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

Account Manager Tips

JULY 22, 2022

25 problems that stop key account managers from doing their job Favourite books about problem solving Coming up: How to Build a Successful Executive Sponsorship Program Just for fun: #GorgeousGrandma Day In other news Quote of the week. Key account management is a role that requires both sales skills and strategic thinking.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

Help Scout

AUGUST 22, 2023

Get answers to your most challenging career or leadership questions in Help Scout's customer service advice column by Mat Patterson. Read the full article

Account Management 81

Account Management Management Leadership 81

Account Management Skills

MARCH 31, 2023

Understand your agency’s POV on AI so you can respond to clients The Drum recently published an article “Not every campaign needs to use generative AI, but how do you tell your clients that?” Tips: a) Ask your agency leadership about its position on AI and if a client wants to understand how the agency is using it, how you can respond.

Account Management 52

Account Management Procurement e-Learning 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

Strategic Account Management Association

APRIL 25, 2022

By Tania Lennon, Global Space Lead, Talent Assessment and Leadership at ZS and Denise Juliano, Vice President, Life Sciences Premier Inc. SAMA is proud to offer this 2nd article in the 4-part series on the importance of SAM / KAM leadership.

Leadership 118

Leadership Account Management Management 118

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

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

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

Whetstone

DECEMBER 29, 2023

For strategic account managers, being crystal clear on personal goals and higher-level, strategic goals not only provides a compass for personal fulfillment, but also serves as a guiding light for their strategic customers. In the midst of chaos, there is an anchor for mental wellbeing — it’s the power of clarity of purpose.

Account Management 52

Account Management Supply Chain Artificial Intelligence Construction 52

Red Star Kim

JANUARY 16, 2023

56% represented law firms, 18% accountancy firms, 9% property and construction firms, 5% management consultancy, 5% intellectual property and 8% other. Alastair will be writing an article for a future edition of PM Forum magazine. Increase profile through thought leadership. Improving/establishing account management.

Marketing 130

Marketing Co-Creation Government Artificial Intelligence 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

Louise Collins Associates

NOVEMBER 24, 2017

So when organisations have tried, and failed, to introduce Key Account Management (KAM) it is no different. My observation across multiple organisations is that KAM often lacks the leadership required to make it work. Effective Key Account Management (KAM) requires organisational leadership and specific coaching.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

SmartKarrot

MAY 12, 2023

Key Account Management (KAM) is a strategic approach that focuses on fostering long-term, value-driven relationships with a select group of high-potential customers. This article will discuss the top 6 Key Account Management skillsets that are crucial for driving business success.

Key Account Management 10

Key Account Management Account Management Management Interpersonal Skills 10

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

SmartKarrot

SEPTEMBER 20, 2023

Navigating the complex waters of Key Account Management (KAM) is difficult. Key Account Management isn’t just about building and maintaining relationships. Every account has its unique challenges. It’s like trying to walk on a tightrope while juggling multiple balls. Enter: Playbooks.

Key Account Management 10

Key Account Management Account Management Management Value Proposition 10

Account Management Skills

JANUARY 29, 2024

The account manager’s job is to keep and grow client relationships. What holds account managers back from growing accounts? I’ll be talking more about pricing with Alfie Wenegieme FCCA , Managing Partner at Cactus on the next podcast episode “Creative Agency Account Manager”

Account Management 40

Account Management Profitability Account Growth Procurement 40

Jermaine Edwards

MAY 18, 2020

There are 10 immutable laws that shape the philosophy, outcomes and actions of high performing businesses, key account managers and customer serving professionals over the long term. You might find my article on how to increase perceived value in your customer relationship helpful HERE. Leadership was the most consistent.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Jermaine Edwards

MAY 18, 2020

There are 10 immutable laws that shape the philosophy, outcomes and actions of high performing businesses, key account managers and customer serving professionals over the long-term. You might find my article on how to increase perceived value in your customer relationship helpful HERE. Leadership was the most consistent.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Red Star Kim

OCTOBER 16, 2023

This article is a summary of the conversation and key takeaways from a workshop in London for MBL. Referrer Management – Capacity and Capability Capacity – Rational elements of referrer management Throughout the workshop we considered how leadership and organisation (rational activity) supports effective referrer management.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Account Manager Tips

SEPTEMBER 11, 2022

Listen to this article. Every month I share a selection of popular titles to help with your professional development as a key account manager. The book is destined to become a classic in the world of leadership, organizational behavior, and education. Here are the book recommendations for September 2022.

