account development
- Build deep, broad and long term relationships with multiple contacts
Key Account management
Developing Key Accounts means that customers grow to rely on you as a partner and advisor. This requires impact, trust and stability. You gain trust by understanding the business and the specific situation of the customer. You help to build your customer’s business cases and deliver competencies that benefit him and his company.
This 2-day program will deep dive into
- All you need to know about Key Accounts and how to collect data
- Key Account insights & transparency
- Perceived position in the account: gap analysis & quantification
- Profit potential & ability to compete
- Account network: key decision makers & influencers
- Practical key account planning
- Activity management
How you will be supported
"I have had the pleasure of receiving excellent ‘Selling Skills’ and ‘Coaching Skills’ training from perpetos. As a Manager and Leader I have certainly benefited from the training and would highly recommend both courses to others. I am definitely a better listener now!"
"Very informative and directly applicable, perfect teacher with great insight into the subject area using his wealth of personal experience."
"We got concrete tools very well illustrated with multiple examples from different industries, the right balance between theory and real business situations."
"Extremely relevant topics, I specifically appreciated the role plays and team exercices, with feedback in real time from the group and the moderator."
Key Account management – 2 days
Price: Incl. lunch €1050 excl. VAT
Location: Perpetos SalesLoft in Zaventem
View other Open Trainings
Build on the skills needed to have better customer insights and rich contextual conversations, and you will learn how to influence customers accordingly. These are highly interactive sessions with exercises, role plays and gamification to gain a solid understanding of the art of selling.
The digital world has transformed the sales process, which often makes us do the right things at the wrong time. Learn how customers really think and how to respond. Interesting to all sales looking forward to higher conversion rates, less margin erosion and predictable forecasts.
Negotiating is a key competence in business as well as in the day-to-day life. Many sales people still fail to defend the value of their solution because they are lacking the appropriate techniques or insufficient preparation. But this is something you can learn!
This 2-day program focuses on building and refreshing good practices of sales coaching. Highly interactive sessions with exercises and role plays for managers who want to grow their business through people, continuously improve sales performance and create a lasting business impact.
Empower your entire team to help one salesman solve a problem. This training is based on the concept of collective intelligence, ideal for sales managers looking for different ways to interact with their team and to increase the efficiency of their team meetings.