Key account management (KAM) is a hugely important development in business-to-business selling and relationship management. However, it does involve re-thinking our approach to sales.
80% of most organisation's revenues come from just 20% of their customers. Every important client deserves an individual, tailored approach that creates a long term, mutually beneficial business relationship. This two-day programme examines global best practice on how to successfully and profitably penetrate, co-create and extend your business with key customers to maintain profitable growth. This programme demonstrates how the practice of sales is changing in business-to-business markets. In this new world, salespeople have to become more strategic in their approach, more focused on helping customers improve their own performance, and better at building and sustaining strong, trust-based relationships with buying companies.
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