QC
GLOBALKey and strategic account management training
Transform your key account managers into strategic growth architects
TRANSFORM YOUR TEAM WITH THE PAC$ AND PIRAT® METHODS
Regardless of the reasons behind your company’s key account program, your key account managers must take a structured approach to client management and relationship-building to become key players in delivering tangible value—helping their clients excel in their markets.
This is what we call “strategic selling”, as the goal is to shift your company from being a supplier to becoming a strategic supplier/partner. This shift changes everything in terms of sales growth, margins, and customer loyalty. At the same time, account managers must transition from the role of a salesperson to that of an advisor. This requires a change in posture, mindset, and best practices in key account management.
Our key account management program supports this transformation by equipping your team with the key strategies to successfully navigate each stage. They will learn how to implement a structured approach to selecting and segmenting key accounts, conduct strategic account reviews and build action plans using the PIRAT® method, and master the decision-making ecosystem to effectively influence key stakeholders.
Is This Training Right for You?
Our training is designed for key and account managers with these needs:
- Adopt a more strategic approach to key account management and navigate complex B2B environments.
- Skills to drive long-term growth, strengthen relationships, and maximize account potential.
- Equip team members who are transitioning from marketing or business development to key account management.
Key AND Strategic account management training objectives
Elevate your key and strategic account managers to:
- Learn from practitioners who have delivered key account management programs for some of the world’s largest companies.
- Position your team as challengers, strategic partners, and key contributors to client profitability.
- Learn through real-life examples, practical case studies, and customized solutions.
Our programs
Level 1
Key account management (KAM) training
Equip account executives with essential skills for managing key clients:
- Strategic account reviews using the PIRAT® Method
- Collaborative internal mobilization
- Mastering complex sales management with the PAC$ Method
Level 2
Strategic account management (SAM) training
For key account managers aiming to shift into strategic roles:
- High-level sponsorship and strategic pitching
- Advanced storytelling and C-Level communication
- Development of key account plans, driving long-term growth
Halifax’s Account Planning Tool: e-PIRAT
e-PIRAT is an integrated account planning tool compatible with Salesforce, designed to streamline key account management. With real-time updates, your team gains a comprehensive overview of strategic clients, allowing for agile, collaborative account handling.
Custom offers to suit your needs
Our training programs, offered at a range of prices, are tailor-made to meet the unique needs of each sales team. They include tools such as AI, e-learning, playbook development, and personalized coaching.
Using our modern, high-performance pedagogical tools, we are able to build the right program according to your team’s maturity, your objectives, and the results you want to achieve.
CompareAwareness
Raise salespeople awareness on targeted topics
Afterwards, managers must support the how and the know-how.
Three-month timeframe to complete the modules
Online training only
Available only to individuals
Training
Training and implementation on targeted topics so that salespeople know what to do and how to do it
Afterwards, the manager must support the know-how.
Three-month timeframe to complete the modules
Access to a Halifax trainer
Includes coaching and post-evaluations
In person or online
Available to groups of 6 to 10 people
Transforming
Help salespeople develop reflexes on targeted topics; learn what to do and how to do it, and gain the ability to do it
The manager must then support maintenance and improvement.
Customized timeframe to complete the training
Complete sales assessment
Access to all HC training tools, including a coach and post-evaluations
In person or online
Available to groups of 6 to 10 people
Get started today
Enhance your sales capabilities with HC Consulting’s world-class training. Complete the form below to be contacted by an expert.