B2B 130

B2B Interpersonal Skills Key Account Management Government 130

Mercuri International

JUNE 10, 2020

In a recent article for Forbes , John Greathouse, Professor of Practice at UC Santa Barbara, suggested that the priorities of many companies (particularly SMBs) had to shift, with the protection of cashflow even more crucial than usual to ensure business continuity. Remote selling and remote leadership came in a close 4th and 5th.

Remote Working 98

Remote Working Key Account Management Finance Banking 98

Hubspot Sales

APRIL 27, 2023

In this article, you’ll learn some positions you can consider in SaaS sales, expert tips for getting into the industry, and how to succeed in your first sales role. In fact, at the time of writing this article, there are over 100,000 open SaaS sales roles on LinkedIn. Table of Contents Is SaaS sales a good career?

Sales 102

Sales Account Management Communication Sales Management 102

Revenue Storm

FEBRUARY 15, 2022

Here is an example for a strategic account manager: Sales Plan: $2,000,000. Here is a sample activity plan for a strategic account manager: Five Clients. There is a second universal truth that applies to leadership: “People perfect what you inspect.” Average Deal Size: $250,000. Average Sales Cycle: 6 months.

Value Proposition 78

Value Proposition Global Accounts Sales Account Management 78

Red Star Kim

JUNE 16, 2022

Alongside generating new business directly from clients and developing existing client relationships, referrer management was seen as vital to generate revenue and profit – particularly for those reliant on commercial transactions in B2B and consumer clients in B2C. Recent articles on referrer management.

Management 130

Management Key Account Management Digitalization Communication 130

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

Revenue Storm

JANUARY 19, 2021

In my experience, too many sales leaders and strategic account managers either have not done the math to determine their ratios or do not pay much attention to it… especially if they are measured annually. Let’s assume you have a strategic account manager on your team with just one account and a $5 million annual sales target.

Account Management 78

Account Management Decision-making Global Accounts Sales 78

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

SmartKarrot

MAY 29, 2020

An account manager acts as a middleman between the company and its customers. The account manager determines the needs or requirements of the customer – i.e. what they are looking to achieve on both a short and long-term basis. The manager ensures the company delivers to the clients according to their expectations. .

Account Management 10

Account Management Management Healthcare Negotiation 10

Jermaine Edwards

DECEMBER 6, 2023

Just ask many financial institutions, a spouse, a manager or colleague you know and so on. Clinical Psychologist Lisa Firestone in a recent article in Psychology today said. SEVEN: Safety give grace and space to others In a popular article I wrote on LinkedIn around client leadership I talked about the importance of truth and grace.

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

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

Cosawi

AUGUST 4, 2021

Organizations we work with are already planning for this next or new normal hybrid model and have spent tremendous efforts to elevate the needed skillsets of their commercial teams – especially strategic account managers. . View The Full Article Here. They are looking for business partners to help them return to growth.

Innovation 52

Innovation Account Management Global Accounts Publishing 52

Cosawi

JULY 14, 2021

We talk to Dominque Côté about the central role of marketing in Key Account Management (KAM). Along with the Key Account Manager, marketing is the co-orchestrator of KAM – they are intrinsically linked. Download the Full Article PDF Here. It takes two to tango .

Co-Creation 52

Co-Creation Marketing Value Proposition Key Account Management 52

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

SalesGlobe

APRIL 26, 2022

Due to a recent acquisition , the goal was to implement a consistent definition and pursuit strategy that supported account management and new business development. The two roles in question, account managers and sales executives had no clear role definition based on expectations.

Transportation 52

Transportation Account Management Acquisition Innovation 52

QYMATIX

MAY 18, 2021

In this article, we present you with the five most important Qymatix’s principles for successful S&OP – known as the SALSA principles for Sales & Operations Planning: Simplicity, Analytical, Loved, Standardized, Action-Oriented. Your Key Account Managers or sales reps cannot decide between “Bad Chances” or “Neutral”?

Key Account Management 98

Key Account Management Account Management Sales Decision-making 98

Help Scout

MAY 12, 2021

That’s a foundational belief at Help Scout, as outlined in our support-driven growth articles. In this article, we discuss the role of support teams in retaining customers and show how to combine high-quality, empathetic customer service with a deliberate focus on business growth. Your sales team. Your existing support team.

Finance 116

Finance Account Management Business Growth Communication 116