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HBAA Training : Key Account Management
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15/04/2019
When: 15th April 2019
9:00 am
Where: Imago Venues Loughborough
Burleigh Court, Off Ashby Road (A512)
Loughborough University (West Park)
Loughborough, Leicestershire  LE11 3GR
United Kingdom
Contact: HBAA
0850 5050150


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Overview

Often as an industry we concentrate sales efforts on developing new business and can easily overlook effectively developing the business potential of existing accounts. 

This one-day workshop explores sales and marketing techniques to help delegates penetrate a customer organisation and maximise the full business potential for your business.  We focus on building planned account management into an already busy workload.

Using a combination of sales and marketing techniques, tips and case studies delegates will leave confident and motivated to secure more business from your existing customer base.

Target audience

This workshop is ideal for:

  • Any member of the team with an account management or development responsibility

Key learning points

  • Identifying potential
  • Marketing analysis tools
  • Creating effective account plans
  • Influencing skills
  • Balancing the demands of multiple clients

Pre-course work

So we can identify which clients will produce the most additional revenue from the account management process, can you please bring with you to the course a list of your top 10 customers (that you are responsible for managing), along with the estimated annual revenue for each client.  If you know it, could you also note the current market share you receive from each of these clients. Client names will not be used during the course to maintain confidentiality.

Find Us
HBAA Executive Office
MSS - Portland House
1 Coventry Road
Market Harborough
Leicestershire
LE16 9BX

Tel: 0845 5050 150
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