Key Account Management Training

Key Account Management Training

Key Account Plannning

Content Strategy

Overview

  • What is a key account
  • How to id and shortlist key accounts
      How to shortlist key accounts
     Determine key account attractiveness
     Stages of relationships in key accounts.
  • Develop a Key Account Plan
     Determine KAM goals and drivers
    Account Industry analysis

    Activity plan in the account

Buyer Mapping and Reach-Out

Buyer Mapping

  • Determine Buyer Persona
  • Id key influencers and networking within the account
  • Finding out their goals and their buying process

Reaching out to the buyers

  • LinkedIn (Social Selling)
  • Email Marketing
  • Cold Calling
  • Content Creation
  • References
Buyer Mapping and Reach out

Needs Analysis and Presentation skills

Needs Analysis and Qualifying Opportunities

  • Questioning skills to get the right needs
  • Mapping buyers pain points to your solutions
  • Qualifying skills to prioritize and close fast

Presentation and Proposal skills

  • Components of a good presentation
  • Creating a need and presenting offering
  • Proposal writing skills

Negotiation and Closing skills

Objection Handling / Negotiation and closing techniques

  • Discussion of TOFU, MOFU and BOFU objections
  • Negotiation techniques
  • Closing techniques
KAM - Negotiation and Closing skills

Looking at creating content for your buyers?

Reach out to us…

Consistent sales