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13:00 - 16:00

Key account management training course

Run by training specialists Leadership Development Ltd (LDL), this course will be held on Friday 15 July from 1pm to 4pm in Hatfield. To make your booking online click here, to find out more read the course summary below.

This course covers the strategies required to make major sales to major customers. Rapid developments in technology, together with pressure on costs and the rise of procurement is changing the way buyers buy. This programme is designed, not only to reinforce best practice, but to highlight where skills must change to maintain competitive edge.

On this half-day course delegates will learn:

  • How buying has changed and how sellers need to adapt
  • How to unravel the account's organisational structure and 'politics'
  • How to design a modern day account development strategy
  • How to recognise the right business to target
  • How to network; and the importance of LinkedIn
  • How to sell into complex accounts and multiple decision makers
  • How to lead virtual or real teams towards commercial success
  • How to be a trusted adviser and strategic partner
  • Beyond solution selling - how to sell insights and stimulate gap recognition
  • Understanding the psychology of the buying process
  • How to reduce the customer's perception of risk
  • How to handle procurement and the modern day buyer
  • How to sell ROI and strategic alignment

This course includes tea, coffee and cold drinks.

Your course tutor: The course tutor is Deborah Wain. Deborah is passionate about people development; her sessions are described as lively, engaging, relevant and practical.

For special '2 for 1' late availability offer on the 15 July courses please email or call the Chamber Team on 01707 398400.

Bookings are now closed for this event.  


Event Information

Member: £90.00 per person

Non-member: £108.00 per person

Event Date: 15 Jul 16 13:00 - 16:00

Latest Booking: 12 Jul 16 10:00

Contact: Sophie Watts

Tel: 01707 398400


Venue: MacLaurin Building
University of Hertfordshire,
AL10 9NE

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Hatfield, Hertfordshire, AL10 9NE
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