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65 Essential Key Account Management Terms Explained: Key Account Management (KAM) Glossary

DemandFarm

KAM Glossary (with 65 Definitions) To help strategic account managers / key account managers /sales professionals enhance their understanding of Key Account Management (KAM) , this glossary provides clear and concise definitions and explanations of essential terms, definitions, and concepts related to key account management.

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Got CXM? Why customer experience management isn’t just a nice-to-have for strategic account management

Strategic Account Management Association

In strategic account management, companies have to address the never-ending question of how to differentiate themselves and gain market share. Value Selling A sales approach that focuses on benefiting the customer throughout the life cycle of your relationship. Account teams often wonder, “What’s in it for me?”

CXM 520
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Understanding Sales Process, Methodology, and Competencies

Mike Kunkle

It includes frameworks, models, steps, and techniques that sellers use to open and win an opportunity or manage an account. A methodology is considered full cycle when it covers everything from before the buyers know who you are, through prospecting, opportunity management, and account management.

Sales 249
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The Role of the Key Account Manager in Boosting Customer Success!

SmartKarrot

A key account manager plays a pivotal role in increasing customer success. There are several vital skills a key account manager should have. The Duties of a Key Account Manager . Given how integral key accounts are to the success of your business, you need to ensure those customers are fully satisfied.

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Understanding Sales Process, Methodology, and Competencies

Mike Kunkle

It includes frameworks, models, steps, and techniques that sellers use to open and win an opportunity or manage an account. A methodology is considered full cycle when it covers everything from before the buyers know who you are, through prospecting, opportunity management, and account management.

Sales 130
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10 Ways to Help Your Sales Team Use a Value-Based Selling Approach

Brooks Group

Dedicate Personnel Add value by dedicating account managers to handle customers’ needs personally. This works particularly well if you sell a technical product or service. Pamper these preferred customers with a more sophisticated level of service, extra support, or dedicated phone lines, for example.

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Ask These Five Questions to Improve Your Value Articulation and Differentiation

SOAR Performance Group

They tell me: “John, we just aren’t effectively articulating our value and differentiation.” While this has […] The post Ask These Five Questions to Improve Your Value Articulation and Differentiation appeared first on SOAR Performance Group. In my conversations with chief revenue officers (CROs), a recurring theme is emerging.