Account Manager Tips

OCTOBER 13, 2020

Is your business and your key account management team growing fast? Do you feel like you're always playing catch-up and never have time for important projects, like developing processes that drive business growth or creating career paths for your key account managers? Click to Tweet.

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Key Account Management Account Management Management Decision-making 130

Account Manager Tips

AUGUST 4, 2022

B2B Book Club Selection (August 2022) A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers. Every month inside The KAM Club , members vote for a book of the month. Account Manager Tips · 1.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

Account Manager Tips

NOVEMBER 24, 2022

Every month I share a selection of popular titles to help with your professional development as a key account manager. Here are the book recommendations for November 2022. Why this book? Seeing What Others Don't: The Remarkable Ways We Gain Insights Why this book? Why this book? Why this book?

B2B 130

B2B Key Account Management Account Management Decision-making 130

Red Star Kim

AUGUST 24, 2023

This short (130 pages) information-packed book was revised in 2019. So here is a Book review: All you need to know about commercial awareness by Christopher Stoakes. He’s also written a book called “ Get to the point – how to write well at work”. The book is a fantastic jargon buster. How many do you know?).

Finance 130

Finance Government Profitability Banking 130

Red Star Kim

OCTOBER 24, 2022

Behaviour in sales meetings). This article is a reminder of the key points valued by the delegates: Nine insights: Sales processes and selling skills for targeting and meetings. One delegate was struck by my fun use of dinosaurs in portfolio management. Sales meetings. Research and advance planning of meetings .

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Meetings Value Proposition Key Account Management Account Management 100

Red Star Kim

NOVEMBER 1, 2023

Nervousness – Shyness, modesty, lack of confidence and fear of failure can make fee-earners reluctant to organise meetings to take the next steps in building a potential client relationship. A challenging role requiring deep insight into potential clients and value propositions as well as a great deal of confidence.

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Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

SEPTEMBER 5, 2023

The 2019 second edition of this book (subtitled “How to apply neuroscience and psychology for improved learning and training” ) provides fascinating insight and practical ideas to incorporate neuroscience into learning and development initiatives. Book review: Neuroscience for learning and development by Stella Collins.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

KAMCast

JULY 8, 2021

Or are you winging it along the way, relying on personality to build those relationships with key contacts? When a client had the audacity to ‘interrupt’ them – they would quickly be shot down by a range of techniques and gimmicks inspired by books like ‘how to develop a killer instinct’ or ‘101 different ways to overcome and objection’.

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Key Account Management Account Management Management Facilitation 52

Account Manager Tips

JULY 9, 2020

Your first 90 days in a new job as an account manager are the most challenging.and with the most at stake. Some hiring managers move fast and you may not have the time to do your plan justice if you haven't at least got a draft completed. Are you moving to account management from a different profession?

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Account Manager Tips

NOVEMBER 16, 2022

Use meeting scheduling apps 7. Use project management tools 9. Create recurring milestone meetings 11. Too many clients, not enough time Key account managers have a lot of clients. Share your online meeting scheduling link with your clients and encourage them to use it anytime they'd like to talk to you.

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

Account Manager Tips

AUGUST 3, 2022

When to give up Forms of communication (from most to least effective) Favourite book on follow up In other news Have your say on the future of key account management Quote of the week. During your first email or meeting, establish the follow up deadlines and process. Set follow-up during the initial contact.

Key Account Management 130

Key Account Management Account Management Decision-making Communication 130

Red Star Kim

OCTOBER 25, 2023

I had the pleasure of meeting Helen Kensett at the recent PM Forum Conference. But I had previously read her excellent sales book “Sales Mind: 48 tools to help you sell” a while ago (I aim to publish a summary review shortly). Another valuable AI-powered tool for the MarTech armoury.

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Banking Artificial Intelligence Cybersecurity Key Account Management 130

Account Management Skills

AUGUST 24, 2021

In this episode, I talk to Alex Raymond from Kapta about everything to do with account management processes. Not project management systems, not CRM systems, but having a dedicated system to guide the agency account management team, when it comes to managing and delve developing existing client relationships.

