Strategic Account Management Association

OCTOBER 26, 2021

The idea of executive engagement implies an accountable and engaged member of the account team, rather than a distant back-room player. Strategic account management is a team sport and requires cross-functional, multi-tiered vertical level engagement and strong accountability.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

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 Co-Creation 130

Arpedio

JANUARY 5, 2024

At the heart of every thriving enterprise lies a keen focus on business relationship optimization , a task achieved through strategic roles that many might find overlapping—Account Management and Customer Success.

Account Management 52

Account Management Customer Success Management Energy and Utilities 52

Account Manager Tips

JULY 9, 2020

Your first 90 days in a new job as an account manager are the most challenging.and with the most at stake. A 30 60 90 day success plan is essential to help transition from your old job to your new one. 30 60 90 day project plan. The rest of this article will explain how, so read on. People will judge you.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Account Management Skills

AUGUST 24, 2021

In this episode, I talk to Alex Raymond from Kapta about everything to do with account management processes. Not project management systems, not CRM systems, but having a dedicated system to guide the agency account management team, when it comes to managing and delve developing existing client relationships.

Account Management 98

Account Management Management Account Planning Co-Creation 98

DemandFarm

APRIL 21, 2023

With digital key account management tools , sales teams can offer numerous advantages over traditional methods, including increased security, convenience, and visibility. With key account management evolving and becoming more complex , organizations are turning to AI as a key differentiator and enabler.

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Key Account Management Account Management Digitalization Management 52

KAM With Passion

JUNE 20, 2021

This article focuses on individual competencies, especially those of the Key Account Managers. Other articles on this blog explore the collective KAM capabilities an organisation must develop to be successful with KAM. Defining Skills & Competencies. 3 Types of KAM-relevant Competencies.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Louise Collins Associates

JULY 20, 2017

What makes an account plan great? For me, a great account plan is something that tells the account story. So the first thing to realise, is that writing an account plan takes skill, practice and a reliance on some core guiding principles. A great account plan should present a clear story.

Account Planning 52

Account Planning Stakeholders Decision-making Value Proposition 52

Janek Performance Group: Account Planning

MAY 16, 2022

If that plan includes increasing revenue from your best clients, you will need a strategic account management plan. As companies grow, and their account base expands, different clients represent different potential future values for the organization. Strategic Account Managers Are Not Sales Reps.

Account Management 52

Account Management Management Acquisition Strategic Thinking 52

KAM With Passion

NOVEMBER 11, 2020

To keep things relatively simple, let’s consider two types of context: Account Management and Key Account Management and let’s see how the execution of Business Reviews adapts to the depth of relationship between the supplier and each customer. Business Reviews in an Account Management context.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Upland

JUNE 1, 2023

Leveraging account planning can be the best way to unlock the full effect of your land and expand strategy. Benefits of account planning in a land and expand sales strategy There’s a reason that land and expand is a top strategy for sellers: it works.

Account Planning 195

Account Planning Sales Customer Knowledge Account Management 195

Account Manager Tips

NOVEMBER 22, 2022

One Page Key Account Plan Guide & Template. Say goodbye to complicated account plans that don't work. Grab this free easy-to-follow guide that will have you writing a successful key account plan in no time! The world's most amazing community of key account manager. The KAM Club.

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 130

Account Manager Tips

AUGUST 3, 2022

When to give up Forms of communication (from most to least effective) Favourite book on follow up In other news Have your say on the future of key account management Quote of the week. Check out my article 45 Best Questions to Ask Your Client to Get to Know Them. Especially when you’re trying to sell them on something.

Key Account Management 130

Key Account Management Account Management Decision-making Communication 130

Cosawi

JANUARY 29, 2024

In our more traditional groups, marketing, and sales work in locked steps but it seems that the shift to strategic account management is often missing marketing when time comes to establish its roadmap. ABM has gained prominence for its ability to provide personalized, laser-focused marketing to key accounts.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

Account Manager Tips

NOVEMBER 16, 2022

Too many clients, not enough time Key account managers have a lot of clients. Use project management tools These platforms are perfect to collaborate asynchronously. Centralise all your client communication, account plans and related activities in one place. My project management tool of choice is ClickUp.

