Toni Sfirtis presenteert Waardecreatie op markt- en ondernemingsniveau

Strategic
Account
Management

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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Home / Courses / Strategic Account Management

In brief

Sessions

8 days

Speakers

13 speakers

Language

Dutch

Location

Utrecht

Cost

€ 5.850,-

Certificate

ISAM

  • 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

Day 1

  • Value creation at the market level
  • Power of persuasion: conscious and subconscious processes

Day 2

  • Prospect analysis, selection and classification
  • Aligning Key Stakeholder

Day 3

  • Implementing Key Account Management in 7 Steps
  • Design Thinking for Sales

Day 4

  • Return on negotiation

Day 5

  • Successfully shaping the buying center
  • Understanding Procurement

Day 6

  • Persuasive communication (online & offline)
  • Digital Attention

Day 7

  • A successful Tender process
  • 10 Axioms of Sales

Day 8

  • Plan of attack (Closing Business Case)

Value creation at the market level

prof. dr. Toni Sfirtsis

Core lecturer & Professor Marketing & Innovation TIAS Business School

Power of persuasion: conscious and subconscious processes

dr. Roeland Dietvorst

Faculty Member Singularity University

Prospect analysis, selection and classification

prof. dr. Toni Sfirtsis

Core lecturer & Professor Marketing & Innovation TIAS Business School

Aligning Key Stakeholder

Bram Fransen

Managing Director EQUANS, West NL

Implementing Key Account Management in 7 Steps

Bart Logghe

Sales Transformation Leader

Design Thinking for Sales

Prof. Dr. Régis Lemmens

Professor Sales Management, Antwerp Management School Core teacher ISAM

Return on negotiation

mr. George van Houtem MBA

Author of, among others, The Dirty Tricks of Negotiating The Psychology of Negotiating

Successfully shaping the Buying Center

Henk Groeneveld

Performance Trainer ISAM & SalesTactics B.V.

Understanding Procurement

Harry Smeding

Strategic Sourcing & Procurement Coaching and Training

Persuasive communication (online & offline)

Jeroen Heun

Trainer & Coach in Communication Persuasion and Debate

Digital Attention

Ayam van Bregt

Digital Strategist

A successful Tender process

Marco van Dongen

Manager Procurement, Implementations, Subsidies and Accountability of Gro-up

10 Axioms of Sales

Roel van de Wiele

Author, Executive Coach, Keynote speaker, Trainer, Owner of Atlas

Plan of attack (Closing Business Case)

Barton Cleton

Chief Commercial Officer at Container Centralen A/S

Prof. dr. Toni Sfirtsis

Core lecturer & Professor Marketing & Innovation TIAS Business School

When

Course dates:

2025-II

  • Thursday 11 September
  • Thursday 18 September
  • Tuesday 30 September
  • Tuesday 7 October
  • Thursday 30 October
  • Thursday 6 November
  • Thursday 20 November
  • Thursday 27 November

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 course: Prof. Dr. Toni Sfirtsis, Dr. Roeland Dietvorst, Bram Fransen, Bart Logghe, Prof. Dr. Régis Lemmens, Mr. George van Houten, Henk Groeneveld, Harry Smeding, Jeroen Heun, Ayman van Bregt, Marco van Dongen, Roel van de Wiele and Barto Cleton.

Toni Sfirtsis

prof. dr. Toni Sfirtsis

Core lecturer & Professor Marketing & Innovation TIAS Business School

Roeland Dietvorst

dr. Roeland Dietvorst

Faculty Member Singularity University

Bram Fransen

Bram Fransen

Managing Director EQUANS, West NL

Bart Logghe

Bart Logghe

Sales Transformation Leader

Régis Lemmens

prof. dr. Régis Lemmens

Professor Sales Management Antwerp Management School & Core lecturer ISAM

George Van Houtem

mr. George van Houtem MBA

Author of, among others, The Dirty Tricks of Negotiating The Psychology of Negotiating

Henk Groeneveld

Henk Groeneveld

Performance Trainer ISAM & SalesTactics B.V.

Harry Smeding

Harry Smeding

Strategic Sourcing & Procurement, Coaching and Training

Jeroen Heun

Jeroen Heun

Trainer & Coach in Communication, Persuasion and Debate

Ayman van Bregt

Ayam van Bregt

Digital Strategist

Marco van Dongen

Manager of Procurement, Implementations, Grants and Accountability Gro-up

Roel van de Wiele

Roel van de Wiele

Author, Executive Coach, Keynote speaker, Trainer, Owner of Atlas

Barto Cleton

Barto Cleton

Chief Commercial Officer at Container Centralen A/S

More information

Request a brochure

Fill in your details below and click “request” to receive the “Strategic Account Management” training brochure. We will also contact you to discuss the course and assess how well it aligns with your ambitions.

“We practice, what you preach.”

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