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Your First 100 Days as an Account Management Leader Part 7: Ensuring Your Account Management Team Is Equipped

Kapta

Strong sales and account management leaders can pave the way to innovative, customer-centric workflows and organizational changes.

Your First 100 Days as an Account Management Leader Part 6: Building Internal Support and Alignment for KAMs

Kapta

Account Managers need a unique set of tools to provide the right level of service and proactive management to key accounts.

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Your First 100 Days as an Account Management Leader Part 5: Leading and Lagging Indicators Your Team Should Hit

Kapta

Analyzing the same thorny, complex challenges from different angles is key to creative problem-solving.

Your First 100 Days as an Account Management Leader Part 2: When and How to Review Customer Health Scores

Kapta

The secret to a strong revenue pipeline isn't continual growth into new markets, with rapid lead acquisition, conversion, and sales.

Demystifying Intent Data to Drive Demand in B2B

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

Your First 100 Days as an Account Management Leader Part 3: Why Are Customer Touch Points Important?

Kapta

When customers have any type of negative experience, it can have disastrous consequences for your business — both for keeping the account and when it comes to long-term revenue implications.

Your First 100 Days as an Account Management Leader Part 1: How to Create a KAM Process

Kapta

Developing a strong key account management team can be a significant asset for your business. But strategic and key account management teams won't just emerge from your sales and AM department fully formed and ready to grow revenue or build multi-year client relationships.

Improving Customer Experience Through the KAM Maturity Model

Kapta

Your organization already knows that providing excellent customer experiences is important. But intermittent "Wow!" moments are no longer enough.

Breaking Down the KAM Maturity Model: The Process

Kapta

Process improvements have a way of falling off your to-do list when meetings fill up your calendar and quarterly deadlines are always just around the corner.

Where Communication Fits Into the Key Account Management Maturity Model

Kapta

The key to excellence is communication. Every member of your team benefits from strong internal communication practices , intuitive communication tools, and easier access to information. Your clients also benefit from more structured client-facing communication and fewer internal silos.

How is Your Leadership Mindset Evolving: Using the Key Account Management Maturity Model to Find Out

Kapta

Leadership is essential to any account management team — but how do you ensure it’s happening, and happening well? According to Zippia , "Only 10% of people are natural leaders — another 20% show some qualities of basic managerial talent that can be cultivated into high-quality leadership.".

The 5 Stages of Account-Based Marketing — and How to Win Them All

Successfully complete the five stages of ABM: define, identify, engage, convert, and connect. We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before.

Implementing a Maturity Model for Account Planning

Kapta

Key account managers can run into a wall for multiple different reasons when it comes to strengthening client relationships.

What is a Maturity Model?

Kapta

Results-based metrics are important, but they're limited. They indirectly point to failing or successful business practices, forcing many organizations to guess how to improve their metrics. But maturity models, as explained by ResearchGate , ".help

Everything You Need to Know About the Communication Maturity Model

Kapta

The key to excellence is communication. Every member of your team benefits from strong internal communication practices , intuitive communication tools, and easier access to information. Your clients also benefit from more structured client-facing communication and fewer internal silos.

What is Customer Churn & What Does It Mean for Your Company

Kapta

“Churn” is a term that gets used a lot in Account Management and Customer Success conversations. Many Account Managers and Customer Success Managers take churn very seriously (and many are compensated based on churn rates). Customer Success Key Account Management Tools

How to Execute a Churn Analysis for Account Managers

Kapta

For a business to be successful, you must be willing to make continuous updates and improvements where necessary. More importantly, you should always be focused on your customers and how you can improve their experience with your brand and products or services.

The Ultimate Guide to Executive Recruiting

Sourcing the right executive candidates and filling key managerial roles in an organization can be difficult, even in the best of times. Download this eBook to level up your discovery process, talent sourcing, and strategies for reaching your best-fit candidates.

Your Step-by-Step Guide to Lowering Your Customer Churn Rate

Kapta

Customer churn is an essential metric to track for any organization in any industry. It not only gives you insight as to when and why customers are leaving your organization, but it also helps inform future decisions you’ll make for your business.

How the Key Account Management Process Feeds into KAM Software

Kapta

Breaking down the key account management process and how KAM software can help. Key account management is an essential function of your organization. However, it can be extremely overwhelming to establish a process, but without one, you have no real way to track results and fix what isn’t working.

Is Your Customer at Risk of Churn? 5 Ways to Find Out

Kapta

It’s a key account manager’s worst nightmare: One day, out of nowhere, you lose a major customer. Sometimes it’s completely outside of your control.

