Introduction

Achieve a shorter sales cycle, reduced acquisition costs & sustainable sales success.

In today’s challenging business environment, your competitors are targeting your key accounts!  If according to the Pareto principle, 80% of your business is coming from 20% of your customers, then it’s safe to assume that that 20% is essential to the overall long-term success of your organization. We refer to that 20% as external assets of the company.  Just as any asset, it requires a certain level of maintenance and attention in order to ensure its continued functionality. This program becomes a strategic tool in developing existing relationships and attracting new ones for mutual benefits. 

How would your business be affected should you lose a strategic “key” account?

How much faster could you grow and achieve success by developing and sustaining long-term relationships with existing or attracting new strategic “key” accounts?

The Strategic Account Management empowers Account Directors and Key Account Managers to define, structure and deliver their key account plans to achieve their organization’s long-term objectives. 

IDEAL CANDIDATES

Account Directors, Key Account Managers, Sales Managers, Sales Directors and other “C” level executives who are involved in Strategic “Key” Account client engagements will greatly benefit from this course. 

COURSE OUTLINE & OUTCOMES 

By end of this program, participants will be able to: 

  • Differentiate between selling and Strategic “Key” Account Management
  • Analyze macro & microenvironment to identify trends and insights to better engage with customer opportunities
  • Identify internal and external stakeholders, their buying process, and motives
  • Apply ethical influence strategies to gain agreement
  • Utilize the buyer’s evaluation Matrix to hedge against price commoditization
  • Define the client’s true strategic needs and value drivers
  • Identify the stages and levels of the Key Account Relationship
  • Structure an engagement strategy and contact matrix
  • Develop Key Account Relationship plans and activities
  • Create action plans and accountability


Agenda

1:00 PM onwards
  • 1:00 PM – 2:00 PM

    Registration & Networking Lunch

  • 2:00 PM – 2:10 PM

    Welcome Address

  • 2:15 PM – 3:45 PM

    From Selling to Strategic Account Management - being relevant

    Topics Covered:

    • The landscape of selling after the pandemic 
    • The mindset of Strategic Account Management
    • The evolution of selling to Strategic Accounts
    • The Ideal Customer Profile (ICP) 
  • 3:45 PM – 4:00 PM

    Tea & Coffee Break

  • 4:00 PM – 5:30 PM

    Leading with trends and insight - avoiding the commoditization trap

    Topics Covered:

    • How to identify the Decision-Making Unit (DMU) and their unique goals & needs
    • The 5 C’s to identify value and avoid commoditization
    • How to utilize trends, insights, implications, and opportunities to differentiate & build value
  • 6:30 PM – Onwards

    Cocktails and Dinner

DAY 2
1:00 PM onwards
  • 1:00 PM – 2:00 PM

    Networking Lunch

  • 2:00 PM – 2:05 PM

    Welcome & Recap of Day 1

  • 2:05 PM – 3:40 PM

    Understand your buyer's buying criteria - what will stop them from buying

    Topics Covered:

    • Define the client’s true strategic needs and value drivers – the buyer’s matrix
    • Differentiate between the stages and levels of the Key Account Relationship 
    • Build relationships that helps you win the deal
  • 3:40 PM – 4:00 PM

    Tea & Coffee Break

  • 4:00 PM – 5:30 PM

    Structuring your Strategic Account Plan - getting you ready to execute

    Topics Covered:

    • Leading Vs Managing Strategic Accounts - the ultimate Edge
    • Structure an engagement and contact strategy that drives profitable growth
    • Create team action plans and accountabilities that drives results, grows you Strategic Account Relationships to achieve your key objectives
  • 5:30 PM – Onwards

    End of Masterclass

DAY 1

Expert

Ramez Helou

CEO and Founder, The Academy for Sales Excellence

Sales Professor Ramez Helou is the CEO and Founder of The Academy for Sales Excellence with more than 33+ years of experience in sales leadership and sales capability building.  He has trained more than 100,000 sales professionals in more 38+ countries.  His clients are among the top fortune 500 companies such as Unilever Foodsolutions,  Nestle Professional, Proctor & Gamble, Emerson, Trane Technologies, Nissan, The World Bank and many more. In 1994 he started his own multi-million-dollar company in Puerto Rico and Costa Rica where he built a revolving sales force of more than 400 sales professionals and expanded into over 10 locations in Central America and Caribbean.

Today Ramez runs his sales academy and focuses on Sales & Sales Leadership Development programs. Since 2014, he accepted an adjunct role as professor of Sales & Leadership at Hult International Business School.  In 2019, he was awarded professor of the year for teaching the Masters in International Business (MIB) cohort in the Dubai Campus.


Want to be part of it?

VCC Events opens up the avenues for participation. Join hands to be a part of India’s largest gathering of alternative investments leaders, industry stakeholders and Asia’s influential limited partners, general partners and marquee advisors. Your chance to actively participate and augment yourself as thought leaders.


Register

Single Ticket

  • No. of seats
  • 1
  • Physical (Bangalore)
    INR 18000/- INR 16000/-

Single Ticket

  • No. of seats
  • 1
  • Digital
    INR 14000/- INR 12000/-

Important to Note

  • Professor Ramez will conduct this masterclass physically at the venue.
  • Digital attendees will get virtual access to his live physical session.
  • Masterclass Certificates signed by Professor will be handed over to all Physical and Digital delegates.
  • Above price includes Lunch on 10th and 11th Nov at the venue.
  • Includes Cocktail and Dinner on 10th Nov, 6:30 PM Onwards (Only for Physical attendees).
  • Special discount available for Corporate Group of more than 10 members, Please write to ekta.khanna@hindustantimes.com
  • Corporate teams joining from outside India must block their calendars as per IST mentioned in the agenda.
  • All Registered customers will be assigned a relationship Manager to ensure a smooth On-boarding.

Do you have any queries?

Drop us a line and we will call you.