Lagos Business School
Strategic key Account Management
Available dates
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About the course
A customer who has an exponential impact on revenue and profits and can influence an organisation’s ability to compete effectively can be termed as a Strategic Account. As such, B2B & B2C organisations areincreasingly discovering the importance of protecting, and growing the relationship with identified Strategic Accounts. This workshop is designed to provide a conceptual framework for understanding strategic customer relationships as well as tools for designing and implementing a Strategic Accounts Management (SAM) programme.
Programme
- Strategic Account : A Definition
- Selecting and Classifying Strategic Accounts
- Resourcing for Strategic Account Management
- Strategic Account Planning and Selling to Executives
- Relationship Development and Navigating Politics with Key Officers & Executives in Strategic Account Management
- Selling to Executives
- Leveraging Marketing to Support Strategic Marketing Initiatives
- Customer Service as Competitive Advantage in Managing Key Accounts
- Use of Technology as a Key Account Management Strategy Enabler
- Managing Key Accounts in a Challenging Economy- Domestic and Global
- Team Approach to Building and Managing Key Accounts
Key Learning Outcomes
- Build business acumen
- Develop a strategic perspective on sales and customer relationships
- Optimize strategic account sales team
- Understand what drives strategic account decisions
- Deal with the various decision makers and influencers in the customer’s field of play
- Understand the politics that impact client decisions
- Identify the unique sales profile needed for executive selling
- Develop a strategy that will build greater customer loyalty and help protect the account from competition
- Improve strategic account team performance
- Recognize and overcome pressure tactics
- Create an action plan that will increase their chances of success
- Negotiate large contracts
- How to sale to executives
- Uncover strategies to win clients for life
Who should attend
- Key Account Managers
- Customer Relationship Managers
- Sales Executives
- Business Development Managers
Trust the experts
Tayo Otubanjo
Dr. Tayo Otubanjo is a senior lecturer at Lagos Business School. He facilitates full-time and executive MBA modules in marketing management. He is a Visiting Research Fellow at Warwick Business School, University of Warwick (UK) and a Visiting Scholar at Spears School of Business, Oklahoma State ...
