Strategic Account Management Association

AUGUST 6, 2021

Director Global Account Management, Aramex. Aramex services include international and domestic express delivery, freight forwarding, integrated logistics and supply chain management, and e-commerce solutions. Additionally, the company experienced above average growth of gross profit from strategic key accounts.”.

Supply Chain 520

Supply Chain Logistics Co-Creation e-Learning 520

Strategic Account Management Association

FEBRUARY 2, 2021

Just when customer account teams and salespeople were beginning to grow accustomed to virtual-only sales and account management, a return to (some) face-to-face interactions is on the horizon. Jonathan Hughes, Partner, Vantage Partners, and David Chapnick, Partner, Vantage Partners. These mixed results are not surprising.

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

Strategic Account Management Association

FEBRUARY 23, 2021

For more on creating teams within the strategic account management program, see “Addressing the New Normal: Creating Liquid Strategic Account Teams,” in the Fall 2020 issue of this magazine.) The post “LIQUIDITY,” ORGANIZATIONAL RESILIENCE AND YOU appeared first on Strategic Account Management Association blog.

Telecommunications 520

Telecommunications Decision-making Account Management Organization 520

Account Manager Tips

JULY 27, 2020

Which means as an account manager, you’ve got to rely on instincts (and maybe a little prayer). You can’t run an account management team like that, let alone a business. I’m excited to share my conversation with Calin Muresan , Existing Business Manager, at Netguru. 03:34 The best thing about account management.

Account Management 130

Account Management Business Growth Management Account Planning 130

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. A detailed list of all the activities you need to do to get settled into your new account management role, grouped into 30 day periods. Are you moving to account management from a different profession?

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Strategic Account Management Association

SEPTEMBER 13, 2021

SAMA and Boston Consulting Group partnered in May 2020 to conduct a study aimed at discovering the early changes to customer expectations for sales organizations as a result of the COVID pandemic. A shared success plan is one of the most important tools in the strategic account management toolbox. – SAMA.

Co-Creation 520

Co-Creation Suppliers Management Supply Chain 520

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.

Account Management 98

Account Management Management Account Planning Co-Creation 98

SBI Growth

JULY 25, 2019

It’s Wednesday, January 1, 2020. The all-too-familiar sound of the champagne popping signals the beginning of a new year. You have twenty-four hours left of vacation. Twenty-four hours left until you.

Account Management 78

Account Management Management Acquisition Customer Success 78

Strategic Account Management Association

SEPTEMBER 22, 2020

As a strategic account manager (SAM), you know how important it is to speak your customers’ language and see the world through your customers’ eyes. Earlier this year, we took stock of the myriad forces impacting health care delivery and boiled everything down to four major health care trends that every SAM needed to know in 2020.

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400

Strategic Account Management Association

APRIL 5, 2021

the committee responsible for overseeing purchasing decisions), I met thousands of salespeople and strategic account managers through the years, and I would say that no more than 3 percent or so had bothered going through my company’s 10-K. Take a look at Ford Motor Company’s Proxy Statement for 2020 below. All rights reserved.

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

SBI Growth

JANUARY 8, 2020

It is the start of 2020, a new year for your organization. You are just getting back from vacation, coming into a flurry of activity. Last year probably had some ups and downs, but you are ready for a new.

Global Accounts 87

Global Accounts Account Management Management Organization 87

Red Star Kim

OCTOBER 25, 2023

Blick Rothenberg: Annual Landlords survey – Spotlight on EPC Compare yourself live with your industry peers Personalised report: EPC Survey Report Impact of AI on B2B The impact of AI on B2B Report Arrow: Cybersecurity spot check 2023 Cogniclick can be used for assessment and evaluation to support consulting and sales conversations.

Banking 130

Banking Artificial Intelligence Cybersecurity Key Account Management 130

Brightbridge Consulting

FEBRUARY 12, 2020

The Association for Key Account Management 3rd Annual Conference is to take place on Wednesday, 4th March, 9.30 Whether you are a KAM Programme Director or Key Account Manager, you will meet. Whether you are a KAM Programme Director or Key Account Manager, you will meet. to 17.00, Berlin.

Key Account Management 40

Key Account Management Account Management Meetings Marketing 40

Red Star Kim

NOVEMBER 1, 2023

Amongst the delegates were business development executives and managers with responsibility for between three and five clients as part of their firm’s Key Client Programme (KCP) or Key Account Management (KAM).

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Strategic Account Management Association

AUGUST 10, 2021

Participants included 200 Account Managers, SAM Program Directors, and Central Office/Program Managers across 8 industries worldwide. In 2020, account managers in healthcare received 20% higher pay than in 2018, compared to other industries where pay rose just 2.7%. About the Report. Email Joel Schaafsma.

Artificial Intelligence 104

Artificial Intelligence Healthcare Account Management Account Planning 104

Account Management Skills

MARCH 29, 2021

We discussed everything to do with account management, including why David thinks the account management role is the most difficult role in the whole agency. I hope you come away with lots of new ideas about the account management role. Baker , who is a legend in the agency world.

Account Management 40

Account Management Management Client Relationships Decision-making 40

Red Star Kim

FEBRUARY 15, 2024

MBD professionals are expected to help fee-earners achieve their full potential in marketing, business development and client management whilst delivering results and impact from strategic MBD initiatives. As a bridge between fee-earners and specialist marketing teams. Delegates felt that MBD professionals had much more responsibility now.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Account Manager Tips

MARCH 3, 2021

Ronni Gaun, a top 100 CS strategic strategist in 2020 explains why customer success matters and why the revolution is just beginning. Customer success management vs. key account management People often get confused between the two roles, and there are parallels and intersections between them. Click to Tweet.

