Growing Key Accounts

• IMI is in the top 2% of executive education providers worldwide.
• We have been empowering business leaders to build their capabilities for over 70 years.
• We are ranked #1 in Ireland for the quality of our teaching staff on Custom programmes.
• As a not-for-profit organisation, our full focus is on you, the participant. Through continuous reinvestment, we engage world class faculty to enhance the learning experience and deliver highly contextualised and outcome-lead programmes. This provides you with the best opportunity possible to grow your career.

Spring 2025 — 6 and 7 March 2025

• Understanding Key Accounts: Explore what defines a key account and assess the unique environments in which they operate.
• Effective Development Strategies: Delve into considerations for successful key account development and what sets great key account developers apart.
• Value Creation and Capture: Learn how to identify, articulate, and capture value within key account relationships.
• Digital Marketplace Navigation: Assess the fit of your sales strategy in the context of a digital and AI-driven marketplace.
• Qualification and Approach Selection: Hone your skills in properly qualifying key accounts and selecting the most appropriate approach for development.
• Tailored Growth Planning: Develop personalized growth plans for key accounts based on risk, reward, and strategic alignment.
• Buyer Behaviour in the Digital Era: Understand the nuances of the customer buying process in a digitally-driven world.
• Key Skills Mastery: Sharpen essential key account development skills, including questioning, listening, objection handling, and closing.
• Synergies in Sales and Marketing: Explore opportunities for optimization and collaboration between sales and marketing functions.
• Action Planning and Implementation: Create actionable plans to drive immediate impact and long-term success in key account management.

This is for anyone involved in sales or sales management. This programme is designed to change the way you approach key account management and to foster the right techniques for long term sustainable growth.

Upon programme completion, you will receive an e-certificate specifying the learning hours undertaken. Many industry bodies have different criteria for accepted courses, eligible CPD hours, and required documentation. Please check the criteria and, if appropriate, submit the e-certificate as evidence of your participation. Please keep the e-certificate secure as you may need it for verification purposes at a later date.

Read our campus information page for details.