Provides skills & strategies to reach & move senior prospects. Even a small improvement in performance will justify attending the training many times over. Key Account Management Key Account Management Courses & Training Key Account Management (KAM) relates to managing your clients effectively and successfully and … We'll assume you're ok with this, but you can opt-out if you wish. Extend your influence beyond your traditional contact base. The course fee is £295 + VAT. Register Online * Cancellation Policy: Any changes or cancellations to a training class less than 7 days prior to the scheduled dates will result in a charge equal to 100% of the class fee. The AIM Sales Leader credential develops the skills to lead masterful sales conversations and grow key accounts. In the video to the right, Jason Murray, RAIN Group's Practice Director in APAC, shares how our Key Account Management program will teach your team a proven process to systematically grow accounts. “Account Management is the process of maximising the return on your investment in a customer by defining and actioning appropriate plans that will enable you to build on the present, to manage the future” Peter Chevron. Please give us a call to arrange an in-depth consultation to work out how we can make the programme feel and look just right for you, with your stories, your products and your people featuring prominently. Focus on your Key Accounts This essential GL O MACS Key Account Management training course is recommended for all those responsible for managing face-to-face relationships with customers that have a significant impact on achieving the organisation’s business objectives. Massively grow existing accounts by using some of our Natural principles. Key account management definition Key Account Management is based firmly upon the 80/20 rule: 80% of any effort or expenditure gives 20% of the results 20% of any effort or expenditure gives 80% of the results Building relationships with existing clients to transform them into key strategic accounts is a crucial component of any sales strategy because selling to an existing account is much more profitable and predictable than trying to win new business. 3. These programs go by different names: key accounts, national accounts, strategic accounts, global accounts, etc. This website uses cookies to improve your experience. Richardson Sales Performance’s Major Account Planning (MAP) Training Program. To the right is a sample learning journey. If you disable this cookie, we will not be able to save your preferences. Included Within The Registration Fee: Course manual Start/Finish Times. Strategic understanding on how to focus your time and attention appropriately in the development of key accounts. 1) The skills to move relationships from rapport to sales. Upon attending the course you will receive the “Key Account Professional” certificate from the ISM and a CPD certificate. This means that every time you visit this website you will need to enable or disable cookies again. Literally in two days I have changed my mentality towards Account Management. The Key Account Management Course is a formally endorsed qualification by the ISM. Designed to meet your specific objectives, a Key Account Management training programme will cover: The qualities of a Professional Key Account Manager; The principles of key account management; Creating a ‘value proposition’ based on the strategic and tactical needs of the key account customer It all comes down to the behavior of the key account managers. This Key Account Management Training Course has been designed to help you to retain and grow your best customers. We all know the stats: it’s much more simple and cost effective to sell to existing customers than sell to new customers. By adhering to this proven process, our account management training enables sales organizations to positively impact everything from customer perception to cross-team collaboration. Our acclaimed Account Management Sales Training makes strong connections between natural human behaviour and selling. By demonstrating that we all sell every day, we break down preconceptions and build up skill sets with a proven and measurable series of sales techniques. The Key Account Management Group supports managers and corporations around the world to grow profitable business with their most important customers. The team is using the account management plans introduced through the training and proactively seeking out new business opportunities from their existing clients and growing our business from within. It is an intégrative élément of the business strategy. Improved collaboration skills with key customers. Viewing key accounts as assets that require continued, and often significant, investment to yield maximum returns. We are using cookies to give you the best experience on our website. The account management framework we teach covers three key stages of account management: data gathering, strategy sessions and execution. Developing a strategic approach to account management and customer relationships, Learning how to construct and implement profitable long-term account plans, Gaining a better understanding of your customers’ needs and expectations, Enhancing your ability to influence, persuade, negotiate with key decision makers, Building stronger value-added customer relationships leading to increased revenues, Creating support processes that fulfill customer expectations and facilitate best practice key account management, Increasing account revenue and profitability, Manage their accounts in a way that produces more profitable partnerships, Develop the ability to build stronger business relationships, Gain a clearer insight into the customers’ decision-making process, Identify and assess the key knowledge required and the sources of information and resource that will impact on effectiveness, Add value to the relationship by identifying opportunities that have a positive impact on their customers business, Optimise the full business potential from each account, Build and develop account management strategies that produce real business growth, Lead Generation and Effective Appointment Making, Telephone Sales Training, Telesales Training, Lead Generation and Appointment Making White Paper, grow your sales with Sales Accelerator -find out how. 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