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Account Management Management Account Planning Co-Creation 98

Account Manager Tips

SEPTEMBER 15, 2022

Why key account managers need a personal brand Why I started to build my personal brand Step 1: Figure out your personal brand Step 2: Create a personal branding plan Step 3: Become a student of personal branding Join the Personal Branding Playbook In other news Quote of the week. Director of Account Management, Conduent.

Key Account Management 130

Key Account Management Account Management Media Publishing 130

Red Star Kim

FEBRUARY 8, 2024

In the highly regarded business strategy book “Playing to Win: How Strategy Really Works” (by former leaders of Procter & Gamble Lafley and Roger) the strategy cascade process is broken down into five key questions. Similarly, a Key Account Management (KAM) or Account Based Marketing (ABM) approach may help.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Account Manager Tips

SEPTEMBER 20, 2022

We were wrapping up my Key Account Management Master program and it was so exciting to see the progress everyone has made. I love to see organizations recognize that key account management can be the growth engine of their business and invest in their team. When you can't meet a deadline.

Key Account Management 130

Key Account Management Account Management Management Meetings 130

Brightbridge Consulting

AUGUST 5, 2021

We are supporting the development of various activities through The Association for Key Account Management and Technological University Dublin, supported by Pfizer. We now look forward to booked engagements with the development of leadership and furtherance of account plans this Autumn. The post Meeting up?

Meetings 40

Meetings Suppliers Key Account Management Account Planning 40

Account Manager Tips

JULY 13, 2022

In all my years of key account management, I’ve rarely done them. How did our solution align with the business challenge and meet their needs? One of my favourite sales books all about how to win business from the competition. In fact I bought this book twice. What were the deciding factors? Pipeline dry?

Key Account Management 130

Key Account Management Sales Account Management B2B 130

Account Manager Tips

NOVEMBER 27, 2020

Are you struggling for Christmas gift ideas for the key account manager in your life? If you want to show appreciation to a colleague or just treat yourself - there's something for everyone and every budget in this Christmas gift guide: key account management edition! Warwick's books. Click to Tweet.

Key Account Management 130

Key Account Management Account Management Digitalization Innovation 130

Account Manager Tips

NOVEMBER 22, 2022

First things first: find out what they want You can't adapt your account strategy until you understand what the new procurement team want. Schedule a discovery meeting as soon as possible to figure out what their priorities are. How do they want to manage supplier relationships? Don't dwell on the past, look to the future.

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Procurement Suppliers Supply Chain Key Account Management 130

Deep Insight

AUGUST 16, 2021

Whale Hunting with Global Accounts. It’s not often that I write book reviews but if there’s one book on sales management you should plan to read before the end of the summer holidays, it’s Whale Hunting with Global Accounts. Key account managers should not just be order-takers.

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Global Accounts Key Account Management Account Management Profitability 52

Red Star Kim

SEPTEMBER 8, 2023

Context and curiosity drive commerciality and pricing By exploring key themes in commerciality and entrepreneurship, we saw why risk management and anticipating return on investment (ROI) is critical when making the business case for marketing investment. Books on pricing? Price is a major driver of profit.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Account Manager Tips

AUGUST 17, 2022

The truth: Your first perception lingers in your mind, affecting later perceptions and decision — David McRaney The KAM CLUB You’re only seconds away from the essential training, advice and support you need for an exceptional career in key account management. Our current book is The Introvert's Edge to Networking.

Negotiation 130

Negotiation Key Account Management Account Management Decision-making 130

DemandFarm

MAY 22, 2024

By leveraging these add-ons, companies can effectively manage their customer relationships and accelerate development cycles, ensuring they stay ahead in the competitive market landscape. Top Key Account Management Applications 1. Its ability to deliver personalized communication at scale makes it invaluable.

Facilitation 52

Facilitation Key Account Management CRM Decision-making 52

Red Star Kim

OCTOBER 16, 2023

There was advice for pragmatic solutions: from starting small (focus on a few key relationships, concentrate on “field of play”, Key Account Management (KAM) programmes), preparing relationship maps, scraping data from email threads and reverse engineering successful relationships.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Red Star Kim

JUNE 16, 2022

Sometimes through dedicated internal campaigns and sometimes through the use of Key Account Management. It can increase their confidence knowing that there is some structure and substance to referrer meetings. shadowing or coaching) or motivation to have more face-to-face meetings. 100% Connecting (after meeting).

