The Secrets Of Successful Strategic Account Management With Richard Santucci And David Hughes

Strategic Account Management Association

Join us and hear how Richard Santucci and David Hughes leveraged their combined 50 years of experience in B2B sales and sales leadership to build and lead a very successful, global Strategic Account Management program from scratch, then wrote a great book about it.

Why Key Account Management Matters

Kapta

Your job as a key account manager (KAM) is to secure that revenue by delivering value to your customers. Strategic Account Management Account Management Key Account Management

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21 Free Courses for Key Account Managers to Boost Your Skills Now

Account Manager Tips

21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. Find out what those skills are, along with 21 free courses to help you become a better key account manager. Manage others?

?Mastering competing demands in strategic account management by embracing paradoxical thinking??

Strategic Account Management Association

By Javier Marcos, PhD, Director, Key Account Management Forum Strategic account managers face increasing pressure from their strategic customers in the form of enhanced quality of service expectations, growing product requirements and further customization of their offers, amongst others.

Sustaining profitability: Measuring and quantifying the ROI or a strategic account management program

Strategic Account Management Association

The post Sustaining profitability: Measuring and quantifying the ROI or a strategic account management program appeared first on Strategic Account Management Association blog. Strategic account management process Sustainability

The Fundamentals of Key Account Management

Kapta

There are many activities required for successful key account management. But getting started or improving your abilities as a key account manager (KAM) is easier when you know the fundamentals. Strategic Account Management Account Management Key Account Management

9 Unexpected Reasons Why Key Account Management is Important

Account Manager Tips

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!

How Successful Key Account Managers Continually Build Their Skills

Kapta

Successful Key Account Managers (KAMs) are always learning—developing their skills and knowledge to keep driving forward. Strategic Account Management Account Management Key Account Management

15 Reasons Why You Might be a Bad Account Manager

Account Manager Tips

15 Reasons Why You Might be a Bad Account Manager Bad key account managers fail to build business relationships and achieve results. Here are fifteen signs you might be a bad key account manager and how to turn yourself into a good one.

Playing Favourites. Every Key Account Manager Does & Why You Should Stop

Account Manager Tips

You spend way too much time with the clients you like at the expense of being proactive with your other accounts. And that are impossible for anyone inheriting your accounts to live up to. Favorite clients? We all have them. We'd be besties if work wasn't in the way.

5 Essential Tools for Effective Key Account Management

Kapta

Top-performing key account managers (KAMs) are 2.5 times more likely to have an established effective account planning process. Strategic Account Management Account Management Key Account Management

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. Account Management Key Account Management Tools Account Planning

3 Best Sales Podcasts for Key Account Managers

Account Manager Tips

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.

How Much Money Does a Key Account Manager Really Make?

Account Manager Tips

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?

Leverage Buyer Psychology for Better Account Management Outcomes

Kapta

I really enjoyed working with Ed Powers on his KAMGenius course , Brain Friendly Key Account Management (that's me holding a model of a brain in the image above). Strategic Account Management Account Management Key Account Management

9 Advanced Concepts for Ultimate Key Account Management Success

Kapta

Key account management is a journey and along the way, key account managers (KAMs) are expected to develop and grow throughout their careers continually.

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. Keep reading to learn all about the key account management process and how KAM software can help.

Why Smart Key Account Managers Build a Personal Brand

Account Manager Tips

More and more companies expect their key account managers to be thought leaders. Why key account managers need a personal brand I've been collecting job descriptions for years. I was a little startled to find key account managers are now expected to be thought leaders.

8 Key Account Management Skills in Demand Right Now

Account Manager Tips

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.

Strategic account managers (and their bosses) deserve better decision-making tools

Strategic Account Management Association

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.

What is Key Account Management? (It’s Not What You Think)

Account Manager Tips

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.

5 Quick Tips to be a Better Key Account Manager

Account Manager Tips

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.

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.

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. Key Account Management

Top 10 LinkedIn Hashtags Every Key Account Manager Should Follow Now

Account Manager Tips

Top 10 LinkedIn Hashtags Every Key Account Manager Should Follow Now You may not know it, but LinkedIn hashtags are an excellent tool for staying up-to-date in your industry, finding relevant and useful information, and expanding your network. Key Account Management Skills.

Differences Between Key Account Management & Customer Success

Kapta

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.

Reasons to Invest in Account Management Software

Kapta

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. Technology CRM Key Account Management

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. Technology Account Management Key Account Management Tools

Inherit Another Account Manager’s Mess? 12 Ways to Clean it Up Now

Account Manager Tips

Inherit Another Account Manager's Mess? 12 Ways to Clean it Up Now There’s nothing worse than inheriting a mess left behind by another key account manager. If there's one thing I can guarantee every key account manager it's this: you will inherit clients.

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. Strategic Account Management Account Management Account Planning Key Account Management

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.

How to sell your CEO on Key Account Management

Kapta

Struggling to effectively manage large accounts as an account manager is difficult without organization-wide support. You recognize that you need a structured process and tools to become a strategic partner and trusted advisor for your top accounts.

Your First 100 Days as an Account Management Leader: Everything You Need to Know

Kapta

As an account management leader, there are a wide variety of responsibilities to manage. Voice of Customer Quarterly Business Reviews Customer Engagement Account Planning Key Account Management

How to Execute a Churn Analysis for Account Managers

Kapta

Key Account ManagementFor 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.

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

Kapta

Strategic Account Management Key Account Management Tools Account Planning Key Account ManagementThe secret to a strong revenue pipeline isn't continual growth into new markets, with rapid lead acquisition, conversion, and sales.

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. Account Management Key Account Management

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

Kapta

If you see key account retention slipping through your fingertips, it's important to dig into the issue; don't just stop at employee performance, unwieldy CRM, or the first cause that crosses your path. Account Management Account Planning Key Account Management

25 Problems That Stop Key Account Managers From Doing Their Job

Account Manager Tips

25 problems that stop key account managers from doing their job Favourite books about problem solving Coming up: How to Build a Successful Executive Sponsorship Program Just for fun: #GorgeousGrandma Day In other news Quote of the week. Table of Contents.

The Future of Automated Account Management

Kapta

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

What Are the 12 Tenets of Key Account Management & Why You Need to Know?

Account Manager Tips

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.

Customer Success Platform vs. Account Management Software

Kapta

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.

Your Guide to the Key Account Management Maturity Model

Kapta

As a key account manager, evolving to provide better service is an important part of the job. However, to do so, you have to understand where you are currently, and where you need to be. With a maturity model, you can do exactly that. Maturity Model

How To Set Powerful Account Management Objectives with Calin Muresan

Account Manager Tips

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.