?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

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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. Account Management Key Account Management Tools Account Planning

Lessons from a Winning Global Account Management (GAM) Program

Strategic Account Management Association

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.

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!

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.

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.

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?

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.

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.

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.

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 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

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.

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

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

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

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.

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.

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 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

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

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.

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

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.

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.

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

10 Essential Skills for Account Managers

Account Manager Skills

What’s the most useful skill you need in your Account Manager role and how much formal training have you received? This was the question I posted in a LinkedIn Account Manager Group. Top 10 Skills and Expertise You Need As Account Manager. Time 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.

Got CXM? Why customer experience management isn’t just a nice-to-have for strategic account management

Strategic Account Management Association

In strategic account management, companies have to address the never-ending question of how to differentiate themselves and gain market share. Add them all together, and you get customer experience management. Customer experience management is complementary to your CRM.

CXM 221

The Secrets of Successful Key Account Management Teams with Laura Cuello

Account Manager Tips

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?

The Key Account Manager’s Christmas Gift Guide

Account Manager Tips

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!

The Best Way to Gauge Key Account Manager Performance

Kapta

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.

How to Scale Account Management for Business Growth with Calin Muresan

Account Manager Tips

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.

The 3 Pillars of Key Account Management

KAM With Passion

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 Management Tools to Simplify the KAM Process

Kapta

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.

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.

To Be a Better Account Manager, Be A Better Storyteller

Kapta

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.

How to Sell Innovative Ideas (When Everyone’s Terrified to Take Risks)

Strategic Account Management Association

The post How to Sell Innovative Ideas (When Everyone’s Terrified to Take Risks) appeared first on Strategic Account Management Association blog. Strategic account management process Strategic account management program organization Financial/business acumen Influence customer decision making InnovationBy Brian Doyle, President, Holden Advisors Business decisions are usually made by decision makers at two ends of a spectrum.

Ten insights on the future of SAM

Strategic Account Management Association

As conveners of the largest community in the world dedicated to strategic and key account management, one of SAMA’s foundational purposes is to help our community both adapt to what’s happening right now and prepare for what may happen next.

Strategic Account Management Best Practices Checklist

The Chapman Group

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).