Introduction
RBNC designed this course to help you gain confidence in handling major accounts and incorporate sales & negotiation techniques. It will also help you to build more profitable relationships.
How you will benefit
- How to create solid account relationships that maximize annual revenue and account retention
- Develop joint business growth strategies with your key accounts and h4 strategic alliances
- Systematically review your account progress and account strategies
- Study advanced account development principles that can be applied to any industry
- How to defend a key account against competitors
- How to select major growth customers
- Differentiate yourself by making your customers more profitable
- Establish the bottom line reasons why your customers buy products and services
- View your product business as a service-driven business
- Strategies to target potentially lucrative markets
- Concentrate your limited resources for the best returns
- Add real value to your customer's bottom line
Who should attend
Sales people, Sales Managers, Key Account Managers, CEOs and all who sell to and negotiate with big corporate customers and clients, locally and globally.
What you will cover
Module 1: Strategic Overview and Benefits
- Looking at customers as annuities
- Key competitive benefits
- Account principles
- KAM Strategy
Module 2: Developing Key Account Strategies for Specific Clients
- Segmenting the key account
- Basics of long-term relationships
- Adding value to customers
- Areas of profit opportunity
- Relationship purpose and guidelines
- Differentiating yourself
- How customers see you
Module 3: Preparing Key Account Action Plans
- Critical planning elements
- Assessing positioning
- Defining unique solutions
- Setting strategic goals
- Testing your goals
- Revenue target management
Module 4: Focusing on Sales Results
- Screening opportunities
- Investing in relationships
- Recognizing poor investments
- Getting your people onside
- Prioritizing high-potential accounts
- Actions required for higher sales results
Module 5: Key Account Case Study
- A major company relationship analyzed
- Applying concepts to your clients