“I have used the tool “price fortress” in negotiation with one of my customers. I said no to any kind of discount, focusing on value for my customer compared to the competition.”
The key account manager / strategic account manager / global account manager’s role is multifaceted: Strategist, political influencer, co-ordinator, negotiator, internal champion and diplomat – the list goes on.
And in today’s buyer-empowered world, with procurement functions becoming ever more sophisticated, KAMs have to understand with much greater clarity buying processes and customer decision making units.
Added to this a rapidly changing technological and business environment, KAMs need a broad and evolving skill set to truly flourish including, negotiation strategy, positioning strategy, change leadership, personal selling skills and excellent time management.
This is the purpose of our key account management programme – built from over 800 best practice sales studies – you are assured of the most relevant and up to date training possible.
Senior sales staff managing large accounts, KAMs and sales management.
3 x 2 day blocks over 6 months with directed key account projects in between, culminating in a high quality, pragmatic, applicable key account plan at the end of the programme.
As key account management is a “whole enterprise” project, we also provide a parallel implementation coaching programme option for top management to make sure the organisation can support a KAM approach.
“Of 8 differing types of KAM implemented in organisations, the biggest category used by 20%, was ‘middle management’ KAM i.e. NOT owned by senior leadership teams.”
Homburg et.al 2002
Advice on setting up and implementing key account management programmes
Nordics sales curriculum
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