Training on Strategic B2B Sales & Account Management
Strategic B2B sales training focused on account management, client retention, and revenue growth.
Next intake
20 Jul 2026 · Nakuru
Duration
5 days
Live instruction
Delivery
Physical + Virtual
Cohort based
Level
Intermediate
Working professionals
Certification
NITA reimbursable
For Kenyan cohorts
Language
English
All materials
About this programme
Winning and retaining high-value clients in B2B markets requires a strategic, relationship-driven approach. This course equips professionals with advanced skills in account management, consultative selling, and long-term client engagement.
Participants will learn how to identify growth opportunities, manage key accounts, and develop winning sales strategies that drive sustainable revenue and strong business partnerships.
Duration
5 Days
Who Should Attend
- B2B sales professionals and account managers
- Business development executives
- Key account managers
- Sales team leaders and managers
What you'll walk away with
By the end of the course, participants will be able to:
- Develop strategic B2B sales plans
- Manage and grow key accounts effectively
- Apply consultative and solution-based selling
- Strengthen client relationships and retention
- Identify upselling and cross-selling opportunities
What we cover, module by module
Module 1: B2B Sales Strategy & Market Insights
- Understanding B2B buying behavior
- Sales planning and pipeline management
- Identifying high-value prospects
- Exercise: Market segmentation
Module 2: Key Account Management
- Account mapping and stakeholder analysis
- Building strategic relationships
- Managing long-term contracts
- Workshop: Account planning
Module 3: Consultative & Value-Based Selling
- Needs analysis and solution selling
- Crafting value propositions
- Positioning products/services effectively
- Role Play: Client engagement
Module 4: Negotiation & Relationship Management
- Advanced negotiation strategies
- Handling complex client expectations
- Conflict resolution in B2B sales
- Case Study: Strategic negotiations
Module 5: Growth, Retention & Performance
- Upselling and cross-selling techniques
- Customer retention strategies
- Measuring sales performance and KPIs
- Capstone Exercise: Account growth strategy
Where the change lands
Individual Impact
- Enhanced strategic selling skills
- Improved client relationship management
- Increased deal size and conversion rates
Organizational Impact
- Stronger client retention and loyalty
- Increased revenue from key accounts
- Improved sales strategy execution
Dates and locations
Upcoming intakes
Every intake is limited to a small cohort. Booking closes when a date fills or three weeks before the start, whichever comes first.
| City | Starts | Ends | Delivery | Book |
|---|---|---|---|---|
NakuruNext | 20 Jul 2026 | 24 Jul 2026 | In-Person | Book |
Kigali | 20 Jul 2026 | 24 Jul 2026 | In-Person | Book |
Accra | 20 Jul 2026 | 24 Jul 2026 | In-Person | Book |
Kisumu | 27 Jul 2026 | 31 Jul 2026 | In-Person | Book |
Johannesburg | 27 Jul 2026 | 31 Jul 2026 | In-Person | Book |
Dakar | 27 Jul 2026 | 31 Jul 2026 | In-Person | Book |
- NakuruNext
20 Jul → 24 Jul·In-Person
Book this intake - Kigali
20 Jul → 24 Jul·In-Person
Book this intake - Accra
20 Jul → 24 Jul·In-Person
Book this intake - Kisumu
27 Jul → 31 Jul·In-Person
Book this intake - Johannesburg
27 Jul → 31 Jul·In-Person
Book this intake - Dakar
27 Jul → 31 Jul·In-Person
Book this intake
Common questions.
Still not sure? Send us a note and a facilitator will get back to you within a business day.
You may also like.
Programmes in the same discipline that participants often pair with this course.
Hybrid5 daysMaster achieving customer service excellence. Learn to deliver exceptional customer experiences, resolve issues effectively, and build strong customer relationships.
Hybrid5 daysLearn advanced sales and closing skills to increase conversions and win more deals.
Hybrid5 daysLearn how to create roadmaps, manage backlogs, and collaborate with teams using Agile product management frameworks.
Course finder
Find the right course for you
Prefer to talk it through? Send us an enquiry and a facilitator will scope a fit within a business day.
For corporate teams
Training 10+ professionals?
We deliver Training on Strategic B2B Sales & Account Management in-house at your offices, at a venue we arrange, or fully virtual. Customise the curriculum against your KPIs, and get a bespoke price for the cohort size you need.