Best Practices on Client Management

Duration

1/2 Day

Reference

vc028

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For who?

KAMs in B2BSalespersons engaged in complex salesIndividuals with functions in sales and/or client management within B2B organisations

Program

Effective client management is crucial for companies. Clients typically buy solutions or advice. Therefore, it is crucial to manage the after-sale phase, as it is often a fruitful area in which new business opportunities arise for current and new clients. The quantity and quality of these opportunities greatly depend on the quality of client management. This class focuses on what happens after the deal is closed and the ability of KAMs to consistently build confidence and strengthen relationships.

By prioritising client satisfaction and building strong relationships, organisations can differentiate themselves in the marketplace and achieve sustainable growth.

What you'll get:

Workshop activities.
Downloadable course workbook.

Objectives

You will be able to:
1. Engage, renew, and develop existing clients by:
-Ensuring a successful implementation of the client's acquisition
-Providing ongoing support throughout the solution's lifetime
-Establishing strong relationships
-Identifying and managing touchpoints throughout the client's journey/experience
-Increasing sales through upselling and cross-selling
-Transforming complaints and challenges into opportunities for improvement
-Ensuring renewal at the end of the solution's lifecycle.

2. Attract new clients by:
-Establishing credibility with current clients
-Obtaining references to enhance your reputation in the market.

Best Practices on Client Management