Key Account Management Training by Mihir Koltharkar

KAMUNLIMITED

Key Account Management — Redefined

Your key accounts are your business. Losing one is catastrophic. Growing one is transformational. KAM Unlimited gives your account managers the strategic frameworks, relationship skills, and negotiation tools to protect what you have — and multiply it. This is not just account management. This is account domination.

Duration2–3 Full Days
FormatIn-Person / Online
AudienceKAMs & B2B Sales
LevelAll levels
Enquire About This Program View Curriculum ↓
5 Pillars of KAM Unlimited
  • B2B Selling Skills — structured, strategic, results-driven
  • Customer Relationship Building — creating loyalty that's impossible to replace
  • Negotiation Skills — MDO, LDO, BATNA, Game Changers for KAMs
  • Personal Effectiveness — planning, time management, and prioritisation
  • Positive Mental Attitude — the mindset of the world's best account managers
80:20
80% of revenue from 20% of accounts
CLV
Customer Lifetime Value maximisation
2–3
Full days of immersive KAM training
★★★★★
Rated 5/5 across all parameters
Who Is This For?

For Anyone Who
Manages Strategic
Accounts.

This course is for new as well as experienced sales professionals whose role involves managing key accounts or business relationships in a B2B environment.

🔑

Key Account Managers

Build unbreakable relationships with your most valuable clients.

💼

Senior Sales Professionals

Upgrade from selling to strategic partnership management.

🤝

Relationship Managers

Master the art of delivering delight and creating loyalty at every touchpoint.

📈

Business Development

Generate new revenue from existing accounts — the most profitable growth strategy.

Course Objectives
  • Understand the constantly changing role of the Key Account Manager
  • Apply proven strategies for long-term, profitable business partnerships
  • Use the Strategy Matrix to design account-specific growth plans
  • Achieve enhanced account targets through structured penetration
  • Understand the strategic and operational levers of account growth
  • Develop a deeper understanding of how buying decisions are made
  • Build customer-centric relationships that are second to none
  • Handle account meetings and the negotiations within them
  • Apply the Ladder of Influence to access decision-makers
  • Calculate Customer Lifetime Value and its impact on ROI
What Your Team Will Gain

From Account Manager
To Account Champion.

01

Strategic Account Framework

The 80:20 rule applied. Know which accounts drive your business and build customised strategies for each — using the KAM Strategy Matrix.

02

B2B Selling Within Accounts

SPIN, CIMTA, FAB — the complete toolkit for identifying new revenue within existing accounts. Telling is not selling. Learn to ask the questions that open doors.

03

Negotiation Inside Accounts

MDO, LDO, BATNA, and Game Changers — applied to account negotiations. Protect margins, win renewals, and expand scope without losing relationships.

04

Customer Delight System

The 6-Step Ladder to customer delight. The Client Needs Pyramid. Dangers and Danglers. Create experiences so remarkable clients never look elsewhere.

05

NLP Advanced Communication

Build rapport at the subconscious level. Use NLP to read client needs more accurately and communicate value in a way that resonates.

06

Personal Effectiveness & PMA

KAM is a high-pressure role. Time Management 2.0, stress resilience, and Positive Mental Attitude ensure your team performs consistently at the top.

Full Curriculum

Four Pillars.
Complete KAM Mastery.

The course is highly practical — filled with exercises that give participants the opportunity to apply every concept directly to their own accounts and business situations.

  • What Exactly Is Key Account Management?
  • The Changing Role Of KAM
  • The Ladder Of Influence
  • The 80:20 Rule Applied To Accounts
  • Customer Lifetime Value (CLV) — The Real Metric
  • Skills And Attributes Required For KAM Excellence
  • Strategy Matrix — Designing Strategies For Different Accounts
  • Situational Analysis — SWOT Overview
  • Marketing, Selling & Negotiation — Differences And Stages
  • The Product Life Cycle (PLC) And Its Implications
  • Telling Is Not Selling (The Most Common KAM Mistake)
  • Identifying Unique Selling Points (USPs)
  • FAB, SPIN, and CIMTA Approach — Revenue Enhancer
  • 5 Deadly Errors By KAMs
  • NLP-Based Advanced Communication
  • Preparing For And Running Account Meetings
  • Using The Agenda To Your Advantage
  • Key Items To Cover In Account Meetings
  • Principles Of Negotiation — Outcomes, Variables, Game Changers
  • Really Knowing Your Key Accounts
  • The Client Needs Pyramid
  • Hierarchy Of Client Needs And Wants — Dangers And Danglers
  • The 6-Step Ladder To Customer Delight
  • Creating The Rainbow Giraffe — The Ultimate Differentiator
  • Success And Milestones — The Anchor Technique
  • Staying Motivated — The Role Of Conscious And Subconscious Mind
  • Developing Your Full Potential
  • Maintaining The Right Mental Attitude Under Pressure
  • Time Management 2.0 For KAMs
  • Individual Action Planning — Your Way Forward
Session Approach

Practical. Immediately
Implementable.

