Sales Training

Key Customers: KAM 10x

Building sales through trust-based relationships

Discuss the training

Who it's for

Heads of sales and commercial directors
Key Account Managers (KAM)
B2B sales managers
Account managers and customer-facing teams
Company founders with enterprise clients

What challenges it solves

Increasing revenue from existing clients

Developing large accounts (upsell and cross-sell)

Reaching strategic partnership level

Reducing dependence on acquiring new clients

Managing complex B2B deals with multiple stakeholders

What you will get

KAM framework

A system for working with key accounts: from qualification to strategic partnership

Client analysis

Methods for assessing client potential and prioritizing by ABC/XYZ

Influencing decision-makers

Tools for working with decision-makers at the top management level

Stakeholder mapping

Approaches to mapping stakeholders and working with all participants in a deal

Enterprise networking

Practices for reaching the right people inside large companies through connections

Retention & LTV

Strategies for retaining and developing clients over the long term

Key topics

Key Account Management: structure and KAM's role
Identifying key clients (ABC/XYZ analysis)
Account planning and strategic planning
Stakeholder mapping
Contract scaling
Networking as a B2B growth tool
Negotiations at the top management level
Managing long-term relationships

Participant skills

KAM growth

Qualitative growth as a key account manager — from account management to strategic partnership

Contact network

Developing high-level connections inside client organizations

Trust-based relationships

Building relationships where the client trusts you — and won't leave for a competitor

10X clients

The ability to distinguish high-value clients from "normal" ones and build a strategy around them

Overcoming barriers

How to remove obstacles in communication with decision-makers and closed organizations

Government structures

Features of communication with politicians and government officials in B2B contexts

Business results

Increased average contract value with key clients
Improved retention and LTV
Systematic work with large accounts
Shorter sales cycles
Transforming clients into strategic partners