6 Tips to Reduce Customer Churn

Kapta

According to Recurly Research in 2020 , "B2C companies experience higher churn than B2B, at 7.05% versus 5.00%." Both numbers represent a huge loss of companies in either sector — lost customers mean lost marketing dollars, customer service hours, and forecasted revenue built into each customer.

The Definitive Guide to the Top 4 Sales Enablement Metrics

See what metrics matter to increase productivity and revenue and your organization. This guide will help you stay data-driven while avoiding data overload.

How to Successfully Manage Customer Churn

Kapta

Customers will leave for just about any reason today — and more often than not, it doesn't even have anything to do with your product or service.

How Voice of Customer Software Improves Account Management Efficiency

Kapta

Even when you have a team of all-star key account managers, you need replicable business processes that everyone on the team can understand and follow. This consistency doesn't just help your account managers have a framework for doing their job well.

Utilizing a Customer Health Score to Identify Growth Opportunities

Kapta

The biggest challenge most businesses face in today's market is maintaining and building customer relationships. It can be difficult to gauge the successes and failures of most customer relationships and respond appropriately if there isn't a solid system to inform strategies.

Setting the Foundation for Your Customer Strategy with a SWOT Analysis

Kapta

Creating a long-term plan for every client in your company's book of business isn't just a valuable habit for growing revenue and building a stronger relationship.

12 Plays to Kickstart Your Recruitment Process

To stay ahead in this race, every recruiter needs a good playbook. In this eBook, we lay out 12 recruiting plays that can automate key steps in your recruitment process, helping you reduce both the cost and the time it takes to hire the best candidates.

How to Prepare a Useful Quarterly Business Review

Kapta

Quarterly business reviews (QBR) are an essential part of a key account manager’s practice. They help you stay in touch with your client and ensure you are serving them to the best of your ability.

Churn Rate vs. Retention Rate: What are the Differences?

Kapta

If you want to start a business or continue growing your current one, you'll need to be familiar with terms such as churn rate and retention rate.

6 Step Guide on How to Create a Strong Org Chart

Kapta

Staying on top of all the people and different motivations in your client relationships is hard work. Mixing up the details can make your clients feel undervalued, and not having clear insight into their organization and dynamics results in missed opportunities.

The Key Account Strategy Template for B2B Businesses

Kapta

Creating an ironclad plan for key account management that guides individual account growth and gives you organization-wide insight isn't easy.

12 Tips for Selling to the C-Suite

The question for sales pros is this: Are you ready for the challenge, and opportunity, of selling to the C-suite? The following 12 tips can help ensure that you and your team are.

Automation and Relationships: Choosing the Best KAM Software

Kapta

Your key account management teams need to be talking to client contacts, managing the customer experience, and growing their book of business.

The Importance of Creating a Repeatable Voice of Customer Process

Kapta

Net promoter score results aren't enough to gain a clear understanding of what your organization needs to do to build healthier and longer-lasting relationships with key clients.

Reasons to Invest in Account Management Software

Kapta

The tools you choose to utilize will make or break your success. In the key account management world, all too often, we see that companies prefer to pair a customer relationship management platform with various software platforms to perform tasks and manage their clients.

Underutilized Account Management Tools and Techniques

Kapta

Splitting your organization's accounts into general accounts, key accounts, and strategic accounts sets the foundation for your teams' entire strategy.

The Power of Conversation Intelligence

This eBook will answer all your questions and more on Conversation Intelligence (CI) by providing a complete overview and its need in Revenue organizations - delivering impact from your Sales Development Representatives all the way to the C-Suite.

4 Steps to Creating a Successful KAM Program

Kapta

Key account management , or KAM, is one of the most valuable developments in account management to have emerged in the last 20 years. It is a process in which to build and maintain relationships with your most critical accounts.

Your Guide to Account Management Software in 2022

Kapta

Growing a strong account management team requires more than just good salespeople. It also requires solid account management software to support your team.

Differences Between Key Account Management & Customer Success

Kapta

The terms key account management and customer success are often used interchangeably within organizations. However, while the two strategies share a few common goals, they are completely different in their implementation. Customer Success Key Account Management

4 Red Flags that Your Customer isn’t Finding Value in Your QBRs

Kapta

QBRs are an essential part of the account management process. They are a huge opportunity to give your customer what CSO Insights Buyer Preferences Study revealed they most want—an ongoing relationship as an existing customer along with fresh insights and perspectives. Quarterly Business Reviews

The Business Case and Playbook for Data-Driven Sales Coaching

Sales coaching & learning is a wise investment, but also requires you to do it right. This eBook will serve as a springboard for your business case, playbook, and implementation plan as you consider an investment to improve data-driven sales coaching.