Overview
The “Key Account Strategies (KAS)” by ELAVATE! is an advanced two-day workshop designed for sales professionals and key account managers involved in B2B large key account management. It aims to equip participants with proven strategies, processes, and tools, notably the “Key Account Planner,” to develop robust, customer-centric account plans. The program focuses on accelerating growth, strengthening customer relationships, and maximizing ROI in large, key accounts.
Key features include an upgrade for Asian Key Accounts (as of 2020), reinforcement of PSS+ skills, an exclusive 6-section Key Account Planner, and the use of DISC customer behaviors. The workshop is customizable and promises measurable ROI through increased sales, customer retention, enhanced competitive edge, and a scalable, standardized approach to account management. It is part of the broader ELAvate Sales Suite, which also includes Consultative Selling Skills, ELAvate Negotiation Skills, and ELAvate Sales Coaching. Participants should have a proven track record in B2B selling skills and will undergo pre- and post-workshop mastery tests.
Skills Covered
- Strategic Account Planning: Develop customer-centric strategic plans aligned with client priorities, using tools like the Key Account Planner to sell higher, wider, deeper, and faster
- Opportunity Identification & Analysis: Identify growth opportunities through advanced account analysis of customer business issues, market dynamics, strategic responses, and operational challenges.
- Stakeholder Management & Relationship Building: Strengthen stakeholder relationships across client organizations by building trust and rapport while identifying their specific buyer roles.
- Communication & Influence: Enhance communication and influence by understanding stakeholders’ DISC communication styles and discerning their explicit needs and motivators.
- Customer Perception Management: Assess how customers perceive the organization and leverage these insights to improve collaboration.
- Competitive Strategy: Apply competitive insights and strategic tools to expand key account potential effectively.
- Sales Process & Execution: Accelerate the closing and expansion of key accounts by utilizing advanced tactics from the KAS tool kit.
Who Should Attend
This workshop is ideal for anyone in the B2B large key account management process and customer relationships. Participants should have a proven track record of B2B selling Skills
Course Curriculum
Course Modules
Exam & Certification
This course is not associated with any Certification.
