Key Account Strategies

To understand and be able to apply a series of key account planning strategies and tools to build robust customer-centric account plans. A structured thinking process that turns your knowledge into effective action.


The KAS workshop provides the process of developing key account management strategies that can accelerate closing and expanding large key accounts.


Two-day workshop for nine to twelve participants. Classroom and virtual workshops are available.

Assess and Measure: Every CSS workshop includes a pre and post-mastery test. Participants receive in-class feedback for every CSS skill use by the trainer or co-participants.

Reinforcement: PSS+participants receive CSS skill guide card and reusable pre-call planner. Participants are also taught to observe CSS skill use and provide peer coaching.

Who should attend: Anyone involved in the B2Bsales process, whether in person or in virtual sales meetings. Normal workshop size is 15 participants.

As a result of attending this workshop, key account managers will be better able to:

  • Analyze the customer’s business issues, market environment, organization's strategic responses, and operational challenges.

  • Build and strengthen your stakeholder relationship within the account, including building relationship and trust higher, wider, and deeper into your key account.

  • Assess your customer’s perception of the current relationship you and your organization is having.

  • Identify the various Stakeholder Buyer roles, their communication style and perception of needs.

  • Work with your customer to identify mutually beneficial opportunities that will lead to strengthening the relationship and an increase in business.

  • Learn a process of assessing competitive challenge and reviewing factors for constructing and initiating strategic account plans that result in strengthened customer relationships and business growth.

  • Apply the process to one of your key accounts.

  • Create an account plan for a target account, including overall strategy as well as tools and specific tactics you’ve learned with your customers.

Upcoming dates

  • Price: US$ 593/pax

  • Price: US$ 593/pax

  • Price: US$ 593/pax

Register Here