Key Account Management
Overview
As a Key Account Manager, you need to build long-term relationships with your clients. This course will help you to stand back and work out a successful strategy.
Who should attend
Key Account managers or managers in charge of big size customers or companies.
Course objectives
By the end of this two-day course, you will be able to:
- Understand the specificities of Key Accounts
- Improve your efficiency dealing with them
- Build a strategy for success
Course content
Introduction
- Initiative and being proactive
- Relationship selling vs. Product selling
- Creating and maintaining long term partnership
- Planning and preparation
Aligning to your Customer
- Identifying tactics to move the client to the next stage
- The importance of the follow-up
- Planning - 3, 6 and 12 month
- Getting referrals and working from them
Working with the Decision Makers
- Tactical Probing
- Key players
- Assessing strengths and weaknesses of sellers and buyers
- Building relationship - both internal and externally
Advanced Strategies
- Position and Personal Power
- Creative Thinking
- Critical Success Factors
- Partnering for success
Introducing your Facilitator
Katrena Friel
Principal Consultant Learning & Development
Katrena Friel is one of the brightest minds in training, coaching and corporate consulting today.
She incorporates three key aspects, one being life-transforming skills, training and professional development programs as well as professional coaching and mentoring.
She specialises in business development. Her sound knowledge of business, plus her ability to put ideas into action through planning, training and development ensures her client's success.
For over 20 years, she has contributed to the success of thousands of companies in most industries, consulted to hundreds of entrepreneurs and guided thousands of individuals - inspiring them to their next level of development.
She holds formal qualifications in Business, Management, Advertising, PR, and Marketing and is a Master Practitioner and Train the Trainer of Neuro Linguistic Programming (NLP).
Katrena's life purpose is to cultivate solutions that develop creativity, leadership and communication skills for a leap frog effect in people's lives.
Testimonials
Working with Katrena as a trainer, coach and mentor, it didnt take long to identify that she knows more about me than I do! She has an understanding of how I think, easily perceives what I'm feeling and generally how I will react to most situations.
She is engaging, with a warm, generous heart and a witty sense of humour. Her ability to identify with every kind of person creates a unique sense of comfort and ease for those around her.
More than a rock, Katrena has been a constant guiding light.
Sarah, Melbourne
I enjoyed 2 whole days of Katrena's sales masterclass. The best thing about it would have to be the tangible outcomes I came away with rather than a lot of homework that I would need to put together on my own. Thankyou Katrena!
Lisa, Brisbane
Katrena is a truly great and gifted sales person....she has and exhibits all of the attributes that go into being successful in any role she is involved in. She is a warm and compassionate person, she is both funny and articulate and I always found that she is a pleasure to be around and work with. She works extremely hard to over achieve on her targets and goals and she would make a valuable contribution to any organisation, group or team that values its people. Chris, Chatswood
I have been trying to find exactly the right words to cover how meaningful, relevant, amazing and unique the session together was but I finally gave up on waiting to produce the perfect response and decided to email you. Maybe thank you sums it up for now. But as the days passed this week, and work got so busy and the time out for training on Monday seemed a world away, many of the issues and situations we covered are still coming back to me. I feel privileged to have had the session with you. Michelle
Just wanted to say thanks for an excellent 2 days! It was very thought provoking if not hard work. Rebecca
Thank you for a great couple of days. All the information is sinking in and I can already notice a difference in my approach to everything! Heidi
Duration
Two day workshop $965.00 + GST per person 1 on 1 executive coaching (one 8 hour day) $3000 + GST Small group training available (2-3 people - one 8 hour day) $3000 + GST
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Ask us about our one day intensive workshop availability.
Special Offer
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Call us to find out if you qualify for our special two for one offer.
Training Delivery Options
- Single booking for public program
- In-house program enquiries welcome
- One on one or Small Group Corporate Coaching available
For more information or to book this training program with BSI Learning: 
02 9215 0196 
katrena.friel@bsilearning.com.au