Strategic Account Management (SAM) - Public Workshop - Sales & Profit

Public Workshop

Strategic Account Management Excellence

A structured approach to look at all aspects of one of your key strategic asset- i.e Your Biggest Customers (Strategic Accounts)

It’s not merely about selling to strategic customers. Strategic Account Management involves building enduring, profitable partnerships by adding meaningful value to our customers’ businesses.

100s of Sales Professionals have already benefitted from our workshop

Here's what the 2 days program will look like

Choosing a Key Account, Uncover Account details, Key Players, Our share, Reasons for Wins/Losses, Account’s Buying process, Competition details, Organization chart, Top changes affecting the key account, Top priorities being pursued by the account.
Criteria for a Key Account
Move from seller-driven to customer-focused joint planning
Learn Customer’s perception about you
Move Perception hierarchy from a vendor to a trusted Advisor
Analyse your current situation in the Account
Focus on all the elements from an Account point of view like – Key players, long term changes affecting the account.
Define action plans to achieve the desired Account Perception level.
Focus on limited selling resources that are effective.
Reevaluate/ Discontinue Investments that are not helping the Account and you.
Set financial targets from the Key Account for the next few years.
Identify/ Explore opportunities that can help to meet the financial targets.
Plan actions to achieve clear milestones.
Create a Key Account Action plan that’s supported by the cross-functional team

What sales teams will achieve from this program?

Understand who are your key accounts and a holistic strategy to adopt to grow revenue from them.
Implement a customer - focused strategy not just to secure the existing business, but also to improve the wallet share of the addressable business.
Leverage and continuously improve relationships and gain account insights.
Ways to measure relationships at different levels.
Plan Individual/Organizational investment to reach to the expected relationship/revenue goals.
Learn a structured approach to plan and execute customer centric win-win long term approach.

Why Sales Professionals Should Attend This Training Workshop?

Collaborative learning with other fellow sales professionals

Use your live deals as examples throughout the workshop

Get free access to learning materials post workshop

Past Participants Reviews

Don't Take Our Word, See What Past Attendees Said About the Workshops

The sales training workshop was an eye opener

Aditi Surana - Founder of APT & TEDx Speaker

“My favorite part was the scientific approach to the sales process, which aligns with my background in behavioral analysis.

The concepts sounded very practical, and I plan to implement it in my B2B service venture.

It’s a valuable investment for any sales professional, and I’d love ongoing sessions for feedback and improvement.

The team’s was very prompt in all their communication. Thank you! and all the best”

Thanks to Vishal & Linnet for such a great sales training program. It resonated with us, and I’m amazed at how engaged everyone was for 3 hours. We’re learning new concepts and immediately applying them in our workshops, adding great value and giving us a fresh perspective on our accounts.

Jyotsna Kulkarni

President - Harbinger Systems

I truly appreciate S&P’s efforts and insights. I have worked with many sales consultants but the interest they take even after the deployment of programs is really commendable. Their proactiveness sets them apart. I’m glad to have worked with S&P.

Rucha Upasani

Head Talent & Leadership - SKF India

Thanks to Vishal. It was a great learning experience for all. The team members certainly have sharpened their sales skills and have a new outlook to win in the dynamic corporate world, especially post-Covid.

Sunil Rane

SVP - Business Development - Quest2Travel

The workshop should be called as Supercharge your sales workshop

Om Gupta - MD of GRT Global Logistics

“Attending this sales training program was an amazing experience, offering new dimensions and perspectives that I wasn’t aware of.

The insights gained were unique, surpassing various sales books and teachings I’ve encountered over the years.

I have tried to incorporate the elements from the workshop in my sales process and also my sales team who have understood these elements have generated phenomenal results.”

I recommend all salespeople & founders to attend the program once

Vinita Wadhwa - Sales Head at Atrina Tech

“The program is exceptionally structured and offers deep insights into sales processes.

The depth of learning provided, even for complex concepts, is significant and well-executed. Every participant receives personal attention and all doubts are cleared.

Sales & Profit’s sales training equips you with a structured approach to meetings and sales strategies, which is immediately applicable and highly effective.

Who is this workshop for?

This program is a right fit for Key Account (Strategic Account) Managers, cross functional team supporting the Strategic Accounts, and managers of these teams. any member of your team who interacts with customers and prospects.

Know Your Facilitator

Pavan Gupta

Independent Sales Consultant - Sales & Profit

Pavan Gupta is a seasoned sales consultant and trainer with extensive experience in helping technology companies develop sales strategies and go-to-market plans for scalable growth.

With 13 years in B2B sales at leading companies like Telstra, Orange, and IBM, he has a solid track record of building high-performing sales teams.

Pavan’s expertise spans multiple industries, including Telecom, Manufacturing, Retail, IT/ITES, and BFSI, offering him deep insights into diverse customer behaviors and sales processes across regions.

Glimpse of Our Previous Workshops

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