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.

Prerequisites

The participants will receive Pre– and Post- workshop mastery test. 

Target Audience

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

Module 1: Set Your Key Account Sales Objective

  • Business Issues 
  • Create a Long Term Vision 
  • Set a Specific Sales Objective 
  • Where are Your Overall Key Account Relationships 
  • Determine the Probability of Closing this Sale 
  • What CRM Sales Stage are You at in Your Key Account 
  • Tool 1: Comparing Selling and Buying Processes 
  • Tool 2: Aligning Your Sales Objectives to Your Account’s  
  • Revenue Trends 

Module 2: Build & Strengthen Key Stakeholder Relationships

  • Key Account Contact Information 
  • Buyer Roles 
  • Focus and Communication Style 
  • Determine Each Stakeholder’s Perception of Needs 
  • Strengthening and Expanding Your Key Account Relationship 
  • Offer Proof  
  • Tool 3: Identifying Your Customer’s Implied and Explicit Needs 
  • Tool 4: Developing New Contacts within an Account: Selling  
  • Higher Wider and Deeper 
  • Tool 5: Use SPIN Call Planner 

Module 3: Assess the Competitive Challenge

  • Determine Buying Criteria 
  • Identify Your Competitive Challenge 
  • Use Your SPIN or CSS Selling Skills  
  • Tool 6: Closing Information Gap 
  • Tool 7: Determining Your Competitive Position 
  • Tool 8: Dealing with Apathy 

Module 4: Review Factors & Construct Your Strategy

  • Identify the Factors Impacting Key Account Success 
  • Brainstorm 
  • Construct Your Strategy: Tactics and Six Strategies 
  • Tactics for Handling Factors Affecting the Key Account 
  • Six Strategies to Move Your Key Account Forward 
  • Build Sales Manager Support for Your Key Account Plan 
  • Tool 9: Coordinating the Efforts of Your Account Team 
  • Tool 10: Getting Internal Buy-in 
  • Tool 11: Making Go/No-Go Decisions 

Module 5: Initiate Action Plan to Closing the Sale

  • Identify Key Account Commitments 
  • Have a Backup Plan for Handling Setbacks 
  • Tool 12: Moving The Sale Through Hibernation 
  • Tool 13: Preparing a Plan for Negotiating the Terms of Sale  
  • Tool 14: Being a Good Loser: Analyzing a Lost Sale 
  • Tool 15: Assisting in the Post-Sale Process 

Module 6: Develop a 3 Vision to Increase Account Revenue

Dates & Locations

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Exam & Certification

This course is not associated with any Certification.

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