1 . Key Account Management- LinkedIn Learning
In order to grow and expand, a company must protect its most important asset—its base of loyal customers. Some of these customers require special attention in order to retain them and acquire more business. In this course, marketing professor Drew Boyd shows you how to determine who your key customers are, and a strategy for managing your customers and your organization. Drew shares how to select key accounts, develop a key account strategy, hire and train key account managers, and measure key account results.
Course Highlights:
- Basics of key account management
- Explaining what key account management is, why it’s important?
- How to tackle the key account management process
Course Duration: 45 mins
2. Key Account Management- Oxford Management Centre
This training course will explore best practices and help delegates highlight where their skills and practices must be developed. In this Key Account Management training course you will develop essential key account management skills, learning how to effectively manage your most valuable existing accounts, leading to improved customer satisfaction and increased customer loyalty.
This highly engaging and practical Key Account Management training course will prepare all delegates to manage key accounts effectively. Business is evolving rapidly, buyers are getting more sophisticated and technology is being deployed more than ever, creating additional buying channels and great opportunities for the modern Key Account Manager who wishes to maximise revenues and profits.
Course Highlights:
- Objectively segment and select customers
- Develop and deliver an effective key account plan
- Blocking the competition to secure the account
- Consultative selling and establishing trusted advisor status, maintaining a perception of real strategic value
- Understanding your key accounts, their business strategies, people and buying methods
- Utilising all the required organisational resources to support the key account
Course Duration: 5 days
3. Key Account Management – The Masterclass
Managing accounts is akin to playing roulette. All the accounts are the slots on the roulette wheel and squares on the table. Our resources to services all these are scarce and represent the chips we gamble with. The function of Key Account Management is to enable us to place our few chips on the squares so as to win most of the time.
This course will show you how to segment your customers by account and by personality. You will develop Customer personas and discover how to create compelling value propositions for each persona type. We will look at customer types and look at selling skills, both from the fundamentals aspects and more advanced Consultative selling Skills that will give you all the tools to become a trusted advisor and partner to your Key Accounts.
Course Highlights:
- How to Analyse and Select Key Accounts
- Learn some tools and processes for executing a successful Key Account Strategy
- Understand the true meaning of value
- How to develop strategies and tactics to suit each type of account
- Learn how to create compelling value propositions for each account type
- Learn Consultative Selling Skills
Course Duration: 6 hours
4. Key Account Management (KAM) Masterclass- The Chartered Institute of Marketing
This two session programme equips account managers with the skills and tools to develop and implement detailed dynamic account strategies and plans for their key accounts. Using their own customers as case studies, participants establish how ‘best practice’ principles can be applied to managing their own key accounts whilst adding immediate value into their own organisations.
Whilst the first session focuses on a best-practice approach to the development of a strategic key account plan, session 2 then builds on that foundation with the opportunity to present a plan for feedback, then explore how such plans can be implemented in practice.
Course Highlights:
- Recognising which customers are key accounts
- Understand the scope of the key account management role
- Recognise the stages of a key account relationship
- Develop a strategic key account plan
- Identify the potential in their customers
- Use professional business analysis tools
- Develop internal teams to meet the needs of key accounts
- Identify and develop DMUs
- Utilise internal resources in a virtual team environment
- The impact of KAM on internal communication and customer records
- Develop a customer development strategy plan
Course Duration: 2 days
5. Key Account Management- Australian Institute of Management
Selling to existing accounts is one of the biggest untapped opportunities for revenue growth. In fact, top performers in strategic account management experience significantly greater revenue growth, profit growth, and year-over-year client satisfaction. Our Strategic Account Management training teaches you how to grow existing accounts by fostering relationships with key buying influencers across an organization as well as keeping the competition at bay.
Course Highlights:
- Build strategies for strategic account management, including penetrating, expanding, and protecting strategic accounts
- Construct a strategic account team poised to maximize success
- Lead value discovery sessions with internal teams and accounts for the purpose of value connection and co-creation
- View needs from the buyer’s perspective to strengthen and deepen value for accounts
- Assess strategic account management success, and determine whether they need to stay the course, pivot, or otherwise adjust the strategy
- Build account plans that actually work and result in revenue growth, deeper relationships, and overall account success
Course Duration: 1 day
6. Key Account Management- Leadership Development Ltd
This two day Key Account Management course has been developed specifically to give experienced account managers the up-to-date sales skills they need to respond effectively to new buying trends, such as increased pressure on costs, the use of new technology and the rise of procurement.
The interactive and highly intensive programme is designed to highlight and consolidate best practice, which involves a significant shift away from account management as a matter of ‘maintaining’ or ‘farming’ an account, and towards an active business development strategy. The goal is to give participants the tools to differentiate themselves by the way they sell, and to show them how to focus their efforts on the business that will create the most value.
Course Highlights:
- How buying has changed and how sellers need to adapt accordingly
- How to unravel the account’s organisational structure and ‘politics’
- How to design a modern day account development strategy
- Recognising the right business to target
- How to network. The importance of LinkedIn
- How to sell into complex accounts with multiple decision makers
- How to lead virtual or real teams towards commercial success
- How to be a trusted adviser and strategic partner
Course Duration: 2 days
7. Strategic Account Management
In this course, you will learn the sales processes, frameworks and skill sets utilized by top sales organizations in managing channel partnerships with retailers and resellers. Further you will learn how to implement a sales strategy to meet customer needs and increase customer satisfaction. You will be challenged to demonstrate your account management skills covering the range from customer service, customer success and to key account management.
Course Highlights:
- Appreciate the components of common channel partnerships and reseller agreements.
- Develop an annual strategic plan for maintaining and growing business with a channel partner and reseller.
