Are you an experienced sales professional looking to develop your knowledge and insights using the latest (evidence-based) models and methodologies within your field? Strengthen your knowledge and understanding of markets, organisations and people with ISAM’s postgraduate course in Strategic Account Management.

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In brief


8 days


12 speakers






€ 5.850,-



  • A driven (Key) Account Manager who wants to be more successful within the sales field
  • A college or university degree and relevant skills training.
  • To improve your value to your professional contacts on a strategic level.

Your business contacts make decisions every day in a complex interplay of people, processes and mechanisms. Those decisions are also important for you, so it is essential that you truly understand this interplay. Doing so will allow you to recognise signals earlier, react faster and respond more effectively to developments and needs. This will make you even more successful in providing added value and inspiration to your business relations.

Upon successful completion of the postgraduate course, you will receive the certificate in ‘Strategic Account Management’, which is recognised by the Academic Board.

The eight-day course costs € 5,850. This includes training materials and full catering. (Excludes 21% VAT).

Learning Experience

Course overview

Value creation at the market and enterprise level

prof. dr. Toni Sfirtsis

Core lecturer & Professor Marketing & Innovation TIAS Business School

Psychology of Persuarion

dr. Roeland Dietvorst

Faculty Member Singularity University

Prospect analysis, selection and classification

prof. dr. Toni Sfirtsis

Core lecturer & Professor Marketing & Innovation TIAS Business School

Key Account Management in 7 steps

Bart Logghe

Sales Transformation Leader

Persuasive Communication (online & offline)

drs. Lars Duursma

World Champion Debating

Digital Attention

Ayman van Bregt

Digital Strategist

Successful Sheep from the Buying Center

Robbert van Vethuijsen

Assistant Professor HRM VU Amsterdam

10 Axioms of Sales

Roel van de Wiele

Sales Transformation Coach

Return on negotiation

mr. George van Houtem MBA

Partner Institute for Sales And Marketing

Value Co-Creation

prof. dr. Régis Lemmens

Professor Sales Management Antwerp Management School (AMS)

A Successful Tender Process

Marco van Dongen

Tendermanager HEYDAY, SMA Tendermanager of the year (2021)

Buyer Proof Sales

prof. Manu Matthyssens

Procurement Advisor SOLVINT & Professor Procurement Antwerp Management School

Aligning Key Stakeholders

ir. Bram Fransen

Managing Director Equans (previously Engie)

Presentation of plan of attack: Action Learning Casus

prof. dr. Toni Sfirtsis

Core lecturer & Professor Marketing & Innovation TIAS Business School


Course dates:


  • Tuesday, March 26
  • Tuesday, April 2
  • Tuesday, April 16
  • Tuesday, April 23
  • Thursday, May 16
  • Thursday, May 23
  • Thursday, June 6
  • Tuesday, June 11


  • Thursday, Sept. 19
  • Thursday, Sept. 26
  • Thursday, Oct. 10
  • Thursday, Oct. 17
  • Thursday, November 7
  • Thursday, Nov. 14
  • Tuesday, Nov. 26
  • Tuesday, Dec. 3

Learning points

Course contents

  • How do you identify the key stakeholders in your business connections?
  • What are the latest scientific models and methods?
  • How can you analyse, select and classify prospects?
  • What is the psychology behind persuading a client or prospect?

Strategic Account Management

The lecturers

Some of the professors and practical lecturers of the Strategic Account Management programme: prof. dr. Régis Lemmens, mr. George van Houten, prof. dr. Toni Sfirtsis, Robbert van Velthijssen, Ayman van Bregt, drs. Lars Duursma….

More information

Request a brochure

To receive the ‘Strategic Account Management’ course brochure, fill in your details and click ‘request’. We will also contact you to discuss the course and assess how well it aligns with your ambitions.

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