DemandFarm

MARCH 31, 2023

With the growing size of buying groups in the digital age, it is imperative to consider factors that play into the challenges and benefits of digital key account management. Challenges in Shifting to Digital Key Account Management Shifting to Digital Key Account Management also comes with its fair share of challenges.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

DemandFarm

APRIL 11, 2023

Digital Key Account Management is the process of managing and growing a company’s most important customers using digital tools and technologies. It is essential for Sales Enablement , as it enables businesses to manage their key accounts more efficiently and effectively.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Strategic Account Management Association

JANUARY 25, 2022

Past attempts by the customer to solve this challenge involved engaging both hospital staff and primary care leadership. After being treated in a hospital or a primary care setting, a patient’s only option for post-visit management often would be via a specialist. The customer in this case is a large, U.S. health system.

Healthcare 400

Healthcare Co-Creation Stakeholders Account Management 400

Strategic Account Management Association

SEPTEMBER 11, 2020

Account teams often wonder, “What’s in it for me?” While CRM provides visibility to leadership, it struggles to provide value for the actual users, i.e., the account managers. For leadership, they provide visibility into account team activities and productivity. www.cuebridgecx.com. The post Got CXM?

CXM 520

CXM Account Management Customer Experience Management 520

Red Star Kim

OCTOBER 25, 2023

CogniClick is a nifty system (backed by an expert team) to enable you to conduct fast, quick polls and pulse surveys amongst your clients and stakeholders and to also develop maturity assessments and similar thought leadership content. The system has the potential to revolutionise and reduce the cost of thought leadership research projects.

Banking 130

Banking Artificial Intelligence Cybersecurity Key Account Management 130

Red Star Kim

NOVEMBER 17, 2023

Here I summarise brand, referrals, research, key account management (KAM) and new service development case studies. At law firms: Addleshaw Goddard, Collas Crill, LawNet, Ontier, Schillings and accountancy firms: Menzies, Mercer and Hole. The first B2B thought leadership campaign “Poets” achieved 3.2m

Marketing 130

Marketing Key Account Management Innovation Account Management 130

Strategic Account Management Association

AUGUST 6, 2021

The program was sponsored by the CEO of Aramex, who created the role of chief commercial officer to drive the required change with the support of the whole C-suite in close cooperation and partnership with the leadership of the regions. When choosing strategic accounts, size should not be the exclusive criteria.

Supply Chain 520

Supply Chain Logistics Co-Creation e-Learning 520

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. Table of Contents. Your digital reputation.

Key Account Management 130

Key Account Management Account Management Media Publishing 130

Red Star Kim

NOVEMBER 1, 2023

Processes and skills for managing opportunities and pipelines can be lacking. Thought leadership campaigns can help here particularly when a Challenger or Insight selling framework is deployed. Disconnection – Often the marketing (lead generation) and sales processes (lead nurturing and conversion) are disconnected.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

FEBRUARY 8, 2024

Connected leadership – How professional relationships (kimtasso.com) Competitors – Analyse who your major competitors are advising and adapt their targeting methods (I’m a little uncomfortable with the current trend to use LinkedIn to review your competitors’ contacts and target them yourself!) There are many articles on both of these topics.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

SEPTEMBER 26, 2023

The research team will ensure that all data and surveys are managed and integrated in central knowledge systems and integrated with CRM and performance monitoring. An allied development is those in Account Based Marketing (ABM) roles. Are you involving and drawing on your marketing department in the everyday management of the firm?

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Account Manager Tips

APRIL 11, 2022

For more on how to ask for a client referral, avoiding common mistakes and dealing with rejection, read the blog post. The Key Account Manager's Spotify Playlist. There motto is "Read Well to Lead Well" and there's some titles in this year's list on leadership, strategy and teamwork. How do I ask for a referral?

Account Management 130

Account Management Key Account Management Client Relationships Innovation 130

Deep Insight

AUGUST 16, 2021

The message from this blog? 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.

Global Accounts 52

Global Accounts Key Account Management Account Management Profitability 52

Red Star Kim

AUGUST 24, 2023

And there’s a pragmatic guidance on pitching, pricing (six things clients consider, a table of alternative fee structures ) and a simple project management methodology. There’s even an overview of the strategic benefits of different types of clients (linked to Key Account Management strategy).

Finance 130

Finance Government Profitability Banking 130

Red Star Kim

OCTOBER 16, 2023

Referrer Management – Capacity and Capability Capacity – Rational elements of referrer management Throughout the workshop we considered how leadership and organisation (rational activity) supports effective referrer management. This post adds to the learning resources from the session.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Revegy

MAY 14, 2018

The Operational Cost of Key Accounts. Managing and growing key account relationships is a resource-intensive process. Ask yourself: Are highly paid key account managers spending their time on strategic activities or operational tasks like creating reports, collating data, tracking down people, and version control?

Co-Creation 53

Co-Creation Key Account Management Account Management Account Planning 53

DemandFarm

MAY 12, 2023

Specialized Key Account Management tools like DemandFarm come in handy to identify whitespaces and harness key relationships. Key Account Management tools can help sales teams and account managers in the following manner:- Improved customer insights: Sales teams gain a better understanding of their customers’ needs.

B2B 52

B2B Key Account Management Account Management Manufacturing 52

Red Star Kim

SEPTEMBER 5, 2023

There are also courses on specific topics such as: Campaigns, Cross-selling, Key Account Management (KAM), M&BD planning, Managing change, Pitching and tendering, Project Management, Strategic thinking and Referrer Management.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Red Star Kim

JUNE 16, 2022

Sometimes through dedicated internal campaigns and sometimes through the use of Key Account Management. We also need to equip them with valuable ideas – such as those developed within thought leadership, other research and case studies/stories – so that they have something of interest and value to share with referrers.

