Course Details
Key Account Management
Course past enquire for a new date
Professional Development
Sales
Sales STAR
159 Khyber Pass Road
Plenty of parking onsite
Grafton
Auckland 1142
New Zealand
Two Days
$950.00
$950.00 ($1068.75 incl GST)
$950.00 ($1068.75 incl GST)
As buyers become more sophisticated and accounts more complex, decisions can take longer so the role of an Account Manager has become more diverse and demanding than ever before.
The best Account Managers are proactive with their key accounts. It is no longer acceptable to simply react to situations; you need more advanced strategy to be able to anticipate potential opportunities and problems with your key accounts.
By building lasting relationships with your key accounts, as a trusted partner, you fully understand their need behind the need, built on integrity in communication and approach.
This program is structured around 2 teleconference calls which will ensure that you gain valuable practical insights from the real application of the knowledge for your industry.
Objectives
At the end of the program those attending will:
• Learn the stages of influence and stages of a call or meeting
• Have learnt the strategy to influence all levels of their key accounts
• Understand the difference between selling and account management
• Understand and manage customer expectations from each account
• Understand customers so they respect your relationship
• Know how to influence the key decision makers within each account
• Develop a plan and the information needed to manage each account
• Methods to penetrate each account and influence at each level
• Revenue planning to build the potential of each account
Who should attend
Salespeople or Account Managers who wish to up skill and better understand how to sell to Major or Key Accounts, as well as Sales Managers and Key Account Managers.
What will I learn:
How to strategise, target and plan your business approach before making the first call, the steps and tactics to use to develop the prospects myriad relationships, and the way to secure substantial business and manage the account against well drilled and skilled competitors.
Course Content:
1. What is Account Management?
• Introduction and definitions
• Account Management vs. Selling – understanding the role
• Core competencies
• The 80:20 rule
2. Sector Marketing
• Defining and identifying Key accounts
• Profiling the potential of each account
• Creating opportunities to increase both your influence and revenue
• Identifying knowledge gaps
• Strategies for plugging your knowledge gaps
3. The Art of Influence & Circumstance
• Understanding the modern buyer
• What a buyer expects from you
• How to influence without using high pressure
• Fundamentals of negotiation
• Taking responsibility for problems
• Dealing with difficult people
• Executive Referral
4. Call Planning and Preparation
• Steps before each call
• Call objectives
• Common objections
• Dealing with objections
5. Call Structure
• Structured approach to needs analysis
• Modern consultative selling
• Recording information
• Completing the call
6. Post Call
• Consistent client expectations
• Follow-up and documentation systems
• Meeting reports
• Post call administration
7. Account Penetration
• Account penetration checklist
• Understanding different customers
• Identifying the key decision makers
• Influence of account gatekeepers
8. Account strategy
• Building ongoing respect
• Call cycle of each level of account
• Revenue building of each account
• Relationship vs. being friends
• Referrals
Program Structure
After the initial 2-day workshop the next 2 weeks each have teleconference calls to ensure all participants apply and practice the specific skills. By sharing this knowledge and completing the weekly homework assignment, application in the field for your industry helps ensure sustainable new habits are created.
After these teleconference calls the third week contains a final program test to ensure they have fully grasped all aspects of their development.
Program Includes
2-day instructor lead workshop and catering
After this Course you will be able to :
Work from a account strategy plan that you will have developed using a real target client, with the follow up teleconferencing give you support to action the agreed steps in the plan.
The best Account Managers are proactive with their key accounts. It is no longer acceptable to simply react to situations; you need more advanced strategy to be able to anticipate potential opportunities and problems with your key accounts.
By building lasting relationships with your key accounts, as a trusted partner, you fully understand their need behind the need, built on integrity in communication and approach.
This program is structured around 2 teleconference calls which will ensure that you gain valuable practical insights from the real application of the knowledge for your industry.
