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? Table of Contents.

B2B 130

B2B Key Account Management Account Management Decision-making 130

Account Manager Tips

SEPTEMBER 28, 2022

Instead of supporting internal team decisions, you champion your client's cause. Worth a click + B2B Book Club Selection. Every month I publish a list of handpicked books to help you with your professional development. And it's amazing how quickly that little routine has helped me get through some books long on my reading list.

Key Account Management 130

Key Account Management Account Management Management Publishing 130

Account Manager Tips

JANUARY 22, 2022

Why Don't Clients Make Decisions (and How to Help Them Commit) As a key account manager, your goal is to keep your clients happy and satisfied with your solutions. But it's hard to get to that point if those clients never make a decision. And they wouldn't make a decision? No urgency.

Decision-making 130

Decision-making Key Account Management Account Management B2B 130

Account Manager Tips

JULY 5, 2022

B2B Book Club Selection (July 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. Develop Powerful Connections Why this book?

B2B 130

B2B Key Account Management Healthcare Account Management 130

Arpedio

MAY 10, 2023

Why Key Account Management is Essential for Business Success ← Back to blog In today’s fast-paced business world, simply acquiring new customers isn’t enough – you need to keep them coming back for more. That’s where Key Account Management (KAM) comes in. What is Key Account Management?

Key Account Management 52

Key Account Management Account Management Management Profitability 52

DemandFarm

AUGUST 11, 2023

The RevOps team also collects, shares, and utilizes data to gain actionable insights that help teams make data-backed decisions. We focus so much on the book or the process, we forget that these processes are there for a purpose which is to ease the way our customer or salesperson experiences the entire process.

Key Account Management 52

Key Account Management Account Management Digitalization Digital Transformation 52

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.

Key Account Management 130

Key Account Management Account Management Management Decision-making 130

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. There is rarely a deep understanding of how disparate and disconnected decision-making units are across such large organisations.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

KAMCast

JULY 8, 2021

The evolution of an account manager , over the decades, has taken us on a bit of a journey: Let’s visit the 70s… Where the gift of the gab was enough to see you into a meeting with a key decision maker - armed with a bag full of good stories and friendly chat. Come and say hello!

Key Account Management 52

Key Account Management Account Management Management Facilitation 52

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

Red Star Kim

OCTOBER 24, 2022

One delegate was struck by my fun use of dinosaurs in portfolio management. On a more serious note, we considered the advice of Malcolm McDonald on categorising clients from his book Malcolm McDonald on value propositions – How to develop them (kimtasso.com). Recommended sales books. Personas and buyer profiles.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

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. Supply and demand underpins pricing decisions for markets and clients.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Account Manager Tips

APRIL 26, 2021

How much money does a key account manager make? Find out the average salaries for key account managers in Australia, India, the United Kingdom and the United States and what the job is REALLY like before you decide if it's for you. Find out how much money key account managers REALLY make!

Key Account Management 242

Key Account Management Account Management Management Negotiation 242

Account Manager Tips

AUGUST 17, 2022

Why make the first move in a negotiation? Why make the first move in a negotiation? Research shows that making the first offer gives you a bargaining advantage. Higher prices make people tend to think about the good things. Lower prices make people focus on the bad things. Or by making a silly low-ball offer.

Negotiation 130

Negotiation Key Account Management Account Management Decision-making 130

DemandFarm

MAY 12, 2023

Here are three examples where this breaks How does funnel make sense if 67% of the sales cycle is completed on digital channels before contacting the company? In case of ‘booked’ revenue, typical opportunities don’t get created most of the time, so funnel is not even in the picture here.

B2B 52

B2B Key Account Management Account Management Manufacturing 52

Account Manager Tips

NOVEMBER 22, 2022

As a supplier, if you want to sell to procurement, you really need to understand things like the buying process, supplier management, supply chains, decision making and more. One of the only sales books I've read that has a dedicated chapter on partnering with procurement. Check these out + The Art of Procurement Podcast.

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 130

Red Star Kim

OCTOBER 16, 2023

And the problem was compounded with extraordinarily long lead times for sales through complex decision-making processes in professional services. Make training opportunities attractive – generate demand for places on training academies. Some people will believe that they are experts at selling.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Jermaine Edwards

MAY 18, 2020

There are 10 immutable laws that shape the philosophy, outcomes and actions of high performing businesses, key account managers and customer serving professionals over the long term. It’s knowing this that helps you to make better decisions. Then first dive headline into Dr Amy Banks book Wired to connect.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Jermaine Edwards

MAY 18, 2020

There are 10 immutable laws that shape the philosophy, outcomes and actions of high performing businesses, key account managers and customer serving professionals over the long-term. It’s knowing this that helps you to make better decisions. Then first dive headline into Dr Amy Banks book Wired to connect.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Account Manager Tips

AUGUST 9, 2022

Along the way, both make compromises until those discussions reach a conclusion: The buyer can solve the problem on their own. 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. Learn more.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Account Manager Tips

AUGUST 10, 2021

84% of B2B decision-makers start the buying process with a referral. 61% of customers make at least one referral. But, for B2B companies, it falls to the sales team or the key account management team to ask. Warwick Brown // Account Manager Tips. Make your connection look good.