Customer Success 200

Customer Success Key Account Management Account Management Management 200

Red Star Kim

SEPTEMBER 26, 2023

increasingly M&BD professionals play a part on the front line of client contact for example, as account managers) Client concentration? In this case, account managers liaise with the fee-earners. The growth of MarTech in professional services – an overview (kimtasso.com) Account management or project support?

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Showpad

OCTOBER 9, 2020

This post will recap TRANSFORM 2020 keynotes, breakouts and sessions and give you some new ideas about sales enablement you can put into practice right now. Your salespeople, marketers, account managers, professional services specialists and customer success coaches all need to be able to deliver the best buyer experience.

Co-Creation 40

Co-Creation Healthcare B2B Customer Knowledge 40

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. I scour publications and awards to pick up as many as I can.

Marketing 130

Marketing Key Account Management Innovation Account Management 130

Mercuri International

AUGUST 18, 2020

Training Trends 2020. 2020 has provided a combination of global events that have redefined the business landscape. Mercuri International conducted this survey to find out how businesses react on this storm of changes in the market – Training Trends 2020. TRAINING TRENDS 2020 – BUDGETS ARE AFFECTED.

Key Account Management 98

Key Account Management Construction Finance Account Management 98

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. Account Manager Tips · 1. As a key account manager, you get things done through influence, not power.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

ClearPoint Strategy

DECEMBER 29, 2020

In June 2020, ClearPoint founders penned a letter, Matter is a Minimum , outlining actionable steps that we, as a company, are committed to taking in response to the Black Lives Matter movement. The post Investment in Community: 2020 Strategy and Performance Management Cohort Recap appeared first on ClearPoint Strategy.

Government 40

Government Management Customer Success Organization 40

Showpad

DECEMBER 16, 2019

Some of the most notable Sales enablement trends are things that directly pertain to the Sales cycle, while others will more broadly apply to Marketing, accounts, finance, and other areas of operations. The post Sales Enablement Trends to Look Out for in 2020 and Beyond appeared first on Showpad.

Artificial Intelligence 52

Artificial Intelligence Sales Value Proposition Facilitation 52

SBI Growth

JANUARY 24, 2020

Benjamin Franklin once said, “By failing to prepare, you are preparing to fail.” ” In a survey of 226 economists published by the National Association for Business Economics in August 2019, 72% of the respondents said they believe the U.S.

Key Account Management 90

Key Account Management Account Management Publishing Management 90

Red Star Kim

FEBRUARY 8, 2024

Similarly, a Key Account Management (KAM) or Account Based Marketing (ABM) approach may help. There are many articles on both of these topics. But in essence, this is an internal cultural issue – do you have a “one firm” approach?

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

JANUARY 5, 2023

Do you have a Key Account Management (KAM) programme at your firm? Key Account Management (KAM) programme (kimtasso.com). Highlights from a referrer management workshop (2020) (kimtasso.com) December 2020. pragmatic steps to improved referrer management 2019 (kimtasso.com) December 2019.

Management 130

Management Media Key Account Management Communication 130

Red Star Kim

SEPTEMBER 5, 2023

In 2020, I published Essential soft skills for lawyers (kimtasso.com) Training for marketing and business development (M&BD) professionals For over 15 years I have created and delivered training for M&BD professionals (Beginner, Intermediate and Advanced) through PM Forum.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Red Star Kim

DECEMBER 12, 2023

Delegates represented a variety of roles – many were MBD generalists covering a range of activities (planning, marketing communications, client listening, account management, campaigns, pitches etc). But some had travelled (with a rather early start) from the Midlands and others had battled in from the London suburbs.

Marketing 130

Marketing Emotional Intelligence Management Leadership 130

Red Star Kim

FEBRUARY 1, 2024

Marketing and BD budget as a percentage of revenue continues to fall Firm’s total MBD budget as a percentage of its total revenue 2020 2.15% 2021 2.92% 2022 3.35% 2023 2.88% 2024 2.40% 34% see an increase for 2024, 59% see it staying the same and 6% see a decrease.

Marketing 130

Marketing Leadership Profitability Digitalization 130

Mercuri International

JUNE 10, 2020

It’s still too early to choose the precise term for the predicted economic environment of Q3 and Q4 2020 – many people are arguing the semantics of slowdown, downturn, recession, or depression – but one thing is certain: it’s going to be a challenging year for sales. Mercuri Internaitonal Training Trends 2020 – full report.

Remote Working 98

Remote Working Key Account Management Finance Banking 98

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

Mercuri International

MAY 21, 2021

“KAM, SAM, GAM” – the world of account management does love an acronym. They matter because the top performing accounts bring in a disproportionate amount of revenue, drive growth and – above all – are already your clients. So, in short, key accounts matter. These are the clients that matter.

Key Account Management 98

Key Account Management Account Management Suppliers Sales Training 98

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

Red Star Kim

SEPTEMBER 8, 2023

Differential pricing is rarely discussed in professional services although it is often implicit in key account management. Or the likely differences in a firm’s reputation in the area or clients’ value perceptions.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Red Star Kim

APRIL 17, 2023

Half the delegates had a KAM (Key Account Management) programme at their firm. Social media was used by all firms but to varying degrees – there was less activity in sharing joint content and endorsements/recommendations than other methods.

Management 130

Management Manufacturing Client Relationships Facilitation 130