Objectives
At the end of the program those attending will:
• Learn the stages of influence and stages of a call or meeting
• Have learnt the strategy to influence all levels of their key accounts
• Understand the difference between selling and account management
• Understand and manage customer expectations from each account
• Understand customers so they respect your relationship
• Know how to influence the key decision makers within each account
• Develop a plan and the information needed to manage each account
• Methods to penetrate each account and influence at each level
• Revenue planning to build the potential of each account
Who should attend
Salespeople or Account Managers who wish to up skill and better understand how to sell to Major or Key Accounts, as well as Sales Managers and Key Account Managers.
What will I learn:
How to strategise, target and plan your business approach before making the first call, the steps and tactics to use to develop the prospects myriad relationships, and the way to secure substantial business and manage the account against well drilled and skilled competitors.
Course Content:
1. What is Account Management?
• Introduction and definitions
• Account Management vs. Selling – understanding the role
• Core competencies
• The 80:20 rule
2. Sector Marketing
• Defining and identifying Key accounts
• Profiling the potential of each account
• Creating opportunities to increase both your influence and revenue
• Identifying knowledge gaps
• Strategies for plugging your knowledge gaps
3. The Art of Influence & Circumstance
• Understanding the modern buyer
• What a buyer expects from you
• How to influence without using high pressure
• Fundamentals of negotiation
• Taking responsibility for problems
• Dealing with difficult people
• Executive Referral
4. Call Planning and Preparation
• Steps before each call
• Call objectives
• Common objections
• Dealing with objections
5. Call Structure
• Structured approach to needs analysis
• Modern consultative selling
• Recording information
• Completing the call
6. Post Call
• Consistent client expectations
• Follow-up and documentation systems
• Meeting reports
• Post call administration
7. Account Penetration
• Account penetration checklist
• Understanding different customers
• Identifying the key decision makers
• Influence of account gatekeepers
8. Account strategy
• Building ongoing respect
• Call cycle of each level of account
• Revenue building of each account
• Relationship vs. being friends
• Referrals
Program Structure
After the initial 2-day workshop the next 2 weeks each have teleconference calls to ensure all participants apply and practice the specific skills. By sharing this knowledge and completing the weekly homework assignment, application in the field for your industry helps ensure sustainable new habits are created.
After these teleconference calls the third week contains a final program test to ensure they have fully grasped all aspects of their development.
Program Includes
2-day instructor lead workshop and catering
After this Course you will be able to :
Work from a account strategy plan that you will have developed using a real target client, with the follow up teleconferencing give you support to action the agreed steps in the plan.
Geoff Clarke
Profile
Geoff has been involved in selling, management and training for over 30 years.
In that time the realisation of understanding (and not just assuming) the requirements of clients has been the basis for the way he operates.
After a grounding period in the IT industry, Geoff went on to spend the next 25 years with Xerox. Over this time he worked as major account salesperson, and Sales Manager of many successful Xerox teams. In his last twelve years at Xerox he was responsible for the training department and was instrumental in training the sales force and management nationally.
Geoff was also involved with training in Australia and Asia, and was responsible for introducing many changes to the way that Xerox operated as a client-centric organization.
For the last five years Geoff has been working as a contract trainer and facilitator, and has served clients as a business adviser, specializing in sales and marketing.
Geoff has participated in several business associations and is currently the Chairman of Kumeu Business Association, a position he acquired after having been the Chairman of “Make a Wish Foundation” for 15 years.
Geoff is also a known speaker on Sales and Marketing.
Profile
Geoff has been involved in selling, management and training for over 30 years.
In that time the realisation of understanding (and not just assuming) the requirements of clients has been the basis for the way he operates.
After a grounding period in the IT industry, Geoff went on to spend the next 25 years with Xerox. Over this time he worked as major account salesperson, and Sales Manager of many successful Xerox teams. In his last twelve years at Xerox he was responsible for the training department and was instrumental in training the sales force and management nationally.
Geoff was also involved with training in Australia and Asia, and was responsible for introducing many changes to the way that Xerox operated as a client-centric organization.
For the last five years Geoff has been working as a contract trainer and facilitator, and has served clients as a business adviser, specializing in sales and marketing.
Geoff has participated in several business associations and is currently the Chairman of Kumeu Business Association, a position he acquired after having been the Chairman of “Make a Wish Foundation” for 15 years.
Geoff is also a known speaker on Sales and Marketing.