Key Account Management Workshop

The Key Account Management workshop is focused on selling to those 20% of the customers that provide 80% of your business.

However you classify them, certain common traits separate the Key Accounts from your other customers

  • Each order value is large and there is a high possibility of repeat business
  • The selling cycle is long
  • The competition is high and the risk of losing a single deal is also high
  • The solutions have to be customized
  • The buying is more structured and a number of people get involved in the buying decision
  • Association with them not only adds revenue but also can be prestigious for your business

Just these and a host of other reasons warrant you to approach Key Accounts carefully and you would want your sales team that handles key account to do that as well.


The Key Account Management Workshop focuses on honing the cross selling and up-selling skills of your key accounts sales force along with that of being a relationship manager.


From the account entry strategy to project implementation – repeat business generation to rebutting competition the Key Account Management Workshop focuses not just on selling to key accounts but also on how to hold on to them.


The customization of the workshop goes beyond role plays and examples to developing specific data capturing and planning tools that the participants can use in designing the sales campaigns in their key accounts.