Key account management

Online & fully interactive – LIVE trainer – small groups

One sale is good, but many sales are much better. And the key to turning individual transactions into fruitful long-term relationships is great account management.

This course teaches you how to build trust with your key clients, to maintain regular, useful communication and, eventually, to become their valued adviser. Skilful account management ensures that you are first to a client’s mind when a need arises, and even gives you the opportunity to help them identify needs they might not be fully aware of.  

The training is delivered live online to small groups, and can be adapted to suit the needs and commercial context of your organisation. It is led by an expert trainer, and provides plenty of opportunities for discussion, Q&A and interaction alongside trainer input.

What participants will learn

This intensive session is designed to have maximum practical impact in a short time. It provides tools and tips around topics including:

  • Identifying the key characteristics of great account management
  • The difference between conventional and relationship selling
  • The stages for building successful, long-term relationships and what needs to be done at each step of the journey
  • Building rapport using a range of advanced techniques and language patterns
  • Being proactive rather than reactive in managing key accounts
  • Building trust and credibility with clients / customers
  • Running account review meetings with clients
  • Identifying bespoke objectives for every account that you manage
  • Assessing the potential of each account under your control to maximise their value
  • Increasing the value and profitability of your key accounts

After the course every participant receives a PDF course handbook covering everything they’ve learnt on the course.

 

How is the training delivered?

This is a live and fully interactive training session. Just like classroom training, it is delivered by an experienced tutor to a small group, ensuring plenty of chances to ask questions and discuss experiences. 

Using a free web based interface, delegates are able to see, hear and interact with the trainer and other participants in real time. The session is intensive, and last about 90 minutes, equipping participants with a raft of instantly implementable techniques to improve their ability and comfort working from home.

Our trainers

Our trainers are expert practitioners and consultants, with many years of experience delivering impactful training across a broad range of organisations and sectors.

Sally Prescott

Sally has years of experience in the hotel and hospitality industry, helping organisations deliver exceptional service, leadership and communications. She is a qualified coach and is licensed to deliver a wide range of training programmes. Whether through classroom or virtual training, Sally's energy, knowledge and experience have a lasting impact on those she teaches.

Kate Jennings - Cambridge Executive Development

Kate Jennings

Kate is a highly experienced trainer, coach and consultant with a commercial background leading teams in the food and drink industry. As Lead Consultant with Cambridge Exec, She has worked in the UK, Europe and US to develop and deliver classroom and virtual sales training for a diverse range of clients, from tech firms to fashion brands.

Joanna Markham - Cambridge Executive Development

Joanna Markham

Joanna developed her vast knowledge over a long career combining roles in academia and business. As a consultant specialising in business psychology, she has worked with some of the world’s biggest companies, helping develop the communication and organisational skills of staff at all levels of seniority.

If you have a group of colleagues who could benefit from the Key Account Management training course we can deliver a private session at a time that suits you.

Participants can join the session from the office or from home, and can take part in their own teams, or with a mixture of colleagues from across your organisation.

Fees depend on the number of participants and whether or not you would like the content adapted to address any specific issues relevant to your group.

Please contact us to find out more and to obtain a quote.

About us

Cambridge Exec is a boutique learning consultancy made up of a select team of specialists in workplace communications and leadership. We deliver training and coaching, and conduct research and analysis that supports your people-centred workplace culture.

For over fifteen years we’ve been helping organisations ranging from small startups to international brands to build their people’s capacities, enhance wellbeing and boost engagement and productivity at work.

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