Build high-value relationships with your most important customers
12 Hours
Cohort-based
On-site/virtual
Cape Town · Johannesburg · Durban
Across 8 practical modules
Learn alongside peers from your industry
Flexible delivery across South Africa
Tailored for your role and context
8 modules covering the practical skills, tools and behaviours in this programme.
Introduces the account manager’s shift from supplier to trusted partner, with a focus on business improvement, account growth and practical measures of success.
Shows participants how to prioritise high-potential customers, research their needs and define a clear account strategy, value proposition and tactical plan.
Focuses on creating trust, improving the buying experience and using listening, questioning and structured conversations to uncover business growth opportunities.
Explains how to work with customers to map requirements, shape capabilities and present solutions that create value for both parties.
Covers stakeholder influence, customer advocacy and internal alignment so account managers can secure support and deliver stronger project kick-offs.
Shows how to build and present a structured business case that connects investment, value, risk and stakeholder priorities.
Develops the closing and negotiation skills needed to handle objections, prepare effectively and reach agreements that work for both sides.
Focuses on maintaining momentum after the sale through feedback, return measurement and a practical 30, 60 and 90 day action plan.
Growing revenue requires helping customers achieve success in their business. You will learn how to build brand loyalty and develop business relationships guaranteed to deliver high returns.
In a recent Sales Leadership poll conducted by Gartner, 72% of respondents said their sales reps struggled to consistently meet account growth targets. In a different study conducted by Forrester Research only 6% of executives believed the agenda of salespeople was to help them drive results.
Designed for Account managers or Sales Representatives who need to grow revenue with existing accounts
I have attended lots a sales courses in the past, but they were very generic. This is the first programme that gave me skills I can actually use.