Decision-making 240

Decision-making Account Management Value Proposition Brainstorming 240

Red Star Kim

JUNE 16, 2022

Sometimes through dedicated internal campaigns and sometimes through the use of Key Account Management. And with data and evidence to support decision-making, it is easier to make choices (i.e. The constraints for those regulated by the FCA were acknowledged. Get back out there after Covid.

Management 130

Management Key Account Management Digitalization Communication 130

Account Manager Tips

SEPTEMBER 29, 2020

Are you doing key account management the hard way? Effective key account management requires you to increase profits, develop relationships, increase satisfaction, grow revenue, improve retention and reduce conflict. Let's take a look at 7 of my favourite key account management tools.

Key Account Management 130

Key Account Management Account Management Management Meetings 130

QYMATIX

FEBRUARY 1, 2022

The ability to make predictions in B2B sales will radically affect the productivity of sales teams. Useful sales analytics should present users with all the information they need to make successful sales decisions. A B2B key account manager typically handles dozens of accounts with hundreds of products.

Sales Analytics 52

Sales Analytics Key Account Management B2B Sales 52

KAMCast

MAY 13, 2021

IN THIS EPISODE: Key account management is a beautifully simple business basic…one that isn’t that easy ! HIGHLIGHTS FROM THIS EPISODE: We’d urge you to bookmark this episode and make sure that you listen to it properly – dig really deep and reflect. Assumption that the key accounts are simply the largest ones.

Key Account Management 52

Key Account Management Account Management Profitability Decision-making 52

Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. Even under financial and emotional duress, strive to make calm, thoughtful, strategic decisions. Even so: How will you divide inbound and outbound lead gen, opportunity management, and strategic account management?

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Arpedio

NOVEMBER 30, 2021

Making the customer’s buying journey less complex. The overlay of various interaction media and multichannel customers complicates ‘how’ buyers now interact with sellers and the speed of innovation makes it difficult for customers to keep track and make informed purchase decisions. Back to blog.

Digitalization 52

Digitalization Account Management B2B Decision-making 52

Account Manager Tips

OCTOBER 6, 2022

If they’re important, block time in your diary to make them happen. Make sure the purpose is clear and everyone knows why the meeting is in place and what they need to prepare. Calendar management tools like Dotcal offer great free versions for scheduling meetings and integrations with Outlook, Gmail and more. Then review again.

Management 246

Management Meetings Decision-making Brainstorming 246

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.

Meetings 40

Meetings Suppliers Key Account Management Account Planning 40

Clarity Engagement Solutions

NOVEMBER 9, 2020

Because the changing dynamics make it more complex day by day. There’s a reason why stakeholders in ONE ecosystem setting, (payers and government health authorities) want Pharma to understand concerns around care protocols and costs in a SECOND ecosystem setting, (hospitals, HCPs and provider decision makers).

Supply Chain 91

Supply Chain Healthcare Suppliers Stakeholders 91

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

KAMCast

FEBRUARY 4, 2021

IN THIS EPISODE: I continue my discussion with Jay Baer, Hall of Fame Keynote speaker and the author of SIX best-selling books which all point to the importance of the customer experience. truly worthy of remark and packed with detail that would make for great story telling) ???????????????????? Talk-able Empathy.

Customer Experience 52

Customer Experience Internet Digitalization Media 52

DemandFarm

OCTOBER 12, 2023

Economic Buyer: This is the person in charge of the financial decisions and make or break the deal. Decision Criteria: By understanding the criteria that impact’s your prospect’s decision, you can create a more persuasive pitch to get ahead of competition. When to use SPIN Selling?

Decision-making 52

Decision-making Sales B2B Key Account Management 52

Account Manager Tips

OCTOBER 11, 2021

15 Reasons Why You Might be a Bad Account Manager Bad key account managers fail to build business relationships and achieve results. Here are fifteen signs you might be a bad key account manager and how to turn yourself into a good one. Key account managers without an action plan will fail.

Account Management 246

Account Management Key Account Management Management Suppliers 246

KAMCast

JANUARY 21, 2021

My guest on this episode is a Hall of Fame Keynote speaker and the author of SIX best-selling books which all point to the importance of the customer experience. It is also handled in-depth in Section 2 in his Talk Triggers book – a must read!) The Book contains: ? If you haven’t heard Jay Baer speak yet, you are in for a treat.

Customer Experience 52

Customer Experience Internet Advertising Stakeholders 52

Deep Insight

AUGUST 10, 2020

To be honest, the really fun part of writing the book was the interview process. Assembling all those interviews into a coherent book was a chore. This blog is about the fundamentals of Key Account Management (KAM) but that was not the topic I had in mind when I interviewed Joe Edwards. Key Account Management.

Key Account Management 52

Key Account Management Account Management Management Account Planning 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 72

Artificial Intelligence B2B Computers and Electronics Internet 72