Sales Strategies For Key Accounts: How To Sell More Of Them

Discover the best marketing and sales strategy to attract key accounts. Action plan and calendar
4.5 (6 ratings)
Instead of using a simple lifetime average, Udemy calculates a
course's star rating by considering a number of different factors
such as the number of ratings, the age of ratings, and the
likelihood of fraudulent ratings.
2,930 students enrolled
Sale Ends Today!
73% off
Take This Course
  • Lectures 29
  • Length 2.5 hours
  • Skill Level All Levels
  • Languages English
  • Includes Lifetime access
    30 day money back guarantee!
    Available on iOS and Android
    Certificate of Completion
Wishlisted Wishlist

How taking a course works


Find online courses made by experts from around the world.


Take your courses with you and learn anywhere, anytime.


Learn and practice real-world skills and achieve your goals.

About This Course

Published 11/2015 English

Course Description

To make sure this course is for you, ask yourself the following questions:

  • How much profit does my biggest client bring?
  • Would I like to have more clients like that?
  • Would it be worth it to invest two hours of my time, even if I could just close one more dream client?
  • How would my life and my company be different if thanks to this course I could multiply the number of dream clients by ten?
  • At this moment, am I really applying a successful strategy to bring and close more dream clients?

Most companies, primarily small and medium size companies, don’t have a marketing strategy specifically design for landing big clients.

In this course you will learn the strategy that we used to go from 2 or 5 dream clients a year to 60 to 80 every year.

This is a strategy to attract the kind of clients that can have a great impact in the annual invoicing of your company, in your prestige, in your income. Those clients that can change the year results in an instant, and secure your stability for a long time.

It is an extremely low cost marketing plan (approximately $3/month per prospect). With the equivalent to a salespersons salary you could implement this campaign to target between 1,000 to 2,000 big accounts a month. Would it be worth even if you just close 5 of those big companies?

By the end of this course you will have a plan with a calendar of the steps to follow to attract you dream clients list


  • Is not a sales technique course
  • Is not a cross-selling or up-selling course
  • Is not a email marketing course
  • Is not a social media selling course
  • Is not a closing techniques course
  • Is not a inbound marketing course

What are the requirements?

  • The lessons in the section Audio, are all the previous videos lessons, but in audio, so that you can listen to them on the move

What am I going to get from this course?

  • Multiply the number of big accounts that have right now
  • Increase your company's revenue and profit by increasing your big accounts
  • Implement a marketing and sales strategy specifically designed to attract big accounts
  • Implement a marketing strategy under $3/months per Dream Client
  • Apply the most effective strategy to increase your closing ratio of big accounts
  • Identify and create a list of potential Dream Client
  • Understand the real value of each client and how much can you afford to spend on them

Who is the target audience?

  • Entrepreneurs, business people, company owners
  • C-Level executives
  • Consultants, advisors, self employees
  • Small, mid and big size companies
  • VP of Sales, Directors of sales, Salespeople
  • Udemy instructors, and online instructors in general
  • VP of marketing, Director of marketing, and anyone in marketing
  • Bloggers
  • Speakers
  • Anyone interested in increasing the sales and revenue of their company

What you get with this course?

Not for you? No problem.
30 day money back guarantee.

Forever yours.
Lifetime access.

Learn on the go.
Desktop, iOS and Android.

Get rewarded.
Certificate of completion.


Section 1: How to follow this course

In this video we will briefly review the importance of the why this course if fundamental to improve your companies


To enroll in a course and finish it is easy. The secret for success is in implementing what you learn. That is the difference between learning a good idea and multiplying your big accounts and profits.

Follow along guide
10 pages
Section 2: The Dream Clients - Big Accounts - Big Whales

To understand how we are using our time when selling or prospecting is fundamental. In this video we will talk about the importance of focusing in the actions that can really change the course of your company. Which are those actions?


Every company has some clients that spend more money than others. Clients that have a bigger repercussion in the annual revenue. In this video we’ll talk about those clients.


We tend to think that big accounts are just the ones that spend more money than the average client, but there is more than that. And the GREAT MAJORTY of companies do not take advantage of it.

Section 3: Defining, finding and creating your Dream Clients list

By the end of this exercise you will have all the necessary data to be able to create a full on list of Dream Client prospects.


Understanding what is the real value of a Dream Client, allows us to set a budget and the amount of effort that we can put into our marketing and sales strategy. By the end of this exercise you will know what the real value of your client is.


If you don’t know who your Dream Clients are, it will be almost impossible to double the amount of big accounts that you already have. By the end of this exercise you can have a list of all your Dream Clients.


