Account Management and Business Development

Introduction

Strategic Account Management and Business Development focuses on training Sales Professionals to maximize their results with current clients while developing business and securing new customers. Maximizing account penetration and positively impacting the buying decision is a critical skill that leads to long-term, profitable business results. Identifying new opportunities and converting them into additional revenue streams is an expertise that provides for long-term organizational growth and prosperity. This course shares the knowledge and tools that lead to long-term account growth, retention, and success.

Training Schedule

Objectives

• Define the key account management’s main functions and best practices.
• Recognize the importance of redefining business processes to match the ever-changing market and customer requirements.
• Produce clear sales and marketing differentiators to neutralize competition (value-based proposition).
• Design and use financial ratios and KPIs to measure their operations’ effectiveness.
• Use leadership, negotiation, and power proposals to leverage their business and lead the national key account team.
• Content

Key Account (KA) Management: Overview and Best Practices

• Key Account Management: An Overview
• The New Landscape of Account Management
• Understanding the Buy-Sell Ladder Model
• Key Account Analysis and Qualifying
• The Key Account Manager as a Business Developer
• Understanding and Working the Customer Loyalty Ladder
• Building Client Chemistry with F.O.R.M

The Business and KA Planning ProcessUsing the STAR Business Planning Process:

• Strategic Analysis
• Targets and Goals
• Activities
• Reality Check

Re-Defining Your Processes for Breakthrough Results

Reengineering Your Team Selling Process to Avoid Mistaking Motion for Action

Reviewing the Selling Process

Identifying your Unique Selling Propositions (USPs) and Distinctive Selling Points (DSPs)

Creating a Competitive Analysis Matrix Using USP and DSP to Neutralize Competition

Designing and Implementing Key Performance Indicators

Creating a Balanced Scorecard (Business Performance Audit)

Effective Negotiation Skills

• The Definition of Negotiation
• The Difference Between Persuading and Negotiating
• The Negotiation Process
• The Phases of the Purchasing Decision
• Influencing Decision Criteria
• Effective Concession Management During Negotiation
• Completing Your Negotiation Plan
• Building and Leading the National Key Account Team

Stages in Team Formation

• Building a High-Performance Team
• Defining Team Roles
• The Team Motivation Mix
• Management versus Leadership
• Practices of Exemplary Leaders (Industry Practices)
• Writing Business Proposals that Sell
• Writing a Typical Business Proposal
• Formatting Tips and Tricks for Winning Proposals
• Creating Your Proposal Template Using a Suggested Proposal Format Guide

Training Approach

This course will be delivered by our skilled trainers with vast knowledge and experience as expert professionals. The course is taught in English and through a mix of theory, practical activities, group discussion, and case studies. Course manuals and additional training materials will be provided to the participants upon completion of the training.

Tailor-Made Course

This course can also be tailor-made to meet organizational requirements. For further inquiries, don’t hesitate to get in touch with us on Email: info@advantaedgedev.com Tel: +254 713 072 883

Training Venue

The training will be held at our Advantaedge Training Centre. We also offer training for a group at requested locations all over the world. The course fee covers the course tuition, training materials, two break refreshments, and a buffet lunch.

Visa application, travel expenses, airport transfers, dinners, accommodation, insurance, and other personal expenses are catered by the participant

 

Certification

Participants will be issued with an Advantaedge certificate upon completion of this course.

Airport Pickup & Accommodation

Airport pickup and accommodation are arranged upon request. For booking contact our Training Coordinator through Email: info@advantaedgedev.com Tel: +254 713 072 883

Terms of Payment

Unless otherwise agreed between the two parties payment of the course fee should be done 3 working days before commencement of the training to enable us to prepare better