Management 130

Management Key Account Management Digitalization Communication 130

Red Star Kim

MARCH 16, 2023

One way is to embed the right cross-selling and referrer management attitudes and behaviours into other programmes – for example, into campaigns, content management, networking and Key Account Management (KAM). And a key theme is on culture change. Another cultural shift.

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

Account Manager Tips

OCTOBER 6, 2022

Schedule meetings ASAP 4. Use meeting scheduling tools 5. Schedule follow up meetings during the meeting 6. Only meet for as long as needed 10. Say "No" to update meetings 11. Resolve meeting conflicts immediately 14. Resolve meeting conflicts immediately 14. Batch meetings 16.

Management 246

Management Meetings Decision-making Brainstorming 246

Account Manager Tips

AUGUST 10, 2021

But, for B2B companies, it falls to the sales team or the key account management team to ask. Warwick Brown // Account Manager Tips. So it's best to ask in person (phone, meeting, Zoom) where it's easier to do some persuading. Offer a call or meeting to explain in more detail. Say thank-you.

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Decision-making Account Management Value Proposition Brainstorming 240

KAMCast

MAY 13, 2021

IN THIS EPISODE: Key account management is a beautifully simple business basic…one that isn’t that easy ! In the world of KAM, the customer’s perception becomes your reality … #3 Your KAM strategy is shot down by friendly fire We believe that key account management is a team sport.

Key Account Management 52

Key Account Management Account Management Profitability Decision-making 52

ProlifIQ

FEBRUARY 15, 2022

All other things considered equal, the higher your information velocity, the more impactful your account planning will be. There are a few reasons: You’re more responsive to internal and external changes with the account. Email threads, Zoom meetings and Phone calls turn into Slack updates. Outside of Salesforce).

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Account Planning Key Account Management CRM Communication 98

QYMATIX

FEBRUARY 1, 2022

A B2B key account manager typically handles dozens of accounts with hundreds of products. These predictive models reveal sales insights that Key Account Managers care about. Sales managers can optimize customer demand with Predictive Analytics and forecast customer potential.

Sales Analytics 52

Sales Analytics Key Account Management B2B Sales 52

QYMATIX

OCTOBER 19, 2021

Key Account Managers had to prepare a visit to a potential client thoroughly. Instead, salespeople had to go through printed books that listed customers in different industries. Instead, salespeople had to go through printed books that listed customers in different industries.

Artificial Intelligence 98

Artificial Intelligence B2B Computers and Electronics Internet 98

Account Manager Tips

AUGUST 9, 2022

At some point they meet a seller who believes they have the solution. Details at the end of this page ) The KAM CLUB You’re only seconds away from the essential training, advice and support you need for an exceptional career in key account management. This book is for you. Learn more. How much time do you need?

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Red Star Kim

APRIL 17, 2023

Surprisingly, delegates were more likely to use spreadsheets than a CRM for managing client and referrer information. Half the delegates had a KAM (Key Account Management) programme at their firm. Two thirds of the delegates felt their personalities were dog and the other third thought they were cats.

Management 130

Management Manufacturing Client Relationships Facilitation 130

Arpedio

NOVEMBER 30, 2021

This means that now more than ever before, sales representatives and key account managers need to create a smooth customer experience to achieve consensus within the decision-making group. We asked Jeppe Tølløse, our Account Manager and Private Equity responsible on some tips. You: Diagnosing customer need. “We

Digitalization 52

Digitalization Account Management B2B Decision-making 52

Account Manager Tips

NOVEMBER 19, 2022

Dan Roam, in his outstanding book Show and Tell , describes the story lines of three different presentations – each delivers some sort of transformation. Which means for a 30 minute meeting you have plenty of time to answer questions, or get things back on track if you run overtime on a slide or end up in a detour. The report.

Value Proposition 246

Value Proposition Decision-making Shareholders Government 246