- Understand the common reasons for relationship friction and the risk of churn.
- Execute a framework for handling the most common issues that arise in a channel or reseller partnership.
- Appreciate how sellers structure their organization to manage customer accounts
- Compare and contrast the roles of customer service with customer success management with account management and key account management
- Execute a framework for handing the most common issues that arise in strategic account management involving enterprise accounts.
Course Duration: 6 weeks (4-6 hours/week)
8. Key Account Management (KAM) Essentials: Grow Your Business
In this course, Professor Malcolm McDonald, author of many leading books on KAM and founder of the KAM Best Practice Club at Cranfield University – which has been running for over 20 years – has condensed his one day workshop on KAM into 10 bite-size modules covering what KAM is, why it is so important, and how to apply it successfully. Managing your most important business customers is a key area that suppliers need to master.
These customers can have a strong impact on the performance of the supplier and need to be managed in a special Key Account Management (KAM) program. Getting this KAM blueprint right is vital for both suppliers and customers.
Course Highlights:
- How to select the right accounts to be included in your KEY Account program
- How to categorise them to maximise your sales and profits
- How to analyse the needs of key accounts
- How to develop winning plans for each key account
- How to develop the required skills to become an excellent key account manager
- How to measure the effectiveness and profitability of your key account program
Course Duration: 2.5 hours
9. Key Account Management Course- The University of Sydney
In this one-day key account management course, you’ll learn how to generate reoccurring and new business from your existing customers – boosting your company’s revenue.
Many salespeople follow their company’s sales process: prospect, diagnose, present, close the business and move on to the next opportunity. ‘Closing the deal’ isn’t really the last step of the process, but the beginning of the journey and the relationship. You may have discovered an opportunity to do business with this customer and sold them a product or service, but there are probably more opportunities that you’re not even aware of.
So how do you manage the account once you’ve done all the hard work to bring them on board? What are the techniques and skills to capitalise on the ‘life-time value’ of a customer? You will learn how to grow the account that you have worked so hard to get, how to delve deeper into what the customer needs and provide value and service to more departments, teams and people. You will learn how to ‘future proof’ the account so that if your initial contact leaves, the relationship with the account doesn’t suffer.
Once you attend this course, you will be able to return to work, categorise your accounts and immediately start to apply your new skills. Whether you are a beginner or experienced salesperson, this course will provide the skills to take your account relationships to the next level.
Course Highlights:
- Accurately categorise and prioritise your accounts by assessing overall spend (historical and future potential) and the effort required to manage the account
- Proactively initiate sales conversations with your existing accounts (rather than just react)
- Ask the right questions and identify each accounts’ short and long-term business plans and goals
- Plan with your accounts by working with their short and long-term business goals and aligning this to what you can deliver
- Create and maintain long-term partnerships by: effectively communicating your value proposition and scheduling recurring one-on-one meetings with your customers (so that you’re aware of any challenges and are well-placed to help)
- Apply the 80/20 principle to your accounts. 80% of your business comes from 20% of your accounts. You should be able to identify the 20% so you can manage the account accordingly
Course Duration: 1 day (8 hours)
10. Key Account Management Training Course
This Zoe training course will prepare you in all fundamental concepts of Key Account Management (KAM) in a manner that, simply put, will not let you lose your best clients. This course provides a deep understanding of not just theoretical aspects but also the practicality of KAM in the present economic arena.
This course is enriched with the know-how framework of KAM and strategies followed by companies around the globe. It will help you understand how KAM is functional in real-world scenarios. It will prepare you to easily undertake challenging situations faced when it comes to not just retaining your key accounts but also deriving maximum value from them.
Course Highlights:
- To develop an understanding of the core concepts of Key Account Management in a way that is beneficial for the participant in the long term
- To develop a strategic attitude that will allow the participant to create, identify and prioritize key accounts
- To understand the functions of key account management and its application in practical situations
- To learn about best practices followed around the world
- To develop strategies that will increase customer satisfaction and ultimately enhance the business relationship
- To convert new client relationships into long-lasting relationships
- To develop the sales and marketing skillset of the participant in a manner that will allow them to steadily grow in their career
Course Duration: Self Paced
11. KAM – Key Account Management – Made Simple
KAM – Key Account Management is not a monster or something too high level and complex. It’s a process, a sales process. It just needs to be understood and put into perspective concerning your portfolio and sales strategy. And you can make it complicated if you want, but there’s no need. I’ll explain in plain English and detail all about KAM (Key Account Management) in this course. From the background and fundamentals such: What is KAM (Key Account Management), Why/when/how should I implement KAM (Key Account Management) and so on…
Course Highlights:
- What is KAM (Key Account Management) about
- What do you need to implement KAM (Key Account Management)
- Implications and benefits of implementing KAM (Key Account Management)
- Differences between traditional sales and KAM (Key Account Management)
- The different stages of KAM (Key Account Management)
Course Duration: 1 hour
12. Understanding Key Account Management- Alison
Discover the concepts, roles and responsibilities involved in key account management with this free online course. Key accounts refer to a company’s most valuable customers. They are essential to an organization’s long-term growth and often necessitate a significant investment of time and resources. However, there is a need for more qualified key account managers. Therefore, we have designed this course to assist you in mastering the concept of key account management and help you develop a clear strategy and program structure to serve and grow key accounts.
Course Highlights:
- Explain the concepts of key account management
- Discuss how to determine strategic importance objectively
- State the benefits of long-term connection to KAM
- List the crucial skills every key account manager must possess
- Identify the elements of the account planning process
- Summarise the concept of the SWOT analysis
- Define customer value as it relates to KAM
- State the benefits of revenue mapping in KAM
- Summarise the benefits of the market segment in KAM
Course Duration: 1.5-3 hours