Management 130

Management Key Account Management Digitalization Communication 130

Red Star Kim

DECEMBER 5, 2023

Leadership and the In-Group/Out-Group Phenomenon (blanchard.com) Create a sense of unity by reminding people we are on the same team and all striving for the same results (happy clients and increased profits). Finding ways to meet with people in real time (such as at social events) can help.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 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). Another cultural shift. Internal communication – Why, how and what (kimtasso.com).

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

Arpedio

JUNE 9, 2022

Back to blog. Is account-based selling about selling or the right relationships? In reality, account-based selling is all about shifting the focus from inward to outward, and thus getting a deeper understanding of the businesses you operate with. Does that mean having too many accounts can actually result in a lack of focus?

Key Account Management 52

Key Account Management Account Management Sales B2B 52

Brooks Group

MARCH 6, 2023

Further, they develop and train staff on specialized software for managing customer service calls and coordinate with the customer service team to set up new products and services. Analyze Performance Data Sales management involves analyzing performance data to make data-driven decisions and provides effective leadership to sales teams.

Sales Management 52

Sales Management Management Suppliers Sales 52

Red Star Kim

APRIL 17, 2023

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

OCTOBER 30, 2023

Account-Based Selling: A Deep Dive with Lee Levitt and Ulrik Monberg Explore the ARPEDIO platform ← Back to blog In the ever-evolving world of enterprise sales, strategies and tools are constantly refined to meet the dynamic needs of businesses. However, there’s a cautionary note.

Co-Creation 52

Co-Creation Account Planning Artificial Intelligence Leadership 52

SmartKarrot

APRIL 13, 2023

In today’s economic environment, effective account management is essential for building and maintaining strong client relationships and achieving growth. From podcasts and webinars to blogs and social media posts, these influencers are using a range of channels to help other account managers learn, grow, and succeed.

Account Management 11

Account Management Key Account Management Management B2B 11

Arpedio

JUNE 2, 2021

Back to blog. Figuring out how to mine talent and capabilities in your own company can enable you to provide meaningful thought leadership, which is an effective way to differentiate your company, open doors to key contacts and build multi-level relationships. So where is the work of strategic and key account management headed?

Account Management 84

Account Management B2B Innovation Decision-making 84

Hubspot Sales

MAY 10, 2018

Image source: HubSpot Service Blog. HubSpot Service Blog Editor Sophia Bernazzani says, “If your prospects and customers get a constant, positive reminder of your company each time they use your advice and recommendations, your company will become known as a helpful, remarkable organization that customers want to do business with.”.

Sales 89

Sales Key Account Management Leadership Customer Experience 89

Arpedio

JUNE 16, 2022

Back to blog. Efficient opportunity management software is your gateway to explore opportunities, make accurate sales forecasting and close the big deals. What are the benefits of pipeline management? Sales pipeline management includes tracking and managing all sales opportunities through each single state leading to close.

Account Planning 52

Account Planning Account Management B2B Prioritization 52

Arpedio

MARCH 7, 2022

Why Account-based marketing (ABM) is essential to your business. Back to blog. For key or strategic accounts, does it matter if marketing works with sales? Account-based marketing (ABM) revolutionized marketing. So, why do so many strategic/key account management (SAM/KAM) programs not integrate with ABM?

Co-Creation 52

Co-Creation Account Management Account Planning Key Account Management 52

SBI

AUGUST 1, 2019

Revegy provides a premier platform for Key Account Management, focused on helping companies optimize revenue growth for their most valuable customers. Operating in more than 32 countries, FinListics Solutions is a B2B sales leadership company that promotes insight-led selling. Account Targeting. Blog Article.

Account Planning 34

Account Planning Account Management B2B CRM 34

SBI

AUGUST 2, 2019

Revegy provides a premier platform for Key Account Management, focused on helping companies optimize revenue growth for their most valuable customers. Operating in more than 32 countries, FinListics Solutions is a B2B sales leadership company that promotes insight-led selling. Account Targeting. Blog Article.

Account Planning 32

Account Planning Account Management CRM B2B 32

SmartKarrot

OCTOBER 14, 2020

If you have been reading our blogs regularly, then you know that we write extensively on Customer Success. And the most widely known role in customer success is the customer success manager (CSM). But this blog is specifically about an account manager (AM). Salary for Account Manager.

Account Management 10

Account Management Management Negotiation Key Account Management 10

SmartKarrot

OCTOBER 28, 2022

This approach is called strategic account management for enterprises (also known as key account management). The Responsibility of Strategic Account Manager. Key account managers’ top concern at night is undoubtedly customer retention. Final Words.

Account Management 10

Account Management Management Key Account Management Decision-making 10

Arpedio

DECEMBER 22, 2021

Back to blog. Ned Gilbert , Senior Director of Strategic Accounts for applied sciences team at Premier Inc. Ned has over 12 years of professional sales experience, 10 of which he has spent in healthcare sales, strategic account management and sales leadership working for Medtronic, the largest medical device company in the world.

Supply Chain 52

Supply Chain Account Management B2B Stakeholders 52

Arpedio

DECEMBER 22, 2021

Back to blog. Ned Gilbert , Senior Director of Strategic Accounts for applied sciences team at Premier Inc. Ned has over 12 years of professional sales experience, 10 of which he has spent in healthcare sales, strategic account management and sales leadership working for Medtronic, the largest medical device company in the world.

Supply Chain 52

Supply Chain Account Management B2B Stakeholders 52

SmartKarrot

NOVEMBER 2, 2022

Challenges are inevitable in growing customer accounts. The key account management process is a multi-step process that begins with analyzing the profitability and continues throughout the sales cycle. This is certainly not an easy task.

Account Management 10

Account Management Management Key Account Management Stakeholders 10