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. 1 In fact, many of them admit their meetings were a total waste of time. 2 What the !@*?

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

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

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. A challenging role requiring deep insight into potential clients and value propositions as well as a great deal of confidence.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

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

Red Star Kim

OCTOBER 25, 2023

I had the pleasure of meeting Helen Kensett at the recent PM Forum Conference. Another valuable AI-powered tool for the MarTech armoury. So here’s a brief system review: CogniClick for instant, personalised research reports using AI. There’s also a dashboard facility to show how your campaign performs.

Banking 130

Banking Artificial Intelligence Cybersecurity Key Account Management 130

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

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

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

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

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

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

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

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. Customer knowledge lives in your CRM systems, surveys, meeting notes, market research and excel sheets. Assume that your meetings will take place remotely. .

Co-Creation 40

Co-Creation Healthcare B2B Customer Knowledge 40

Red Star Kim

JUNE 16, 2022

Sometimes through dedicated internal campaigns and sometimes through the use of Key Account Management. It can increase their confidence knowing that there is some structure and substance to referrer meetings. shadowing or coaching) or motivation to have more face-to-face meetings. 100% Connecting (after meeting).

Management 130

Management Key Account Management Digitalization Communication 130

Account Manager Tips

OCTOBER 6, 2022

Schedule meetings ASAP 4. Use meeting scheduling tools 5. Schedule follow up meetings during the meeting 6. Only meet for as long as needed 10. Say "No" to update meetings 11. Resolve meeting conflicts immediately 14. Resolve meeting conflicts immediately 14. Batch meetings 16.

Management 246

Management Meetings Decision-making Brainstorming 246

Red Star Kim

DECEMBER 5, 2023

There were comments that it was unusual for people to be in the office so face time and in person meetings – where it is easier to develop rapport, trust and solid working relationships – were rare. Finding ways to meet with people in real time (such as at social events) can help. Make myself more visible in meeting with fee earners.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Red Star Kim

APRIL 17, 2023

Surprisingly, delegates were more likely to use spreadsheets than a CRM for managing client and referrer information. 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

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. I have had multiple meetings with Pierre Leconte, a member of the ClearPoint support team, and he has been incredibly helpful and responsive.

Government 40

Government Management Customer Success Organization 40

Red Star Kim

JANUARY 5, 2023

Use of social media in referrer relationship management? 100% Connecting after meeting. 40% Monitoring accounts. Do you have a Key Account Management (KAM) programme at your firm? Key Account Management (KAM) programme (kimtasso.com). 25% Emails and newsletters. 25% Telephone calls.

Management 130

Management Media Key Account Management Communication 130

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

Mercuri International

JUNE 10, 2020

It’s no surprise that sales strategies are having to pivot to meet the changing demands and context of the current market. 2020 is presenting a perfect storm when it comes to rapid market change – copywriters are struggling to come up with synonyms for the word ‘unprecedented’. No train, no gain.

Remote Working 98

Remote Working Key Account Management Finance Banking 98

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

Hubspot Sales

APRIL 5, 2023

Outside sales representative positions include some travel time to meet with buyers and pitch products. Account managers work closely with customers to make sure they have a good experience and get the help they need. The average salary for an account manager is roughly $53,000 a year.

Software 118

Software Software Sales Meetings 118

Showpad

FEBRUARY 9, 2024

Sales, marketing, and account management teams must demonstrate a deep understanding of a buyer’s unique business needs by tailoring information to build trust and add value. In fact, sellers spend an average of 11 hours per month looking for and modifying content for buyers (Forrester Q4 2020 Global Sales Enablement Survey).

Account Management 52

Account Management Decision-making B2B Marketing 52

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. The crux of marketing is to anticipate (and meet) client needs whilst maximising profit.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

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

DECEMBER 2, 2022

Minimise meetings – Find alternative ways to communicate and/or ensure meetings are kept short by producing papers in advance and showing what decisions are required in meetings. Concierge – Available 24/7 to meet all of your needs. Managing big data and analytics. Account management and selling skills.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Brightbridge Consulting

SEPTEMBER 22, 2020

We recently took part in a forum about how key account management (KAM) and sales were developing to meet the new challenges 2020 has thrown our way and to adapt further to those that the hazy horizon of the future will present. These to us, are all aspects of key account management. The post We disagree.

Key Account Management 40

Key Account Management Account Management Sales Management 40

Showpad

AUGUST 9, 2022

Even as they hired more account managers, new customer accounts kept pouring in. Just Eat’s account managers soon found themselves each responsible for a portfolio of hundreds of accounts. Letting account managers pull all the data they need for their customers in seconds—all within Showpad. .

Organization 52

Organization Account Management Sales Suppliers 52

Revegy

AUGUST 12, 2020

If you’re responsible for growing your company’s revenue, either through a sales or an account management role, the panic of deal slippage or limited revenue opportunities may feel unavoidable. Account planning is more than just a strategic exercise. Map these strategic plans collaboratively. 2. Know Your Colleagues.

Account Planning 69

Account Planning Account Management Stakeholders Client Development 69

Arpedio

MAY 30, 2022

Not sure what it means to be a journey orchestrator in Account Management? Last week more than 500 Strategic Account Managers (SAMs) and leaders of SAM programs gathered in New Orleans for the annual Strategic Account Management Association (SAMA) conference. Director Strategic Accounts, Premier Inc.

Digital Transformation 52

Digital Transformation Account Management B2B Advertising 52

Mike Kunkle

JUNE 12, 2022

I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. In 2020, I applauded them for trying hard not to send people out into the record masses of the unemployed. This is a post I never wanted to write. I usually chastise leaders for doing a series of downsizings.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Hubspot Sales

APRIL 27, 2023

That's how much SaaS, as a global industry, is projected to be worth by 2026 — nearly double how much it was worth in 2020 ($158 billion). Successful AEs can go on to sales management, enterprise sales, or even executive roles, depending on the size of the company. occupations.

Sales 109

Sales Account Management Communication Sales Management 109

SBI

FEBRUARY 19, 2020

Zuant Quantifies ROI for Event Marketers Worldwide; Kicks Off 2020 with Record Client Growth. Zuant has added 36 new clients since January 2019, 10 of which joined in January 2020, including 3M (six divisions), Dow Chemical, Honeywell, Sleep Number (two divisions), Uber, Verizon (three divisions) and others. Account Planning.

Marketing 27

Marketing Account Planning Digital Transformation CRM 27

Arpedio

MARCH 3, 2021

This is really cool because now you can automate some sales processes like “1 week after the lead is created in Salesforce, send them an email requesting a meeting”. Follow us on LinkedIn to get all the newest perspectives and insights around strategic relationship management and sales innovation. Start free trial. Start free trial.

B2B 52

B2B Account Management Innovation Management 52

Hubspot Sales

AUGUST 17, 2020

Let’s discuss what an account development manager does, and how to become one. Account Development Manager. Account development managers work with their company’s sales organization to close deals with accounts that meet their ideal customer profile for maximum revenue.

Account Development 95

Account Development Management Advertising Profitability 95

SalesGlobe

AUGUST 30, 2023

Meeting buyers where they are is a three-way street that includes where they work, how they want to engage and what mode of constantly changing technology they use to make purchase decisions. We are now solving problems for clients and directing them to the right solutions to meet their needs. It’s become a blend of both.

Organization 52

Organization Sales B2C Decision-making 52