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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.

Ready to book? Secure your place on this programme.

Register for this course

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

  1. 01Principles of account based marketing
  2. 02Selecting and prioritising target accounts
  3. 03Mapping the buying committee
  4. 04Aligning sales and marketing
  5. 05Tailoring value propositions by account
  6. 06Coordinating multi channel outreach
  7. 07Content for named accounts
  8. 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

DatesVenueDaysFeeCalendarRegister
8 to 9 Oct 2026Johannesburg2R10,000Register
12 to 13 Oct 2026Cape Town2R10,000Register
13 to 14 Oct 2026Durban2R10,000Register
14 to 15 Oct 2026Pretoria2R10,000Register
15 to 16 Oct 2026Windhoek2US$1,100Register
19 to 20 Oct 2026Gaborone2US$1,100Register
20 to 21 Oct 2026Maseru2US$1,100Register
21 to 22 Oct 2026Mbabane2US$1,100Register
22 to 23 Oct 2026Lusaka2US$1,100Register
26 to 27 Oct 2026Harare2US$1,100Register
27 to 28 Oct 2026Lilongwe2US$1,100Register
28 to 29 Oct 2026Blantyre2US$1,100Register
29 to 30 Oct 2026Mozambique2US$1,100Register
2 to 3 Nov 2026Nairobi2US$1,100Register
3 to 4 Nov 2026Dar es Salaam2US$1,100Register
4 to 5 Nov 2026Kigali2US$1,100Register
5 to 6 Nov 2026Kampala2US$1,100Register
9 to 10 Nov 2026Accra2US$1,100Register
10 to 11 Nov 2026Lagos2US$1,100Register
11 to 12 Nov 2026Cairo2US$1,100Register
12 to 13 Nov 2026Mauritius2US$1,100Register
16 to 17 Nov 2026Dubai2US$1,100Register
17 to 18 Nov 2026Online2US$900Register

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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