Expert insights. Personalized for you.
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. MORE
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. MORE
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. MORE
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? MORE
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? MORE
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. MORE
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 MORE
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. MORE
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! MORE
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. MORE
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. MORE
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. MORE
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. MORE
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 MORE
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. MORE
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. MORE
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. MORE
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. MORE
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 MORE
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. MORE
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. MORE
It requires proactive account management, anticipating client needs, and constantly strengthening the relationship. But without the data and technological resources to support those goals, you can't offer the top-tier service needed to make key account management successful. MORE
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. MORE
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. MORE
Splitting your organization's accounts into general accounts, key accounts, and strategic accounts sets the foundation for your teams' entire strategy. Key Account Management MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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). MORE
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." MORE
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! MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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). MORE
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 MORE
Account Management Related Topics Kapta
JANUARY 10, 2022
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.
Kapta
DECEMBER 13, 2021
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.
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Kapta
OCTOBER 25, 2021
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
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
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.
Kapta
NOVEMBER 8, 2021
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
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.
Account Manager Tips
OCTOBER 11, 2021
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.
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!
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.
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.
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.
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?
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.
Kapta
SEPTEMBER 20, 2021
It requires proactive account management, anticipating client needs, and constantly strengthening the relationship. But without the data and technological resources to support those goals, you can't offer the top-tier service needed to make key account management successful.
Account Manager Tips
OCTOBER 16, 2021
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.
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.
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.
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.
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.
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.
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).
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.
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.
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.
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?
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.
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.
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).
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."
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!
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.
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.
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.
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.
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.
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.
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.
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.
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
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.
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.
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.
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