Kapta

OCTOBER 4, 2021

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

Account Management 212

Account Management Management Key Account Management Organization 212

Kapta

SEPTEMBER 13, 2021

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

Key Account Management 206

Key Account Management Account Management Customer Success Management 206

Kapta

SEPTEMBER 23, 2021

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 130

Account Management Management Key Account Management Customer Success 130

Strategic Account Management Association

JUNE 14, 2021

By Danielle Matteson, Vice President, Strategic Accounts Program, AVI-SPL. It designs, integrates, manages ad supports on-site and cloud-based communications and collaboration technologies for organizations around the globe. A New Enterprise Account Management (EAM) Program.

Global Accounts 221

Global Accounts Account Management Management Brainstorming 221

Account Manager Tips

MARCH 23, 2021

Why is key account management important? Well, i f you don't have key account management in place, you could leave money on the table, be helpless to competitor threats and put your most valuable clients at risk of defection. Key account management to the rescue!

Key Account Management 207

Key Account Management Account Management Management Suppliers 207

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. Are you a new key account manager?

Key Account Management 202

Key Account Management Account Management Management Negotiation 202

Account Manager Tips

APRIL 2, 2021

The best sales podcasts key account managers should listen to Are you a key account manager? Why selling is hard for key account managers Key Account Managers are busy making sure clients get the best from what they've already bought.

Key Account Management 191

Key Account Management Account Management Procurement Management 191

Account Manager Tips

FEBRUARY 28, 2021

What skills do key account managers need? Key account management is a profession in demand. Key Account Managers are in demand by companies now more than ever. Enterprise Account Executive #6. Customer Success Manager #7.

Key Account Management 207

Key Account Management Account Management Management Innovation 207

Account Manager Tips

MAY 25, 2021

Definition of key account management. If you're not sure what key account management is, don't worry, you're not alone. Before we get to that, let me explain how key account management became a business strategy. Key account managers kept them.

Key Account Management 208

Key Account Management Account Management Management Suppliers 208

Account Manager Tips

MAY 14, 2021

How to be a better key account manager Do you want some quick wins to improve your key account management performance? That's what key account management is about after all. If you don't do account plans, start. Don't be most account managers.

Key Account Management 167

Key Account Management Account Management Management Account Planning 167

Kapta

MARCH 29, 2021

Key Account Managers are tasked with ongoing, dynamic business and relationship management, 365 days a year. Even quarterly business reviews (QBRs), which tend to zero in on deals booked and progress-to-goal, oversimplify the state of an account. Actionable account plans.

Key Account Management 141

Key Account Management Account Management Management Performance Review 141

KAM With Passion

FEBRUARY 8, 2021

Are you in charge of a true Key Account Management initiative? A strong KAM initiative is always built on the following 3 Pillars: KAM infrastructure , Key Account Teams and Key Account Plans. Defining how the initiative will be managed and with which resources is crucial.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

Kapta

MAY 23, 2021

As an account manager, you listen to your clients’ problems and needs, then inspire them with stories of possibility with your solutions. Earlier on, this is a way for you to develop a deeper relationship and partnership with your key accounts.

Account Management 151

Account Management Management Meetings Marketing 151

Strategic Account Management Association

FEBRUARY 2, 2021

If you have experienced the pain, humiliation and fear of having to tell your manager that you are not going to hit your “blood number,” your commit for the quarter, then I have news for you: It’s not your fault. Only around 60 percent of account managers are making quota, per HBR.

Decision-making 353

Decision-making Account Management Management Suppliers 353

The SAMA Podcast

SEPTEMBER 30, 2021

Jerry, Kate and Dominique are the creators and facilitators for a new training course being offered through SAMA Academy, "Account-based Marketing: Customer-led, team-enabled."

Account Management 88

Account Management Facilitation Marketing Management 88

The Chapman Group

DECEMBER 8, 2020

It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. Account segmentation; (clients, customers and buyers).

Account Management 115

Account Management Management Value Proposition Global Accounts 115

Kapta

MARCH 8, 2021

Including account management analytics in your Key Account Management (KAM) Software is a powerful way to improve performance and account growth on an ongoing basis. Leveraging this valuable data improves strategic account management in the following ways.

Account Management 141

Account Management Management Key Account Management Account Growth 141

Kapta

MAY 3, 2021

Key Account Management (KAM) is an essential function in your organization, especially in times of uncertainty. CRM may be useful for tracking contacts and past account history, but they are not effective for monitoring the long-term strategic elements of key account plans.

Key Account Management 151

Key Account Management Account Management Software Software 151

KAM With Passion

OCTOBER 7, 2020

The terms Account Management (AM) and Key Account Management (KAM) appear in a lot of business conversations and articles. Account Management: A necessity for all organisations. How relationships with customer contacts are managed.

Key Account Management 130

Key Account Management Account Management Management Profitability 130

KAM With Passion

FEBRUARY 22, 2021

Polarized attitudes towards Key Account Management. True Key Account Management (KAM) or Strategic Account Management (SAM) remains a topic that polarizes the thinking and behaviours of business leaders. Key Account Management, what is it really?

Key Account Management 130

Key Account Management Account Management Management Logistics 130

KAM With Passion

FEBRUARY 23, 2021

Jumping in a time lap from antique Greece to our Internet-focused time, there are two major reasons why a Key Account Management Programme sinks in the abyss of corporate failures or disappears because it has lost its few champions. Select the Key Accounts with whom to engage.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

Arpedio

OCTOBER 11, 2021

Key Account Manager or Strategic Ecosystem Leader? Key Account Manager or Strategic Ecosystem Leader? ? On September 15th, more than eighty Key Account Managers (KAM) assembled in Copenhagen and online for a hybrid event. October 11, 2021.

