Successfully selling complex solutions: Training for Key Account Managers

Structure, analysis and strategy in key account management

• Strategic importance of KAM for complex solutions.
• Detailed analysis of the key account and its needs.
• Analysis of the procurement processes and the people involved in the procurement process.
• Development of the forward-looking, customer-specific key account strategy.

Developing and communicating added value for the KAM customer

• Value co-creation: developing added value in close cooperation with the key account.
• Creating customized products and services with maximum added value for the customer.
• Solution Selling: Specifics of the sales process in solution selling.
• Value selling: communicating added value effectively using key figures such as return on investment, total cost of ownership, etc.
• Value pricing: Determining the price on the basis of the added value generated for the customer.

Project management and leadership without a superior function in key account management

• Understanding critical success factors in the management of technically complex projects.
• Team building: Identifying the internal and external stakeholders involved in the project.
• Development and management of KAM teams without authority to issue instructions.
• Increase the performance of your KAM sales team.

KAM: Performance measurement, organization and implementation

• Levers for success in key account management.
• Measuring success in key account management: key figure cockpits.
• Implementation and organization of key account management in the company.