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Develop your key account sales

The training leads to the certification: "Key Account Sales (CP-FFP)" which attests to the skills of sales development with key accounts.


Topics covered :

- Strategic selling: complex and simple

- Successful targeting: the ideal customer

- Building an account plan and conducting the meeting

- Keeping in touch with our contact

- A successful pitch elevator

- Developing our customers' business

- Better organize and manage your account with CRM!

The course is composed of videos of good practices andillustrations via short and synthetic scenarios (good / bad practice).

We'll support you every step of the way, with a presentation of the platform and answers to your questions. You'll also benefit from personalized support from an expert trainer and sales representative, with practical exercises based on situations you may encounter.

The content of the individual sessions is defined with you to best meet your needs.


On completion of this course, you will be able to :

Prospect effectively

Prospecting at a high level, especially through your network, making and closing sales and building a long-term relationship with your customers.

Succeed in all your key account sales

You will also be able to conduct commercial negotiations and influence your interlocutors.

Evaluation of participants, averaged over 5 years (NPS = Net Promoter Score):

  • Very positive rating (Very Good-Excellent / >4/5): 91%.
  • NPS: 36

Validated skills

Validated skills:

  • Identify strategic prospects using digital prospecting methods and contact them in order to obtain commercial meetings
  • Analyze the client portfolio and target strategic clients using the "key account analysis" method to identify accounts to be prioritized.
  • Write a strategic customer analysis document and plan different actions with multiple contacts in the same company by carrying out an account plan in order to establish relationships with strategic allies in the customer.
  • Conduct key account sales meetings by adapting your offer to the customer's needs in order to close the sale effectively.
  • Identify the key information to build a response adapted to the specifications of a call for tenders by underlining the value brought.
  • Present a structured presentation in response to a call for tenders, using a persuasive strategy to win the tender.


The course leads to certification in "Key Account Sales (CP-FFP)" (RS6169), which certifies sales development skills with key accounts.

This certification was registered in the Répertoire Spécifique by our organization (Inéa Conseil) on 23-11-2022, with an expiry date of 23/11/2024.

Assessment methods:

Assessment is based on practical case studies and real and simulated situations.

More information on the certification here: France Compétences

Certification admission rate :
Overall certification rate (admitted/candidates): 75%.
Rate of files sent for catch-up (catch-up/candidates): 0%.
Inéa certification rate (Inéa admitted/Inéa candidates): 100%.

This certification cannot be partially validated.


Target audience and pre-requisites: this certification course is intended for salespeople wishing to move into key account sales.

How to access: an interview will be conducted with one of our consultants when you register to ensure that the training is adapted to your needs.

Our guarantees

Our team
of coaches

our online training platform

Accessibility for people with disabilities: online or in-person PMR accessible program. Call us so that we can orient you according to your handicap situation.

Olivier Jacob, disability consultant: 0147203146 -

Learn in a fun way with film clips

Argumentation- Remotivation - Sunday Hell

Three excerpts are particularly noteworthy because each corresponds to a training promise. The three sequences in question therefore illustrate the following themes: team mobilization, management of divas, and encouraging team spirit before an important match.

Unite your team: Hoosiers

The coach gathers his team in the locker room and tries to mobilize them towards team spirit. He does not hesitate to lose so that the team values are respected

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Ready to develop new skills? 🚀

We'll spend 30 minutes clarifying your project together!

➤ We offer you a quick discussion to define the course best suited toyour situation .

➤ It's completely free and without obligation: simply fill in this form.

You are an expert operating in professional services and you do not feel comfortable prospecting for new clients.

In this book, with a preface by Bertrand Dumazy, CEO of the Edenred group, you will find numerous illustrations and practical information sheets drawn from the concrete experience of specialists who have successfully developed their prospect portfolio.

You will also learn how to make yourself happy by developing new contacts at all levels in organizations.

How to target key contacts in your prospects? How to approach them? Through which channel? How do you stand out? What creative solutions should you use? How to interest your interlocutors in your subjects ? Which marketing to set up on the web ?

Here you will find answers to all these key questions to develop your business or practice as well as methodological elements for immediate implementation.

Price kindle format: 9,99€
Price paperback: 19,50

Number of pages: 188
Author: Olivier Jacob
Preface: Bertrand Dumazy