Key Account Management 60

Key Account Management Account Management Co-Creation Account Planning 60

Kapta

MARCH 22, 2021

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.

Key Account Management 151

Key Account Management Account Management Customer Knowledge Management 151

Kapta

JUNE 1, 2021

Customers hate account turnover. It usually means that they have to re-explain everything to their new account manager (AM) and start from scratch. At Kapta, we are experts in account management strategy and how to set up account managers for success.

Onboarding 141

Onboarding Account Management Management Account Planning 141

Kapta

APRIL 26, 2021

CSO Insights found that 70% of revenue comes from existing accounts. This enables you to leverage the positive revenue impact of increased account retention making it easier to attain greater growth targets. Invest in key account management (KAM).

Key Account Management 151

Key Account Management Account Management Software Software 151

RAIN Group

MARCH 24, 2021

But that’s all in the hands of the key account team now. The good news is that key accounts are 60% to 70% more likely to close compared to the 5% to 20% likelihood of selling to a new client. Strategic Account ManagementYour team just won a new logo! Congratulations!

Key Account Management 87

Key Account Management Account Management Supply Chain Management 87

Kapta

MARCH 15, 2021

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. If you want to expand your skillset this year check out our new online account management training course. Accountability.

Key Account Management 151

Key Account Management Account Management Management Account Planning 151

Kapta

MAY 17, 2021

But when it comes to losing a key account manager (KAM) or account manager (AM), the costs and risks can be substantially higher. When done properly, KAMs get to know their accounts so deeply that they become a trusted advisor and resource to them.

Account Management 141

Account Management Management Key Account Management Customer Knowledge 141

Account Manager Tips

JULY 28, 2020

How does your account management team keep up with the challenges and opportunities presented by growth? And how do you define account management objectives that deliver results? Calin joined the team when there were only two account managers.

Account Management 130

Account Management Management Account Planning Suppliers 130

Kapta

FEBRUARY 22, 2021

The best Account Management talent isn’t always the obvious choice. They’ll help you identify the best candidate to add to your Key Account Manager (KAM) team. Key account management is a team activity. Poor hiring decisions can be quite expensive.

Account Management 141

Account Management Management Key Account Management Onboarding 141

Jermaine Edwards

APRIL 29, 2020

What if leadership was what we really needed in key account management today? It wasn’t until we moved from customer management into personal and customer leadership that things shifted significantly. 72% of the workers are not held accountable for their results.

Key Account Management 130

Key Account Management Account Management Management Leadership 130

Sales Gravy

MARCH 28, 2021

On this episode of the Sales Gravy podcast, Jeb Blount (Fanatical Prospecting) answers a listener's question about how to effectively balance prospecting for new logos with serving and managing existing accounts. Podcast Account Management

Account Management 98

Account Management Management Sales 98

Deep Insight

AUGUST 10, 2020

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. Before we got to that point, Joe talked about his first job as a sales manager at Hewlett-Packard (HP). Key Account Management.

Key Account Management 52

Key Account Management Account Management Management Supply Chain 52

Account Manager Tips

JUNE 23, 2020

Phil is an account management and sales professional professional with a wealth of experience and wisdom he's distilled into The Tenets of Account Management. What are the Tenets of Account Management? The Tenets of Account Management. Share.

Key Account Management 145

Key Account Management Account Management Management Suppliers 145

MTD Sales Training

DECEMBER 2, 2019

This is exactly why Key Account Management is one of the most important aspects of the sales process and an integral facet of every single business. Being a successful account manager means more than knowing your customers, being proactive and quickly responding to queries.

Key Account Management 74

Key Account Management Account Management Management Suppliers 74

Sales Gravy

OCTOBER 16, 2020

The Fine Art of Blending Text Messaging Into Your Account Management Process I love blending text messaging into my account management process. There are two reasons why blending text messaging into your account management process works: It’s mobile.

Account Management 87

Account Management Management Communication Virtual Selling 87

SalesPop

JUNE 10, 2021

The post Seamless Account Management appeared first on SalesPOP! Sales ManagementIn my opinion, every sales organization and sales leader has had a very distinguished and legitimate request to achieve goals.

Account Management 63

Account Management Management CRM Organization 63

The Chapman Group

AUGUST 23, 2020

It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. 4 – Is our senior management team part of this process?

Account Management 78

Account Management Value Proposition Management Global Accounts 78

Account Manager Tips

NOVEMBER 27, 2020

Are you struggling for Christmas gift ideas for the key account manager in your life? If you want to show appreciation to a colleague or just treat yourself - there's something for everyone and every budget in this Christmas gift guide: key account management edition!

Key Account Management 130

Key Account Management Account Management Management Digitalization 130

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?

Key Account Management 130

Key Account Management Account Management Management Brainstorming 130

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.

Account Management 130

Account Management Business Growth Management Account Planning 130

MTD Sales Training

OCTOBER 28, 2019

Key Account Managers (KAMs) are the stock-in-trade for many businesses, as they have the responsibility of bringing in much of the business that keeps our business ticking over. Here are seven key account management strategies that are covered on our account management course that will help us achieve greater sales: Relationship building. Key account management strategy naturally includes the competence to communicate effectively at every level.

Key Account Management 54

Key Account Management Account Management Management Communication 54

SalesPop

APRIL 23, 2021

Another important foundational aspect of account management—and sales itself—is the handling of quotas and forecasting. From my observation, only a few companies manage the problems for quotas and forecasting well. Sales Management

Account Management 83

Account Management Management Investors CRM 83