Account Based Marketing for Enterprise Clients

For organisations selling high value solutions to a small number of large South African clients, mass marketing wastes money and misses the mark. This programme teaches marketing and sales teams to align around named target accounts, map the buying committee inside each one, and run coordinated campaigns that shorten complex sales cycles.

What you will be able to do

Select and prioritise target accounts based on value, fit and winnability.
Map the decision makers, influencers and gatekeepers within a client organisation.
Align marketing and sales around a shared plan for each named account.
Craft tailored value propositions and content for specific accounts and roles.
Coordinate outreach across email, events and direct contact to build engagement.
Track account engagement and pipeline movement to measure programme impact.

Course outline

01Principles of account based marketing
02Selecting and prioritising target accounts
03Mapping the buying committee
04Aligning sales and marketing
05Tailoring value propositions by account
06Coordinating multi channel outreach
07Content for named accounts
08Measuring engagement and pipeline

Who should attend

Business to business marketers, key account managers, sales leaders and business development professionals selling complex or high value solutions to large clients.

Dates, venues and fees

Dates	Venue	Days	Fee
17 to 18 Aug 2026	Kampala	2	US$1,100
24 to 25 Aug 2026	Dar es Salaam	2	US$1,100
31 Aug to 1 Sep 2026	Pretoria	2	R10,000
7 to 8 Sep 2026	Cape Town	2	R10,000
21 to 22 Sep 2026	Online	2	US$900
28 to 29 Sep 2026	Mozambique	2	US$1,100
5 to 6 Oct 2026	Cairo	2	US$1,100
12 to 13 Oct 2026	Accra	2	US$1,100
19 to 20 Oct 2026	Lusaka	2	US$1,100
26 to 27 Oct 2026	Kigali	2	US$1,100
2 to 3 Nov 2026	Nairobi	2	US$1,100
9 to 10 Nov 2026	Durban	2	R10,000
16 to 17 Nov 2026	Johannesburg	2	R10,000
30 Nov to 1 Dec 2026	Mauritius	2	US$1,100
7 to 8 Dec 2026	Dubai	2	US$1,100
14 to 15 Dec 2026	Lagos	2	US$1,100
21 to 22 Dec 2026	Harare	2	US$1,100

Fees are per delegate. South African venues are priced in rand; other locations and online in US dollars. Fees exclude 15% VAT where applicable. Group bookings of three or more delegates from the same organisation qualify for a reduced rate; contact us for a quotation.

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Training a whole team?

We can run Account Based Marketing for Enterprise Clients privately for your team, on your dates and built around your own systems. Group delivery is usually more cost effective from about six delegates.

Run this in-house