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

Strategic Account Management Association

OCTOBER 14, 2021

By Saleh Al-Ben Saleh, Strategic Account Manager, Emerson. A while ago, I came across a discussion about the optimal way to capture strategic customers in a customer relationship management (CRM) tool in a way that enables effective, efficient account planning using account planning applications or tools.

Account Planning 520

Account Planning CRM Account Management Decision-making 520

Strategic Account Management Association

SEPTEMBER 30, 2020

This article discusses what you, as a supplier, can do mid-contract to make your upcoming negotiations more successful. Jeff is a partner at Shapiro Negotiations Institute and a frequent presenter and keynoter for Strategic Account Management Association. Step 1: Get your team on the same page.

Suppliers 759

Suppliers Negotiation Stakeholders Account Management 759

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.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Sandler Training

SEPTEMBER 10, 2020

In this brief article, we’ll look at two powerful resources that can keep sales teams (and sales leaders) on track: the KARE profiling system and the Pursuit Navigator tool – both of which were created by Sandler. The post Two Keys to Success in Large Territory Account Management appeared first on Sandler Training.

Account Management 85

Account Management Management Sales Leadership 85

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

Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. Long-standing account managers, who were expert at managing existing relationships, are now tasked with cultivating entirely new ones and building awareness, interest and relationships/trust from ground zero.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Strategic Account Management Association

FEBRUARY 15, 2022

And in this article, I’ll share a neuroscience perspective on how you can convince your customers’ brains to move in your direction. What does this mean for you as a strategic account manager trying to influence your customer to take a certain action? Movement can happen toward a stimulus or away from it.

Decision-making 520

Decision-making Construction Communication Account Management 520

Strategic Account Management Association

APRIL 25, 2022

SAMA is proud to offer this 2nd article in the 4-part series on the importance of SAM / KAM leadership. The post KAM Leader Series: Delivering for Customers appeared first on Strategic Account Management Association blog.

Leadership 118

Leadership Account Management Management 118

Strategic Account Management Association

APRIL 5, 2021

In the age of convenience, where same-day deliveries have become the gold standard and news articles are now conveniently timed down to the second, our need for accurate and concise information has never been more pressing. Remember: The sales rep or account manager needs to be an ambassador for their own company as well.

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Account Manager Tips

SEPTEMBER 15, 2022

Why key account managers need a personal brand Why I started to build my personal brand Step 1: Figure out your personal brand Step 2: Create a personal branding plan Step 3: Become a student of personal branding Join the Personal Branding Playbook In other news Quote of the week. Account Director, Key Strategic Accounts, Refinity.

Key Account Management 130

Key Account Management Account Management Media Publishing 130

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

KAM With Passion

OCTOBER 27, 2020

Why a new blog on sales performance? When it comes to articles and talks about commercial performance, there is a certain form of rejection of polychromy. The blog articles will revolve around 3 themes, without precluding the possibility of broadening this framework. Aren’t there already a lot of them? Why was this?

B2B 130

B2B Co-Creation Account Management Key Account Management 130

Revegy

JUNE 20, 2019

In a recent Harvard Business Review article , Bain & Company partners Mark Kovac and Jamie Cleghorn discussed the importance of preparing sales teams for a recession before it hits. Click here to read the full HBR article. THE VALUE OF ACCOUNT MANAGEMENT TOOLS. ADDITIONAL STRATEGIC ACCOUNT PLANNING RESOURCES.

Account Management 40

Account Management Management Account Planning Digitalization 40

Strategic Account Management Association

SEPTEMBER 22, 2020

As a strategic account manager (SAM), you know how important it is to speak your customers’ language and see the world through your customers’ eyes. Just like IDNs, strategic account managers must understand which physician groups are positioned to be creative, collaborative partners over the longer-term.

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400

Red Star Kim

SEPTEMBER 26, 2023

increasingly M&BD professionals play a part on the front line of client contact for example, as account managers) Client concentration? In this case, account managers liaise with the fee-earners. The growth of MarTech in professional services – an overview (kimtasso.com) Account management or project support?

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Red Star Kim

FEBRUARY 8, 2024

An HBR article offered a similar matrix with costs to serve vs willingness-to-pay. Portfolio Analysis – On a simple level I suggested my dinosaur model (see client portfolio management with dinosaurs – Be more T Rex (kimtasso.com) ) which is well received by fee-earners with little knowledge of marketing and BD.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Hubspot Sales

MAY 27, 2024

insight you can only find at a revolutionary publication that supplements an esteemed legacy with a funky, devil-may-care edge — in short, you're looking for what The HubSpot Sales Blog has to offer, baby! 7 "Under-the-Radar" Traits of Top-Selling Sales Reps 1.

Sales 93

Sales Internet Account Management Innovation 93

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

KAM With Passion

MAY 27, 2021

Deliver an initial training to the first Key Account Managers and Teams. If, on the contrary, your company already has some experience with KAM, the potential training needs are somewhat different and can be summarized as follows; Deepen the training on KAM to existing Key Account Managers and their teams.