Once you have the full list it is fundamental that you qualify them to make sure that your times is well invested. In this video we will see some tips to get this done.


LinkedIn might be the best tool to find, qualify and connect with your Dream Clients. Take advantage of them.

Section 4: Create your Brand Awareness Strategy

What is brand awareness and why it is so important that you work on it.


Once you complete this exercise you will have a script to pitch your company to anyone, at any moment in any place.


This is the key of it all. In this video you will learn a sales and marketing strategy (it is a combination of both) that will help you multiply the number of big accounts that you already have. If you apply properly this technique, you will multiply your annual revenue and profits.


In this exercise you will start preparing your sales strategy and the marketing campaign that you will follow


In this video we’ll talk about other actions that you have to do to build brand awareness (personal or professional, or both) in front of your Dream Clients.


This is the second part of the previous video. Here we will see other simple and cheap techniques to build brand awareness while doing part of your sales process.

Section 5: Always in their mind. Don't let them forget you

By the end of this exercise you will have the calendar of the actions that you (or you and your team) will follow to pursuit all of your Dream Clients.


The best sales closing technique is to build rapport. In this video we will review some of the actions that you have to do to build a more humanized brand awareness that will also create rapport with the CEOs of your Dream Clients.


The secret of success in any endeavor, personal or professional, is to be to have will and be perseverant. To be able to analyze the ROI properly and understand that success is the accumulation of small successes.

We will also talk about who has to be involved in this campaign If you want to multiply your big accounts and boost your profits, you have to select correctly your team

Section 6: Plan for the next 15 days. Lessons learned. FAQs

Here we will talk about your plan for the next 15 days so that you can have your sales and marketing campaign as soon as possible and start producing the results that you want.

Here we will review the most important ideas that you should take from this course.

I will answer the most common questions to make sure you can implement this strategies correctly.

Section 7: Downloadable Audios of Key Account Management Sales Training and Strategy
Key Account Management Sales Training and Strategy. Section 1
Key Account Management Sales Training and Strategy. Section 2
Key Account Management Sales Training and Strategy. Section 3
Key Account Management Sales Training and Strategy. Section 4
Key Account Management Sales Training and Strategy. Section 5
Key Account Management Sales Training and Strategy. Section 6

Students Who Viewed This Course Also Viewed

  • Loading
  • Loading
  • Loading

Instructor Biography

Gustavo Escobar Henríquez, Conferenciante, Blogger, Emprendedor

Ante todo soy un hombre enamorado de la vida y de mi familia, felizmente casado, padre de dos preciosidades que posiblemente sean el próximo paso en la evolución de la humanidad. Soy un buen amigo y me gusta hacer nuevos amigos. no me queda otra opción, ya que hasta los 18 años estudié en 9 colegios, en 6 ciudades diferentes y la universidad la hice en otra ciudad.

Además soy una persona extremadamente feliz. Soy emprendedor en serie y vendedor/comercial de nacimiento. Licenciado en Derecho y Máster en Mercados Financieros y Bolsa. También soy:


-Conferenciante / Speaker / Ponente en: Ventas - LinkedIn - Marca Personal

-Autor de Sales Master Checklist (SMC).

-Cofundador de Ruta 67 una plataforma online de aprendizaje de idiomas jugando.

-Multifranquiciado de Publimedia Formación

-Master Franquiciado de Telecampus en Ecuador y Puerto Rico.

Amante de la venta y la actividad comercial, de aprender, leer, ver todo lo que pueda sobre desarrollo personal y negocios.

Soy un soñador, un inconformista y una persona realmente feliz.

He vivido o pasado largas temporadas en Guayaquil y Quito (Ecuador), Madrid y Valencia (España), California, Nueva York, Florida (EEUU) y Hertfordshire (Inglaterra).

He creado varias empresas; he intentado alcanzar el éxito profesional con varios negocios y fallado en varios de ellos y aprendido de esos fallos. Conozco lo que es haber quebrado y no saber cómo pagar los sueldos de mis trabajadores el próximo mes, o incluso el alquiler de mi casa y devanarme los sesos hasta encontrar una solución. También conozco el lado opuesto y no hace falta que te diga que ¡ES MUCHO MEJOR!

Ahora hago lo que me apasiona: ayudar a empresas y personas a conseguir sus metas y objetivos.

Mis especialidades en el áread de formación son Ventas, Marca Personal y LinkedIn Marketing, LinkedIn para empresas, LinkedIn para encontrar trabajo y muchas otras versiones de esta red.

Ready to start learning?
Take This Course