Key Account Management & Strategic Selling

Key customers often represent a significant share of an organization’s revenue and future business opportunities. Managing these accounts requires more than maintaining good relationships. Sales professionals need to understand the customer’s business, identify growth opportunities, work with multiple decision-makers, protect existing business, and create long-term value for both organizations. This practical programme equips participants with the skills to manage and grow key accounts effectively. Participants will learn how to prioritize accounts, understand customer priorities, build stronger relationships, identify opportunities, develop account plans, and strengthen their position with strategically important customers.