Key Account Management Training Courses

Description

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Key Account Management Training Courses

Key account management training courses cover many aspects.  These are interpersonal relationship skills, SPIN selling skills, sales probing skills, pipeline management and key account based sales and marketing activities.  This is a HRDF Claimable Course.  It is part of the sales training courses offered by Kognifi.

This Kognifi training course for key account managers is designed to deliver these courses in a modular format over two days. This key account management training course details are as follows.

Key Account Management Training Course Description

In this course, participants learn how to do B2B and B2G sales.  This includes finding opportunities, reporting sales pipeline activity and planning account specific sales activities.

Finding Key Account Sales Opportunities

Participants learn how to manage sales conversations with different types of stakeholders in a purchasing or buyer centre in large organizations.  They are introduced to the SPIN sales process and how to get real opportunities in the account. 

Identifying the Right Decision Makers

Participants will be introduced to the fundamentals of organizational selling skills.  This covers elements of the different behavior types in different levels of people in the target account.  And what specific kind of networking is required to manage organizational selling.  

Getting Budget Allocations and Sales Pipeline Reporting with Key Account Management

Participants learn to identify buying groups in key account organizations. They learn how to get budgets, proposals and support from the buying groups in key accounts . And how to realistically report their key account deals pipeline progress.

Key Account Go To Market Planning

Participants will be guided on how to create an effective account-based marketing (ABM) campaign to reach and influence key decision makers in a target account.

Key Account Management Training Course – Learning Objectives

• How find sales opportunities in the key account
• How to influence the decision makers in key accounts
• How to manage the key account sales pipeline
• How to create a target key account sales plan

Key Account Management Training Course – Learning Outcomes

• Able to get sales opportunities in key accounts
• Able to map the buying process flow of decision makers
• Able to get proposals accepted and budget allocations done
• Able to create a key account go to market action plan

Key Account Management Training Course Content

This training course has the following elements and content. The learning method will be based on lectures on the subject matter of key account management, interactive discussions, group activity and quizzes to test understanding.  Get our latest key account training course brochure for details.

Module 1 – Finding Opportunities in Key Accounts and Being a Trusted Advisor

This module introduces participants to key account organizational selling skills.  Participants learn the sales structure and models used to get sales and tender bids from key accounts.

1. Opportunities and the trusted advisor role · Lecture
2. Getting started with the trusted advisor role · Workshop
3. Presenting the trusted advisor profile · Group Activity

Module 2 – Getting Real Support and Identifying the Decision Makers in Key Accounts

This module introduces participants on how to manage sales conversations in key accounts.  With different types of stakeholders in a purchasing or buyer centre in large organizations.  They learn how to influence the proposal process to get support within the key account buyer circles.

1. Buyer circles and the types of decision makers · Lecture
2. Getting started with buying centers mapping · Workshop
3. Presenting the buyer circles · Group Activity

Module 3 – Key Accounts Sales Pipeline Control and Managing the Purchasing Process

Participants learn about the key accounts buying center purchasing processes and controls. Participants will learn how to manage the stakeholders and the sales pipelines in an account.

1. Sales pipelines and the purchasing process · Lecture
2. Getting started with the purchasing process · Workshop
3. Presenting the sales pipeline management plan · Group Activity

Module 4 · Target Key Accounts POA and Crafting the ABM Campaign

Participants learn the different selling styles in key account based marketing. They will learn specific activities required to market, influence and sell to key accounts.

1. Key account sales and marketing activities · Lecture
2. Getting started with the ABM plan · Workshop
3. Presenting the ABM Plan of Action campaign plan · Group Activity

Learning Paths for Key Account Management Training Courses

• Learning Path: Sales
• Learning Program: Key Account Management

Recommended Sales Training Courses for Key Account Managers

• SS-BY · Buying Motives and JTBD Training Course
• SS-TA · Trusted Advisor Training Course
• SA-TM · Tender Bids Management Training Course
• SA-KAM · Key Account Management Training Course

HRD Corp TTT Certified Trainer

The trainer for this digital marketing training course, Logarajah Thambyrajah, is TTT (Train The Trainer) certified by HRD Corp.  He is an SEO Consultant and the principal consultant for Kognifi. Come and join the training course that we offer.  Be trained by our experienced consultant and trainer with more than 30 years experience.  With global lessons learned in Fortune 500 companies to share with participants.

Kognifi is a HRD Corp Training Provider

Kognifi is an approved training provider (TP) by HRD Corp. We are listed in the HRD Corp portal. You can search for Kognifi on this HRD Corp link. Kognifi is a marketing and consulting company for digital marketing services and corporate trainings in Malaysia.  Kognifi provides HRD Corp claimable training in Malaysia.  Kognifi has a list of in-house business management, sales and marketing trainings in Malaysia.

How To Order Our Training Courses

Determine the training course you want your team to attend Contact us to get the latest training course outline, pricing and schedule for one of the following types of training for your selected course.

• In-House Training
• Remote Online Training
• Public Training

We will then send you the official quotation for HRD Corp Levy grant application. This quotation will be digitally signed to verify that its from Kognifi Sdn Bhd.

Contact Us for a Training Proposal