Overview
This two-day training program is designed to shift sales professionals from transactional selling to a strategic, partnership-focused mindset. Participants will learn to deeply understand their key accounts, identify and engage stakeholders, build actionable strategic plans, and leverage value-based approaches to drive mutual growth and long-term relationships.
Learning Objectives
- Differentiate between traditional selling and strategic key account management.
- Develop a deep understanding of key accounts’ business, industry, and strategic goals.
- Identify, map, and engage key stakeholders and decision-makers.
- Create a robust, actionable Key Account Plan.
- Strengthen relationships and foster long-term partnerships.
- Apply value-based selling to generate measurable business impact.
- Manage account risks proactively and identify opportunities for growth.
Course Outline (Sessions)
- The Mindset Shift: From Seller to Strategic Partner
- Understanding Your Key Account's World
- The Art of Stakeholder Mapping
- Creating the Strategic Key Account Plan
- The Value-Based Approach
- Proactive Account Management
- Driving Sustainable Account Growth
- Putting It All Together
Target Audience
Sales professionals, account managers, and business development executives responsible for strategic client relationships.
Learning Methodology
- Highly Engaging
- Interactive
- Innovative
- Participative
- Experiential