The Ultimate Guide to grow your Key Accounts

In B2Bsales, the growth of key accounts often determines a company's long-term success. One of the biggest challenges faced by B2B Technology Services and Product companies is account stagnation and long tail accounts. With evolving buyer expectations and increased competition, account and client partners must adapt to effectively nurture and expand their relationships with key accounts.

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In this blog, we’ll explore how to grow key accounts.

How do you define Key Accounts?

Key  Accounts are the clients that contribute significantly to a company's revenue and are critical to its overall growth strategy. These accounts typically have a high lifetime value (LTV), consistent purchasing patterns, and are strategic partners to your business. Rather than just being transactional, key accounts foster long-term relationships built on trust and mutual benefits.

Challenges faced by B2B Account Managers

Managing key accounts is a nuanced responsibility. Account Managers and Client Partners must not only handle client relationships but also anticipate client needs, facilitate upsells, and build strong collaborations. Here are some key challenges B2B Account Managers face:

1. Absence of transitionary support from Delivery to Account management roles:  

Mid-Sized or Emerging B2BTechnology Services or Consulting companies often transition Delivery leaders to Account Management roles.  This comes with a huge benefit of having deep understanding of the customer’s technology context and how the product or solution is driving outcomes.  However, delivery leaders are most often not equipped to adorn a seller role and slip into a comfort zone of interfacing with Technology or software engineering teams on project delivery.   The lack of new conversations and lack of conversations with new stakeholders in the key account, impacts growth.  

2. Problem Identification of new growth opportunities:

One of the key success factors of account management is problem identification and uncover new opportunities for growth. This again becomes a hot button issue during reviews, as inexperienced account managers who struggle with having discovery conversations or innovate touchpoints to stay top of mind when it comes to inviting B2B vendors for internal RFP/ RFI submissions.   This lack of insight can lead to missed upsell opportunities, delayed interventions, or even client churn.

3. Complex Decision-Making Processes with multiple stakeholders:

Large accounts often have complex internal decision-making processes involving multiple stakeholders from different departments. Account Managers need to navigate this complexity by understanding each stakeholder's unique objective sand pain points, which can be time-consuming and challenging without the right tools. Most often than not, LinkedIn is the only data source used for Customer research which isa traditional way of preparing for crucial meetings. AI Sales coaching tools like Skwill AI can unlock customer behavioral and personality insights, that can help Account managers in meeting preparation, mastering group meetings on how to pitch to multiple stakeholder personas, how to negotiate and close, and more.  

4. Cross-Functional Collaboration

Growing a key account often requires collaboration across multiple departments, including sales, marketing, product development, and customer support.  Account Managers and Client Partners need to ensure that internal teams are aligned and working towards delivering consistent value to the client

5. Organizing data for Key Account Planning.  

Account Managers often have access to a wealth of data about their key accounts, but managing and making sense of this data can be overwhelming. The challenge lies in filtering out the noise and identifying actionable insights that can drive account growth. Gathering comprehensive data and detailed research into your key accounts, provides insights for tailored solutions and strategic engagement.  This includes:

Financial Data: Account financial reports, growth trajectories, profitability metrics, and revenue details.

Relationship Data: Customer satisfaction scores, engagement histories, and feedback from your CRM system.

Strategic Fit and Industry Data: Understand how each account aligns with your company's strategic goals and their position within the industry.

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What attributes go into Key Account Scoring?

In 2025 and beyond, the definition of key accounts is evolving beyond simply being high-revenue clients. Companies now look at multiple attributes to categorize a client as a key account, at the same time have a simple way of representing. Skwill's Sales Coaches recommend 2 Key Attributes for Key Account Identification:

1. Attractiveness: Measures key account potential value. Factors include company revenue, growth, profitability, strategic fit, and opportunities.

2. Winnability: Evaluates your ability to secure the account.  Factors include relationships, customer satisfaction, industry fit, competition, and decision-making ability.

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How to implement a Key Account Scoring System:

Skwill recommends a 5-step process to Master the art of key account scoring to prioritize efforts, allocate resources efficiently, and enhance strategic growth.

1. Define Clear Criteria:

The first step is to agree on the scoring criteria, to ensure they are relevant and specific to avoid ambiguity and align with your business objectives. For instance, If you are looking to define high, medium, and low revenue potential, call out specific measures that will help you quantify.

2. Assign Weights to Attributes:

Balance the weights between attractiveness and winnability based on your strategic priorities and be ready to adjust as needed. Example: Lean towards attractiveness when hunting new accounts and winnability when farming existing ones. Be prepared to adjust the weights as you gather more data and insights.

3. Use a Consistent Scoring Scale:

Use a consistent scoring scale across all attributes to ensure comparability. Define what each score represents for each attribute to maintain consistency. Example: Use a 1-5 scale and define what each score represents for each attribute.

4. Incorporate Qualitative Insights:

Combine quantitative data with qualitative insights from sales teams, account managers, and customer feedback and various departments for a holistic account view.

5. Regularly Review and Update Scores:

Keep your scoring dynamic by regularly reviewing and updating scores to reflect changes in the market and customer behavior. Example: Set quarterly reviews to track performance and refine your scoring model.

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Conclusion:

Sales coaching, when implemented effectively, can lead to measurable improvements in sales performance, team alignment, and even seller motivation. By understanding the role of AI in enhancing sales coaching, calculating ROI, and fostering a coaching culture, sales enablement leaders can set their teams up for sustained success.

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About the Author:

Anisha is a mindset transformation coach specializing in helping leaders and professionals boost resilience and achieve their best. With a blend of empathy, neuroscience, tech, and practical strategies, she empowers individuals to achieve excellence and long-term success. Passionate about mentoring young adults and women-in-tech and entrepreneurship; she dedicates time offering guidance and support to unlock their potential. Her vibrancy extends to movement on the dance floor and the tranquility of her yoga mat, mirroring the dynamic balance she cultivates in professionals.