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

Account Manager Tips

JULY 6, 2022

(If you're not sure who they are, check out my article on how to identify key accounts , with template.) + Think long term. You need a long term planning horizon for co-creation. And to stay on track, you need account planning and coordination processes in place. Organizational cooperation. Great advice!

Co-Creation 130

Co-Creation Value Proposition Account Planning Suppliers 130

Arpedio

APRIL 25, 2023

By focusing on these key accounts, companies can generate the most significant impact and revenue. In this article, we’ll guide you through five concrete steps to jumpstart your account-based selling strategy. Download article Book demo Are you already using Salesforce?

Account Planning 52

Account Planning B2B Stakeholders Prioritization 52

SmartKarrot

APRIL 13, 2023

In today’s economic environment, effective account management is essential for building and maintaining strong client relationships and achieving growth. From podcasts and webinars to blogs and social media posts, these influencers are using a range of channels to help other account managers learn, grow, and succeed.

Account Management 11

Account Management Key Account Management Management B2B 11

SmartKarrot

MAY 12, 2023

In today’s highly competitive business landscape, managing and nurturing key accounts has become a critical aspect of organizational success. Key Account Management (KAM) is a strategic approach that focuses on developing long-term, mutually beneficial relationships with a select group of high-potential customers.

Key Account Management 10

Key Account Management Account Management Business Growth Value Proposition 10

Arpedio

JANUARY 14, 2021

Download your "digital sales and account management coach" now. ? Interested in how to become even more successful in your strategic account planning and complex sales? Download the article “ Your digital sales and account management coach ” for free and learn more. Back to blog. Share on facebook.

Digitalization 52

Digitalization Account Management B2B Innovation 52

Cosawi

FEBRUARY 27, 2023

The second article addressed the critical role of Executive Sponsor engagement and how it can impact the success and resilience of your strategic customer partnership when done well. Taking this approach optimizes the engagement between the strategic account manager and marketing in this co-orchestration of the account plan.

Marketing 52

Marketing Suppliers Investors Account Planning 52

Mike Kunkle

MAY 11, 2022

That depends on a variety of factors, which I will share in this article. This includes an understanding of processes, political savvy, culture, collaboration, consensus building, and the ability to execute on all the above plans effectively. How to plan and organize effectively. Strategic Account Management.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Arpedio

OCTOBER 30, 2023

On a recent episode of the “Thoughts on Selling” podcast, host Lee Levitt sat down with Ulrik Monberg, CEO of ARPEDIO, to delve deep into the realm of account-based selling. In this episode, Lee interviews Ulrik Monberg , Founder and CEO of ARPEDIO, to explore the keys to success in Account-Based Selling.

Co-Creation 52

Co-Creation Account Planning Artificial Intelligence Leadership 52

Mercuri International

MAY 23, 2023

In the world of sales, AI offers huge potential — and it could be what strategic account managers have been waiting for…if used correctly. There are many aspects of business where AI is and will be impacting strategic account managers. White spot analysis to identify gaps in the account approach.

Artificial Intelligence 52

Artificial Intelligence Value Proposition Account Management Co-Creation 52

Arpedio

FEBRUARY 20, 2024

These challenges underscore the pivotal role of Account-Based Selling (ABS) strategies in aligning offerings with buyer needs. This article uncovers the transformative power of ABS, particularly when augmented by Artificial Intelligence (AI). Account Management Build powerful account plans in Salesforce.

CRM 52

CRM Artificial Intelligence B2B Account Management 52

Sales Outcomes

MARCH 7, 2022

Identifying and cultivating new connections within an existing account should be straightforward. Still, most account managers create a mental obstacle that leveraging existing relationships to meet new contacts may cause injury to the relationship. Six Alternate Ways To Engage Additional Account Contacts 1.

