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

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.

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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

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!

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.

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.

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.

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.

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.

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.

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.

Account-based marketing for strategic account management

The SAMA Podcast

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."

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).

How Analytics is Improving Strategic Account Management

Kapta

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.

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

Kapta

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.

Drawing a line between Account & Key Account Management

KAM With Passion

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.

Why Start a (True) Key Account Management Initiative?

KAM With Passion

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?

The Charybdis and Scylla of Key Account Management

KAM With Passion

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 Manager or Strategic Ecosystem Leader?

Arpedio

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.

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

Kapta

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.

Tips to Onboard Your Account Managers More Effectively

Kapta

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.

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

Kapta

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).

What is Key Account Management? [+ Checklist]

RAIN Group

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!

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

Kapta

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.

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

Kapta

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.

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.

Interview Questions to Help You Identify The Best Account Management Talent

Kapta

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.

The single most important skill in key account management

Jermaine Edwards

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.

How to Balance Prospecting Activity with Account Management

Sales Gravy

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

Key Account Management – First Principles

Deep Insight

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.

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.

What Is Key Account Management?

MTD Sales Training

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.

Blending Text Messaging Into Your Account Management Process

Sales Gravy

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.

Seamless Account Management

SalesPop

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.

The Strategic Account Manager within a “Best-in-Class” Strategic Account Management Program

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. 4 – Is our senior management team part of this process?

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 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?

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.

Key Account Management Strategies

MTD Sales Training

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.

Account Management, Quotas and Forecasting

SalesPop

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