Professional Training

Key Account Development

STL, In London (+21 locations)
Length
1 day
Price
495 GBP excl. VAT
Next course start
27 September, 2024 (+51 start dates)
Course delivery
Classroom, Virtual Classroom
Length
1 day
Price
495 GBP excl. VAT
Next course start
27 September, 2024 (+51 start dates)
Course delivery
Classroom, Virtual Classroom
Leave your details so the provider can get in touch

Key Account Development

STL courses


  • Participants will gain the ability to identify key decision-makers within the organisation, understand their motivations, and develop strategies tailored to their major accounts.

    This course will enhance your ability to grow existing accounts by making new contacts across different departments and sites, giving you the skills to sell both upwards and across the organisation.

What to expect

  • Courses never cancelled .
  • Restaurant lunch .
  • Last minute rescheduling .
  • 24 month delegate support forum .
  • Face-to-Face and Virtual Instructor led .
  • And more... .

Upcoming start dates

Choose between 51 start dates

27 September, 2024

  • Classroom
  • London
  • English

10 October, 2024

  • Virtual Classroom
  • Online
  • English

28 October, 2024

  • Classroom
  • London
  • English

7 November, 2024

  • Virtual Classroom
  • Online
  • English

27 November, 2024

  • Classroom
  • London
  • English

5 December, 2024

  • Virtual Classroom
  • Online
  • English

19 December, 2024

  • Classroom
  • London
  • English

9 January, 2025

  • Virtual Classroom
  • Online
  • English

24 January, 2025

  • Classroom
  • London
  • English

11 February, 2025

  • Virtual Classroom
  • Online
  • English

20 February, 2025

  • Classroom
  • London
  • English

13 March, 2025

  • Virtual Classroom
  • Online
  • English

21 March, 2025

  • Classroom
  • London
  • English

10 April, 2025

  • Virtual Classroom
  • Online
  • English

22 April, 2025

  • Classroom
  • London
  • English

8 May, 2025

  • Virtual Classroom
  • Online
  • English

19 May, 2025

  • Classroom
  • London
  • English

9 June, 2025

  • Virtual Classroom
  • Online
  • English

20 June, 2025

  • Classroom
  • London
  • English

8 July, 2025

  • Virtual Classroom
  • Online
  • English

21 July, 2025

  • Classroom
  • London
  • English

5 August, 2025

  • Virtual Classroom
  • Online
  • English

20 August, 2025

  • Classroom
  • London
  • English

2 September, 2025

  • Virtual Classroom
  • Online
  • English

18 September, 2025

  • Classroom
  • London
  • English

30 September, 2025

  • Virtual Classroom
  • Online
  • English

17 October, 2025

  • Classroom
  • London
  • English

30 October, 2025

  • Virtual Classroom
  • Online
  • English

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  • Classroom
  • Aberdeen
  • English

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  • Classroom
  • Bedford
  • English

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  • Classroom
  • Belfast
  • English

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  • Birmingham
  • English

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  • Bristol
  • English

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  • Burnley
  • English

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  • Cardiff
  • English

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  • Edinburgh
  • English

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  • Edinburgh
  • English

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  • Glasgow
  • English

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  • Leeds
  • English

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  • Classroom
  • Leicester
  • English

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  • Classroom
  • Liverpool
  • English

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  • Classroom
  • London
  • English

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  • Classroom
  • Manchester
  • English

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  • Classroom
  • Newport
  • English

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  • Classroom
  • Nottingham
  • English

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  • Classroom
  • Portsmouth
  • English

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  • Classroom
  • Sheffield
  • English

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  • Classroom
  • Southampton
  • English

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  • Classroom
  • Sunderland
  • English

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  • Classroom
  • Wolverhampton
  • English

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  • Virtual Classroom
  • Online
  • English

Suitability - Who should attend?



This course is crucial for any sales professional aiming to expand a significant account. It’s designed for those who are keen to understand the dynamics of their client’s organisation, evaluate the political landscape, and strategically allocate their sales efforts.

Training Course Content



Introduction and Course Objectives

Understanding the importance of major account management
Setting personal objectives for the course

Identifying the Decision Makers

Defining the five types of decision-makers
Understanding what motivates them to influence the buying decision

Discovering the Influencers and the Key Decision Maker

Techniques for identifying influencers within the organisation
Strategies for finding and connecting with the key decision maker

Understanding Why You Win and Lose Business

Analysing past successes and failures
Developing strategies to win more business and avoid losses

Developing Sales Opportunities

Exploring strategies for developing existing accounts
Techniques for making new contacts in different departments/sites
Learning how to sell up as well as across

Knowing Your Key Influencer’s View on the Competition

Understanding the competition from the perspective of your key influencer
Developing strategies to stay ahead of the competition

Advanced Sales Strategies for Major Accounts

Exploring advanced strategies for growing major accounts
Understanding the importance of long-term relationship building

Summary and Action Plans

Reviewing the key learnings from the course
Developing a personalised action plan for implementing the strategies learned

Expenses



List price £650, promotional rates available. STL are the only company to offer a dynamic pricing and availability model, updated live on our site, daily on this portal. Closed group training options available (at your offices, UK wide/International or our London Venues). Contact us below.

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STL

Helping businesses improve performance with proven learning and development solutions. London-based with a global reach. STL seek to provide an unrivalled value and quality service, enabled by our strong working culture. Our 500+ courses deliver learning solutions across leadership and...

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