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

DemandFarm

Account Planning Account Planning is the process of developing a strategic plan for managing and growing key accounts, typically involving collaboration between sales, marketing, and customer success teams.

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How complex is your complex sale? An analogy with Judo belts

KAM With Passion

It might be worth talking to each of the involved persons about a few specific parameters (the delivery time, safety of supply, logistics, payment terms) but the free space left to the sellers to add value remains limited and easy to identify (still, not all sellers identify it and try to leverage it).