Account Management 52

Account Management Suppliers Prioritization CRM 52

Arpedio

DECEMBER 14, 2023

In this article, we’ll explore in detail how sales enablement can benefit your organization, and how to develop an effective sales enablement strategy that works for your business. Net Sales Read More #1 Account-Based Selling Platform Powerful alone. Account Management Build powerful account plans in Salesforce.

Sales 52

Sales Software Software Account Planning 52

Cosawi

SEPTEMBER 9, 2021

Ensuring resources and efforts to support the strategic account managers’ development in their account management skills set and personal learning journey to elevate their interactions with their most important customers. . View the Full PDF Article Here. Recent Posts. read more.

Account Management 52

Account Management Account Planning Innovation Communication 52

Arpedio

APRIL 30, 2024

Maximizing Revenue through Expansion This section of the article explores various strategies for maximizing revenue through expansion within existing accounts. Conclusion In conclusion, implementing effective account growth strategies is crucial for businesses looking to achieve long-term success.

Account Growth 52

Account Growth Client Relationships Business Growth CRM 52

SalesGlobe

APRIL 4, 2022

This method is best suited for markets where specific account-level data is not available or reliable. Account managers’ quotas are based on historic performance and known characteristics about the market. Account Potential. Quotas for account managers are based on account knowledge and pipeline planning.

Account Planning 52

Account Planning Sales Account Management Innovation 52

Cosawi

SEPTEMBER 13, 2021

They are accountable for aligning the organization to the business and strategic account planning processes, as well as connecting and aligning how the strategic accounts engage with the rest of the commercial teams in the markets and local affiliates. View the Full PDF Article Here. Recent Posts. read more.

Account Management 52

Account Management Leadership Account Planning Communication 52

Revegy

JANUARY 18, 2021

Article: Why CRM Shortcomings are Still Strangling Sales. Research Brief: Strategic Account Planning Segmentation. With relationship maps and an understanding of who matters, as well as the routes to power, you will be one big step closer to closing the gaps on those all-important megadeals and reaching your revenue targets.

CRM 119

CRM Procurement Stakeholders Facilitation 119

Revegy

FEBRUARY 25, 2020

Thousands of sellers tout the following framework benefits: Comprehensive account planning. Sometimes goals can be found with an online search of executive interviews, published in business articles or on social media sites. Get the most up-to-date account management news by following us on LinkedIn: Revegy and FinListics.

Supply Chain 82

Supply Chain Logistics Manufacturing Investors 82

Cosawi

DECEMBER 28, 2021

Clarifying the executive sponsor role, behaviors (internally and externally) and expectations is critical to leverage the role as an accelerator and create executive accountability within the account team. Strategic account management is a team sport and requires cross-functional, vertical level engagement and strong accountability.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

SBI

APRIL 17, 2019

Revegy , a leading provider of strategic account management technology, is proud to announce the addition of David Keil to its Board of Directors. David brings a wealth of experience in managing and scaling software businesses. Account Planning. Opportunity Management. Opportunity Management.

Account Planning 31

Account Planning Account Management Leadership Software 31

SBI

AUGUST 1, 2019

Revegy provides a premier platform for Key Account Management, focused on helping companies optimize revenue growth for their most valuable customers. These insights help the Account Management team identify strategic solutions that align with their customer’s needs. Account Planning. Opportunity Management.

Account Planning 34

Account Planning Account Management B2B CRM 34

SmartKarrot

MAY 7, 2020

With the evolution of ways companies are dealing with their customers, the role of account manager has come into prominence proving out to be extremely useful in their business. This Article lists top Account manager Interview Questions and Answers for review before taking or giving an interview. Source JD&RE.

Account Management 10

Account Management Management Client Relationships Meetings 10