Key Account Playbook
Strategic Account Management
Build long-term relationships with your company’s most valuable accounts.
Key account management is far more complex than we give it credit for. On an average, key accounts are responsible for almost 33% of your annual sales revenue.
The core responsibility of KAM is to manage key accounts, build strong relationships with the client, identify challenges or opportunities, and find ways to assist with them.
What’s Included In The Playbook?
A KAM Playbook not only helps in managing and building a strong relationship with large clients who make up most of the business’ income, but also highlights ways to address the client’s challenges and opportunities.
- Selection criteria for identifying key accounts
- Commonly encountered questions for certain industry types
- Streamlining communication between departments and channelling cohesiveness
- Tips on better account penetration, and engaging and growing each account
The Benefits?
The playbook empowers salespersons with the resources they need to prospect, close, and nurture leads within existing accounts.
- Upselling and cross selling leads to growth in revenue
- Long lasting strategical benefits
- Helps you identify and nurture your most important client relationships, hence ensuring their retention
- Increase in close rates and increase in revenue per sale due to a shortened sales cycle
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