In today’s competitive business landscape it’s essential to be able to start, develop and maintain strong relationships with your most important customers and prospects.

Key accounts can be responsible for a significant portion of your sales and therefore critical to your long-term success.

To put it simply: Key Account Management is a strategic approach to managing and nurturing relationships with your key customers and prospects.

It involves getting to know these accounts intimately, developing a customised approach to meeting their needs, and building strong personal relationships with key decision makers.

At the end of the programme, every participant will have: 

• A clear understanding of the key principles involved in managing accounts with a view to generating sales opportunities  

• A clear analysis of a key account, in the form of a one page strategy overview, together with a list of specific live deal opportunities, and the next steps in pursuing them

• Focus on allowing the whole sales team to use the same account management strategies which allows account information to be shared easily