Key Account Management: Grow Your Best Customers
Account & Key Account Management: leave with a key account plan with relationship map, account health score and whitespace opportunities.
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What this session would cover
Proposed outline — the mentor finalises the agenda once this topic is scheduled.
- 1Why account & key account management matters — the common problem: Big customers are served reactively, so expansion chances and churn risks are missed.
- 2Core concepts in plain language: Account planning, strategic account selection, account ownership, relationship mapping, executive sponsorship, account penetration
- 3Going further: account health, account profitability, whitespace analysis, customer business reviews, contract renewals, cross-selling
- 4Framework walkthrough: BANT, SPIN Selling, MEDDIC, Challenger Sale
- 5Practical workflow, built live: A key account plan with relationship map, account health score and whitespace opportunities.
- 6How to measure it: Quota attainment, Win rate, Pipeline coverage, Sales cycle, Average deal size, Forecast accuracy
- 7An illustrative case (a fictional example, not a client result), then live Q&A on your own situation
Who it's for
- • Sales executives and managers
- • Founders who sell
- • Business development and account teams
You'd leave with
- A key account plan with relationship map, account health score and whitespace opportunities.
- A working understanding of BANT and SPIN Selling
- A short list of measures to track: Quota attainment, Win rate, Pipeline coverage
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