Every exercise in KAM Unlimited is designed to be applied to the participant's actual accounts. This is not generic training — it's a strategic thinking session disguised as a workshop.

📝
Account Assessments
⚡
Individual Exercises
👥
Group Activities
🎬
Videos
📊
Case Studies
🧠
Brainstorming
🎤
Presentations
🎯
Action Planning
Previous Participant Ratings
Delivery
★★★★★
Content
★★★★★
Trainer
★★★★★
Session
★★★★★
Mihir Koltharkar delivering a corporate training session
Duration & Inclusions

Comprehensive.
Customised. Complete.

What's Included

  • ✓ Training Needs Analysis — customised for your account portfolio
  • ✓ Personal delivery by Mihir Koltharkar
  • ✓ Individual assignment checking with feedback
  • ✓ All training materials
  • ✓ Completion certificates (co-branded if required)
  • ✓ Session recordings for 30 days
  • ✓ 60-day post-training implementation support

Duration

2–3 Full Day In-Person Sessions
Customised for your team's account complexity

How It Works

1
First Contact — Call to understand your team and account portfolio
2
Proposal — Module outline, dates, commercials presented
3
TNA — Questionnaires and interviews with select KAMs
4
Customisation — Scenarios built around your actual accounts
5
Delivery — Highly practical, immersive workshop
6
60-Day Support — Implementation support + recommendations report
What Clients Say

Words From The
Room.

★★★★★

"The sessions were extremely informative, and you were able to bring out the best in the participants. The Impossible Sales training program ensured that we learned the ideal techniques and right process. Full marks! You have done a wonderful job."

Cyrus EngineerManaging Director, Shapoorji Pallonji International Properties, UAE
★★★★★

"The session was worth every cent and more. I can see the attitude of the team change for the better, and they are working in a more planned manner."

VaidyanathanNational Sales Head, VOX
★★★★★

"This training brings out one's inherent potential. The scientific approaches taught are truly awesome. His cross-geographical exposure makes it a class apart."

Lata M.Business Development Head, IMA USA
★★★★★

"His session was captivating. He explained in a very simple, interactive way. The learnings from his session stay with you."

Sharmila SahaiManaging Director, Timex
★★★★★

"After Mihir's training, our sales conversions increased by 85%. The results speak for themselves."

Juliet MurungiHR Director, Safaricom, Kenya
"I have been in Sales for 20 years, and still I learnt lot of new things"
"It has turned out to be a lifetime experience for me"
"Great knowledge, great workshop. We did not realise how time flew!"
Ready to Dominate Your Key Accounts?

This Is A Systematic
Approach To Growing
Sales & Profits.

KAM Unlimited is a corporate-only program, fully customised around your team's account portfolio and business goals.

Enquire About KAM Unlimited Home WhatsApp Mihir Directly

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Frequently Asked

Questions

Who is the best key account management trainer in India?

Mihir Koltharkar is one of India's leading key account management trainers. Ranked among the Top 20 Global Sales Trainers worldwide, he designed KAM Unlimited and delivers it personally to account teams — with 26 years of experience and clients including Abbott, TCS, Almarai and JP Morgan Chase.

Who provides key account management training in India?

Mihir Koltharkar's KAM Unlimited is one of India's leading key account management programmes, designed and delivered personally by Mihir — a Top 20 Global Sales Trainer whose clients include Abbott, TCS, Almarai and JP Morgan Chase.

What is KAM Unlimited?

KAM Unlimited is a key account management training programme that teaches the Client Needs Pyramid, Ladder of Influence, Customer Lifetime Value thinking and the Account Strategy Matrix — tools that help account managers grow, protect and deepen their most valuable client relationships.

How is KAM training different from sales training?

Sales training focuses on winning new business. KAM training focuses on growing and protecting existing high-value accounts — account planning, stakeholder mapping, expanding wallet share and negotiating renewals.

Who should attend KAM Unlimited?

Key account managers, national account managers, relationship managers and sales leaders responsible for a portfolio of high-value B2B clients.

How long is the KAM Unlimited programme?

KAM Unlimited is delivered as a 2- to 3-day in-company programme, in person or virtually. The exact length is agreed after a Training Needs Identification, based on your team's experience, deal types and goals.

From The Blog

Further Reading

Guide Top 5 KAM Trainers & Programmes → Article Key Account Management Training in India → Article 5 Deadly Errors Key Account Managers Make → Article Best B2B Sales Trainer in India → Article Why B2B Sales Training Fails →
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