Excellence in Sales, Key Account Management, and B2B Marketing
Develop your sales and key account teams so that your sales organization is more professional, motivated, and structured to achieve better results.
Key accounts are vital to a company’s sustainable, long-term growth and require a significant commitment of time and resources. Sales staff must develop a clear strategy and structure to manage and grow key accounts. The St.Gallen Key Account Management concept promotes collaboration with key customers and comprises the six S’s (Screening, Strategy, Solutions, Skills, Structures, Scorecard). As a field-tested framework model, it offers the opportunity to actively design, introduce and optimize a systematic KAM approach in one’s own company.
B2B marketing is fundamentally different from B2C marketing. On the one hand, customers have to be segmented according to different criteria. For another, each customer is much more complex: For example, sales must be made to purchasing committees, consisting of several people and functions. Here, many personalities, functions, and hierarchy levels must be considered.
Relevant subject areas:
- Sales excellence
- Key account management
- B2B marketing