Build high-value relationships with your most important customers
12 Hours
Cohort-based
On-site/virtual
Cape Town · Johannesburg · Durban
Across 7 practical modules
Learn alongside peers from your industry
Flexible delivery across South Africa
Tailored for your role and context
Eight modules covering the full channel management lifecycle, from fundamentals through to strategic influence.
Introduces the purpose of key account management, best-practice principles and the account manager’s role in growing strategic customer relationships.
Shows how to evaluate where to invest time and resources by weighing return, strengths, available resources and the customer’s business environment.
Provides a structured approach to account planning, including account potential, value chains, long-term development, threats and clear objectives.
Explains how to co-create joint solutions that combine capabilities, use a shared process and create value for both organisations.
Focuses on mapping power and influence inside the account, managing multiple stakeholders and coaching advocates to build support.
Shows how to coordinate internal teams around qualified opportunities through preparation, kick-off meetings, practice and debriefs.
Develops the ability to build and present business cases that link value, risk, stakeholder priorities and closing strategy.
Covers collaborative negotiation planning, personality management, objection handling and value creation that reduces pressure on price.
The secret to sales growth: Build strategic relationships with high-value customers. Designed to provide the skills and resources to develop and sustain long-term strategic customer relationships for mutual growth, profitability, trust, loyalty, innovation, and risk management.
Account Managers who have been tasked with growing revenue with large strategic and key accounts
I have attended lots a sales courses in the past, but they were very generic. This is the first programme that gave me skills I can actually use.
