Key Account Management Training Course in Dubai

Key accounts are your most valued clientele. Relationship quality is the bedrock of customer retention. Retaining key customers and Increasing their satisfaction leads to organizational growth.

In a highly competitive marketplace, new customer acquisition costs rise very sharply hence it pays to make the most of the customers you already have.

An existing and loyal customer base is more inclined to be interested in new products, increase spending on your brand and recommend your brand to others.

This online program will introduce you to methods and models that will help you better understand customer value, grow this value and individually target customers.

This workshop will help you grow your Key Account Management Skills & Competencies and be able to:

  • Build strategies to grow your Key Accounts.
  • Develop powerful Key Account plans.
  • Know how to move from transactional sales techniques to a strategic selling approach.
  • Know how to get to real customer insight.
  • Deep dive into the clients organization structure and decision making processes.
  • Explore the building of powerful Customer Value Propositions.
  • Grow customer intimacy and loyalty.
  • Know how to build long term customer enterprise-level relations up to the C-suite.
  • Create and manage a Key Account Team.

Account managers, sales managers, sales people who are managing “Key Accounts or have limited experience in managing customers in a Business to Business environment.

Program Outline

  • 04 Sessions
  • 06 Hours

  • KAM myths
  • The new reality of B2B sales, marketing and supply
  • The different stages of Key Account Management
  • Key Account Management as a Sal es System
  • Identifying and selecting Key Accounts
  • Learning from top performers in Key Account Management
  • Key Account Management Audit of your company
  • The customer buying cycle and Decision-Making Units
  • Relationship Mapping – Building the relationship
  • Getting to Customer Insight – The Empathy Map Canvas
  • Identifying the value drivers of your Key Accounts
  • Value Based Pricing
  • Customer Value Propositions
  • Practical applications on your Key Account
  • Mapping the Competitive Landscape
  • Recording company internal Strengths and Weaknesses
  • Elaborating and using the SWOT analysis
  • Setting SMARTER Key Account goals
  • Building strategies and initiatives for acquiring, growing and protecting Key Accounts
  • Developing your Key Account Plan Framework
  • The KAM Plan: practical application
  • Six Key Account Manager’s roles
  • Monitoring implementation progress: balancing short and long term
  • Customer Centricity – the unique competitive advantage
  • Key Account Plan Review & reporting cycle
  • Measuring and strengthen relationships with Key Accounts
  • Practical applications on your Key Account
  • Building high-performance Key Account Teams
  • Communicating and working at c-suite enterprise levels
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