How the Key Account Management Process Feeds into KAM Software


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.

How to Prepare a Useful Quarterly Business Review


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.


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Utilizing a Customer Health Score to Identify Growth Opportunities


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.

How Voice of Customer Software Improves Account Management Efficiency


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.

100 Pipeline Plays: The Modern Sales Playbook

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Setting the Foundation for Your Customer Strategy with a SWOT Analysis


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.

6 Step Guide on How to Create a Strong Org Chart


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.

Reasons to Invest in Account Management Software


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.

Automation and Relationships: Choosing the Best KAM Software


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

Your Guide to Account Management Software in 2022


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

Underutilized Account Management Tools and Techniques


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

This Coming Holiday Season is Shaping Up to Have the Most Spending in History

As for what shoppers want to buy most, you'll have to read the “2021 Holidays Unwrapped” report by Klarna to find out. Download it here!

4 Steps to Creating a Successful KAM Program


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.

The Key Account Strategy Template for B2B Businesses


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

Differences Between Key Account Management & Customer Success


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

Our KAM Process: Your Roadmap for Building Customer Engagement


Key account management can be an overwhelming idea. Oftentimes, it sounds like a great option for organizations, but they don’t know where to begin with implementing this new process. Customer Engagement

How to Identify Key Accounts


Key accounts are essential to your business. They are the 20% of your accounts generating up to 80% of your company’s revenue. So, it’s important to select them wisely and protect them from defecting to the competition who is always trying to win them over. Key Account Management

Your Guide to Using Conversational Marketing to Drive Demand Generation

What is conversational marketing really about? This guide will examine the market forces at play, shifting buyer trends, how to leverage conversation marketing, and the tactics involved in adopting it for a B2B demand generation strategy.

What's Missing in Your Customer Success Software?


Lack of visibility is one of the biggest problems impacting key account management, even in 2021. Isolated programs, account managers without sufficient buy-in to new systems, and broken processes compound to prevent revenue teams from gaining complete insight into accounts.

The Fundamental Guide to Account Planning


Key account management is as much a science as it is an art. Create a consistent approach to how you build background information on critical clients, develop a sales approach, and build a relationship based on proactive management and support.

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


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

Tips for Getting Off to a Good Start with Your New Strategic Accounts


For better or worse accounts get shaken up at the beginning of the new year. You might be left to build new relationships at important companies that you don’t have a relationship with or even worse, customers that didn’t have a strong relationship with their previous account manager.

LinkedIn + ZoomInfo Recruiter: Better Data for Better Candidates

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The Future of Automated Account Management


Relationships are the most important part of successful account management. However, if you take a look at where the average account manager spends their time, it doesn't reflect the same sentiment. Customer Success Key Account Management

Account Management Tools to Simplify the KAM Process


Retaining clients requires more than good reactive support and strong products. It requires proactive account management, anticipating client needs, and constantly strengthening the relationship.

Customer Success Platform vs. Account Management Software


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

5 Things to Look for in a Strategic Account Planning Software


Relationships are at the core of every account. But it takes more than personable, highly qualified account managers to make that relationship grow.

A Recruiter’s Guide To Hiring In 2021

With vaccination rates rising, consumers spending more money, and people returning to offices, the job market is going through a period of unprecedented adjustment. As the New York Times observed, “It’s a weird moment for the American economy.” And recruiting professionals are caught in the middle. To make the most of this disruption, you need to understand the economic drivers, develop a strong strategy for unearthing valuable talent, and use the latest tech tools to get the job done. Read this guide to get your recruiting practice ready to thrive in the new normal.

To Be a Better Account Manager, Be A Better Storyteller


As an account manager, you listen to your clients’ problems and needs, then inspire them with stories of possibility with your solutions. To do so, you need to take it up a notch and go beyond the customer stories prepared by marketing.

How to Get the Most out of Your Key Account Management Software even if your CRM Data is Garbage


Dirty CRM data is a problem. It decays 30-70% per year depending on the industry. ZoomInfo reported that this dirty data negatively impacts customer relationships in 54% of companies, leads to 25% more time being wasted, and contributes to the failure of 40% of business objectives.

Critical Behaviors your team must adopt to get the most from Key Account Management software


Key Account Management (KAM) is an essential function in your organization, especially in times of uncertainty. With 80% of sales coming from 20% of your customers and existing customers being the source of 70% of revenue, account management protects, retains, and grows this more profitable segment.

Why Forward-Thinking Chief Revenue Officers are Investing in Key Account Management Software


According to the Pareto Principle, or 80/20 rule, 80% of your sales come from 20% of your existing customers. CSO Insights found that 70% of revenue comes from existing accounts.

Reaching Unreachable Candidates

Speaker: Patrick Dempsey and Andrew Erpelding of ZoomInfo

What is ZoomInfo for Recruiters? Find and connect with the right talent to fill roles fast with more data, basic search, advanced search, candidate and company profiles, and export results. Watch this On-Demand Webinar today to see how ZoomInfo for Recruiters can work to get your talented candidates results.

4 Dysfunctional Beliefs of Quarterly Business Reviews


When it comes to Quarterly Business Reviews (QBRs) most teams are not taking full advantage of the opportunity these meetings present. The opportunity to work with, have a conversation with and build a joint vision of the future with their key customers.

Tips to Onboard Your Account Managers More Effectively


Customers hate account turnover. It usually means that they have to re-explain everything to their new account manager (AM) and start from scratch. Plus, they’ve come to rely on their previous AM as a trusted advisor meaning your AM has big shoes to fill and trust to be built.

Do Your Key Account Managers Really Know Their Most Important Accounts?


I have sat in and reviewed hundreds of account plans from key account managers. Even when there is a lot of money on the line, I have found that many account managers know very little about their biggest accounts.

When an Account Manager Leaves Your Team, How Big a Gap Is Left?


It is estimated that people change jobs an average of 12 times from ages 18 to 52. If you do the math, that’s only 2-3 years per job.

Increase Revenue with Faster Sales Onboarding

Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. This exclusive eBook, Increase Revenue with Faster Sales Onboarding, provides details on how to: • Achieve your sales organization's goals • Increase revenue • Avoid turnover • Give reps a path to success Download the eBook today!

Three Tips For Key Account Managers To Impress in Your Next One-On-One


If you were working in sales last year you sure earned your paycheck. It was a tumultuous year of ups and downs. For Account Managers, now couldn’t be a more important time to show your manager the value you bring and showcase your growth and abilities.

Creating Personalized Touchpoints With Strategic Accounts When Meeting in Person Isn’t an Option


The last year has forced most of us to get very comfortable conducting business in ways outside of our norm. In fact, many experts agree that certain workplace trends will be changed forever: things like travel and flexibility in where we work from, for example, are likely to be reshaped permanently.

The Best Way to Gauge Key Account Manager Performance


Key Account Managers are tasked with ongoing, dynamic business and relationship management, 365 days a year.

How Analytics is Improving Strategic Account Management


Psychology 101 tells us that responding with reinforcement when someone performs a given action encourages them to repeat it. And behavior that is not reinforced is less likely to be repeated.

The Blueprint for Better Sales Onboarding

Onboarding – every company does it, but a shockingly few do it really well. So the question is – how do you break the cycle and onboard salespeople in a way that actually works? This exclusive eBook provides 6 steps to better sales onboarding. Download the eBook today!