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. 


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. 


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


9:40 AM onwards
  • 9:40 AM – 9:45 AM

    Welcome Address

  • 9:45 AM – 11:15 AM

    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) 
  • 11:15 AM – 11:30 AM


  • 11:30 AM – 1:00 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 opportunity to differentiate & build value
  • 1:00 PM – 2:00 PM


  • 2:00 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


  • 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

Hear it from the 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.

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