Sales & Marketing · Executive · Corporate
SKAMSM
Strategic Key Account Management
Sales & Marketing
Executive level
10 Modules
40 Topics
Corporate
In-house or live virtual
Certification
Blue Ocean Academy certificate
SKAMSM
Choose your enrolment option
Tailored delivery for teams.
Talk to an Advisor
Blue Ocean AcademyCorporate training terms and scheduling policies apply
About the SKAMSM Program
A program for sales teams that carry the accounts the business cannot afford to lose. Participants learn to segment accounts, map buying units, build joint growth plans and run senior level business reviews that protect margin. Delivered in-house at the client's premises or live virtual, the program leaves each account manager with a written plan for a live account and a clear method for growing revenue inside it.
What You Will Learn
- Segment accounts by value, risk and growth potential
- Map the buying unit and decision process
- Build a joint account plan with measurable goals
- Apply value selling to protect price and margin
- Design and run executive business reviews
- Evaluate account health and early churn signals
- Negotiate renewals and expansions without reflexive discounting
- Lead the internal team that serves the account
What you take away
Skills You'll Build
Account segmentation
Stakeholder mapping
Joint account planning
Commercial negotiation
Core Topics
Who Is This Program For?
Key account managers
Grow and defend your largest accounts
Sales managers
Coach the team on account planning
Business development managers
Convert new logos into strategic accounts
Commercial and pricing leads
Protect margin in large account deals
Customer success managers
Reduce churn and grow renewals
Technical sales specialists
Sell value beyond product features
What's Included?
Delivery at your offices or live virtual for your sales team- Work on your real accounts under trainer guidance
- Account plan templates, workbook and digital tools
- Certificate of completion issued by Blue Ocean Academy
Blue Ocean Academy
Corporate training terms and scheduling policies apply
Course Outline
- Key account versus large customer
- Cost to serve and true profitability
- Selection criteria and portfolio limits
- Setting the account ambition
Every participant receives a Blue Ocean Academy certificate of completion
Choose How You Learn
Showcase Your Sales & Marketing Expertise
Every participant receives a Blue Ocean Academy certificate that can be verified by their employer. Corporate clients receive a completion report for the whole cohort.
Digital Certificate
Verifiable Credential
Professional Recognition
Cohort Completion Report
Corporate training
Planning training for your team?
Tell us your team size, location and objectives and an advisor will build a tailored proposal.
