Workshop / W11

Key Account Management

Explore a 10-step strategic account-management module through customer profiling, account strategy, selling techniques and a practical case study.

Discuss this workshop

Who it's for

Key account managers and professionals responsible for strategic customer relationships.

The challenge

Develop account strategies around high-value customer needs and decision processes.

What participants will learn

  1. 01 / 04

    Explain the role and objectives of key account management and apply the 10-step module.

  2. 02 / 04

    Develop customer profiles and analyze strategic requirements.

  3. 03 / 04

    Map customer decision processes to inform account strategy.

  4. 04 / 04

    Practice key-account selling and sales-funnel techniques through a case study.

Inside the workshop

Ideas meet
action.

The topics

  1. 01

    Role, objectives and types of key account management

  2. 02

    10-step strategic account-management module

  3. 03

    Customer profiling and requirements

  4. 04

    Decision-process mapping

  5. 05

    Account strategy

  6. 06

    Key-account selling and sales funnel

The practice

  1. 01
    Put it into practice

    Practical key-account-management case study

Back to all workshops

Keep exploring

Connected learning.

01

Interpersonal

The Art of Negotiation

Negotiation skills training for professionals: prepare with the Negotiation Canvas and practise strategies, tactics and negotiation styles through practical cases.

Explore workshop

Negotiation supports high-value relationship discussions.

10

Customer Engagement

The Selling Game

Sales skills training for customer-facing teams: practise needs discovery, value communication, objection handling and customer commitment through sales role plays.

Explore workshop

Core selling skills support account conversations.

Customer experience supports ongoing relationships.

What could your
people do next?

Discuss your team's needs