Key Account Management 130

Key Account Management Global Accounts Account Management Management 130

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

Account Manager Tips

OCTOBER 18, 2022

I've created a Telegram channel to keep you updated whenever there's a new podcast, webinar, blog post or YouTube video. A blog post and video to help you understand clients. It covers question types, styles, and specific things to ask about your client's organisation, targets, industry, supplier management, and what they think of you.

Key Account Management 130

Key Account Management Suppliers Account Management Construction 130

Account Manager Tips

OCTOBER 12, 2022

I've created a Telegram channel to keep you updated whenever there's a new podcast, webinar, blog post or YouTube video. A blog post and video to help you understand clients. It covers question types, styles, and specific things to ask about your client's organisation, targets, industry, supplier management, and what they think of you.

Key Account Management 130

Key Account Management Suppliers Account Management Management 130

Account Manager Tips

NOVEMBER 16, 2022

Too many clients, not enough time Key account managers have a lot of clients. Too many key account managers arrange their quarterly reviews as they go. For example you could record a video introducing yourself as a key account manager and send it to your contacts any time you get a new client. Guess what?

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

Account Manager Tips

APRIL 11, 2022

It's an app that makes it easy to revisit and learn from your eBook and article highlights. It talked about the fact that consultants who bounce in an out of the client relationship have more status and impact than account managers that deal with the client daily. "A The Key Account Manager's Spotify Playlist.

Account Management 130

Account Management Key Account Management Client Relationships Innovation 130

Mike Kunkle

MARCH 31, 2023

It includes frameworks, models, steps, and techniques that sellers use to open and win an opportunity or manage an account. A methodology is considered full cycle when it covers everything from before the buyers know who you are, through prospecting, opportunity management, and account management.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Arpedio

APRIL 25, 2023

5 Key Steps to Get Started with Account-Based Selling ← Back to blog Are you tired of chasing down individual leads and only closing small deals? By focusing on these key accounts, companies can generate the most significant impact and revenue. Download article Book demo Are you already using Salesforce?

Account Planning 52

Account Planning B2B Stakeholders Prioritization 52

SBI Growth

JANUARY 8, 2020

It is the start of 2020, a new year for your organization. You are just getting back from vacation, coming into a flurry of activity. Last year probably had some ups and downs, but you are ready for a new.

Global Accounts 87

Global Accounts Account Management Management Organization 87

Red Star Kim

NOVEMBER 17, 2023

Here I summarise brand, referrals, research, key account management (KAM) and new service development case studies. At law firms: Addleshaw Goddard, Collas Crill, LawNet, Ontier, Schillings and accountancy firms: Menzies, Mercer and Hole. Case studies: Marketing and Business Development at law and accounting firms.

Marketing 130

Marketing Key Account Management Innovation Account Management 130

Arpedio

JANUARY 14, 2021

Download your "digital sales and account management coach" now. ? Back to blog. 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. Share on facebook.

Digitalization 52

Digitalization Account Management B2B Innovation 52

SBI Growth

JANUARY 24, 2020

Benjamin Franklin once said, “By failing to prepare, you are preparing to fail.” ” In a survey of 226 economists published by the National Association for Business Economics in August 2019, 72% of the respondents said they believe the U.S.

Key Account Management 90

Key Account Management Account Management Publishing Management 90

Arpedio

MAY 25, 2021

Download the full article here. Back to blog. Download the article for free and learn more. Instead, this article contains key insights on how you get virtual selling best practice at your fingertips! Download the full article here. How to raise the level of your entire (virtual) sales force. Share on facebook.

Virtual Selling 52

Virtual Selling B2B Account Management Innovation 52

Red Star Kim

OCTOBER 24, 2022

There were equal numbers of delegates from law and accountancy firms who had various roles: business development, pitching, key client management, cross-selling and external referrer programmes. Classic management book reviews – The McKinsey way, Good to great (kimtasso.com). Selected sales and selling articles.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

SmartKarrot

OCTOBER 26, 2022

Implementing a comprehensive account management program is the greatest approach to preventing an expensive breakup with your most valuable clients. Key account management is the tactical method businesses use to manage and expand their most crucial clients. 6 Account Management Best Practices for B2B Companies!

Account Management 11

Account Management B2B Management Advertising 11

Mike Kunkle

FEBRUARY 5, 2023

Worse, recently, I’ve read an increasing number of articles and posts about how buying has become so convoluted and non-linear, that given that and a buyers’ market, sales process just doesn’t matter anymore. The most commonly supported activities for commercial methodologies include prospecting and opportunity management.

B2B 198

B2B Sales Decision-making Negotiation 198

KAM With Passion

MARCH 28, 2022

This post kicks-off a new section of the KAM With Passion blog dedicated to Complex Sales. In this article, we illustrate various levels of complexity of a buy and sell situation and we explore why this matters a lot to companies and sales leaders. As stated at the beginning of this article, it kick-offs a series on complex sales.

Procurement 130

Procurement Stakeholders CRM Government 130

Zendesk

MARCH 22, 2021

Companies often solicit testimonials from happy or long-term clients, then present their recommendations as featured quotes, articles, videos, or podcasts. If an account manager thinks the time is right, he or she should ask the customer if they’d be willing to participate in a testimonial. Customer testimonial articles.

Advertising 98

Advertising B2B B2C Customer Experience 98