Key Account Management 101

Key Account Management 101


Want to get more business from large accounts?

Then stop selling products to them.

The best key account managers don't sell products, they sell solutions. This course is meant for all B2B sales people who sell to large accounts who are looking to understand the subject better. 

Solution selling requires a completely different attitude & skill set. An attitude that results in superb knowledge of your target account, understanding its business requirements, mapping its processes & decision makers & positioning our products as a solution to the customer's business challenges.

Learn how to align your company's mission & vision, develop a territory activity plan, understand a key account's business potential, map its decision makers, identify pain points & position the product or service as value.

This course is a basic course which covers some fantastic concepts. The advanced version of the course is "Key Account Management applied to Business Strategy" which includes four hours of online business consulting. 

This course Key Account Management 101 has NO online consulting included. 

Applying these learnings will lead to consistent business growth, higher prices for your services & more peace of mind.


Includes some great ideas on how to get repeat business from large accounts.

Understand how to develop a rock-solid sales approach that connects with your customers instantly.

Whether you are a Business Owner or a Sales Team member, this course will help you get your key account strategy right. When you and your entire team start applying these concepts right, you will close more deals at higher price points & larger ticket sizes. 

The impact on profits & team spirit? 

I think you know the answer, don't you.

Get practical answers to

How do I align my company's mission & vision.

How do I develop a territory activity plan.

How do I analyse a key account's business potential.

How do I reach the top decision makers.

How do I understand their business requirements.

How to identify & communicate value to the customer.

Course Content:

Welcome to the Course

  • Introduction Video - Welcome to the Course FREE PREVIEW

Developing your Mission & Vision.

  • Course Outline FREE PREVIEW
  • Developing your Mission. FREE PREVIEW
  • Developing a Vision FREE PREVIEW
  • Workbook - Developing a Mission & Vision FREE PREVIEW

Chapter 2 - Driving a Territory Action Plan

  • Converting a Vision into Daily Activities

Chapter 3 - Identifying the Business Opportunity at the Key Account.


  • Doing Research about your Customers
  • Workbook - Identifying the Business Opportunity
  • Investor Presentation - Dabur
  • Dabur Conference Call Transcript - Aug 2017 FREE PREVIEW
  • Research your Customer - Dabur
  • Investor Presentation - Godrej Consumer Products FREE PREVIEW
  • Conference Call Transcript - Godrej Consumer Products
  • Research your Customer - Godrej Consumer Products
  • Investor Presentation - Hindustan Unilever Ltd
  • Research your Customer - Hindustan Unilever Ltd
  • Key Account Map - Green Channel - A superb performance management system for B2B salespeople. FREE PREVIEW

Chapter 4 - Communicating Value & Justifying Price


  • A Simple Formula to add value - PQRS FREE PREVIEW
  • Doing an Investment Benefits Analysis FREE PREVIEW
  • Defining Value - Prof Mohanbir Sawhney FREE PREVIEW
  • Prof Mohanbir Sawhney - Sell the outcome not the product. FREE PREVIEW

ACCESS Sales Process


  • The six step ACCESS Process
  • Workbook - ACCESS Sales Process
  • Case - Real Estate Selling FREE PREVIEW
  • Handling objections - 11 responses to a price objection
  • Handling objections - you are not talking to the decision maker
  • Handling Objections - previous bad experience with your service
  • Handling objections - Let me think over it
  • Handling objections - (on the phone) I am not interested
  • Handling Objections - i am happy with my existing service provider

Starting from the Top

  • Using Catalysts to approach the King

Handling Competition


  • Differentiating & Positioning the Business
  • Workbook - Handling Competition
  • D'mart's Formula - Do the opposite of what competition does.

eBook - Young Leaders at Every Level

  • eBook - Young Leaders at Every Level

About Your Instructor

Maneesh Konkar

Maneesh Konkar

Founder - Direction One

Maneesh Konkar is a PGDM from the Indian Institute of Management, Bangalore (1995) with over 20 years’ experience in the leadership & sales industry. He started his career with fmcg giant ITC Ltd and then found his calling when he started Direction One Consulting which works in training people in the sales & leadership areas for industries like fmcg, internet, manufacturing, IT, BFSI, construction & pharmaceuticals.

 He has written a book “Young Leaders at every Level”. He is also associated with b-schools like SPJIMR, Great Lakes, IIM Bangalore & IIM Nagpur in teaching or interview panelist roles. He won the Best Faculty award in 2016 at SPJIMR’s Center for Entrepreneurship.

Connect with him on Linkedin. / +919820503710

Bonus Material


Young Leaders at Every Level

$39 value
A superb book on Leadership at every management position.


Improve your career prospects with a Certificate.

Add value in your job from Day 1. In business, apply these concepts & watch you profits soar.

Even more

Additional Resources

Amazing Value!
We keep doing programs for different businesses every month. We keep adding more tools, exercises & videos regularly.


........really want to thank very practical and to the point. The way you put the concepts in a very structured manner and in the simplest form is your biggest strength.....this quality is rare even these days. Keep it up sir.
Strategic Sales Management sessions by Maneesh Konkar are one of the best sessions I have ever attended!
Ambarish Thakur
Insightful, neat and crisp ! The lectures are amazing :)
Rashmita Amireddy

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