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. These cover general business acumen as well as sales and negotiation skills and competencies.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Red Star Kim

FEBRUARY 8, 2024

But when we look at business development, sales and relationship management competency frameworks for fee-earners (as opposed to professional sales people) there is less clarity. An HBR article offered a similar matrix with costs to serve vs willingness-to-pay. Essentially a focus on the most profitable clients.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Account Manager Tips

AUGUST 31, 2022

When clients say "price" they really mean value How to differentiate through value Steps to stand out from the competition World Letter Writing Day Workshop: How to successfully execute a negotiation strategy In other news Quote of the week. Document all your high potential ideas and share progress to management. Learn more.

Value Proposition 130

Value Proposition Negotiation Key Account Management B2B 130

Cranfield Executive Development

AUGUST 22, 2023

How can suppliers design negotiation processes for better creating and capturing value?

Negotiation 52

Negotiation Suppliers Key Account Management Account Management 52

Account Manager Tips

NOVEMBER 9, 2020

Is there anything worse a key account manager has to do than tell clients about a price increase? Define the context, your communication strategy, negotiation tactics and contingency plans in the event of an escalation. Will you negotiate? Let me speak to your manager. Manage your feelings. Now what? .

Negotiation 130

Negotiation Account Management Key Account Management Communication 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

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. Sales process management requires this same attention, situational fluency, and skill.

B2B 198

B2B Sales Decision-making Negotiation 198

Cosawi

JANUARY 29, 2024

In the work we do, we find fascinating to see that Marketing as a function is often missing at the strategic account table. 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.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

Arpedio

MARCH 27, 2023

Sales Pipeline Management Software – Manage Your Opportunities With Ease ← Back to blog Sales pipeline management is an effective tool for converting leads into sales. To successfully manage your sales pipeline, you need to consistently feed it with data inputs and review your processes and KPIs on a regular basis.

Software 52

Software Software Management Sales 52

Arpedio

MARCH 27, 2023

Sales Pipeline Management Software – Manage Your Opportunities With Ease ← Back to blog Sales pipeline management is an effective tool for converting leads into sales. To successfully manage your sales pipeline, you need to consistently feed it with data inputs and review your processes and KPIs on a regular basis.

Software 52

Software Software Management Sales 52

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 109

Sales Account Management Communication Sales Management 109

Mike Kunkle

MAY 11, 2022

That depends on a variety of factors, which I will share in this article. As applicable, understanding of vendor and channel partners and how to most effectively build relationships and engage with them to uncover, manage, and win opportunities through the effective co-creation of solutions for customers. Opportunity Management.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

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

Sometimes called perspective-taking, this kind of empathy can help in, say, a negotiation or in motivating people. A study at the University of Birmingham found, for example, that managers who are good at perspective-taking were able to move workers to give their best efforts. That erodes trust!

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

Account Manager Tips

AUGUST 9, 2022

Details at the end of this page ) The KAM CLUB You’re only seconds away from the essential training, advice and support you need for an exceptional career in key account management. Planned my negotiation strategy: Know who I'll negotiate with Know my objectives (best case) and bottom line (worst case). Learn more.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

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

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. Go for the no”. John Greathouse. Learn more about Value Based Selling.

Remote Working 98

Remote Working Key Account Management Finance Banking 98

Brightbridge Consulting

APRIL 24, 2020

We have recently published through the Association for Key Account Management www.a4kam.org an article on using a toolkit the ‘Power Grid’ to sharpen focus and decision making. Alistair Taylor, Managing Partner of Brightbridge Consulting, is a Board Member of the Association. What we must overcome?

Healthcare 40

Healthcare Key Account Management Publishing Negotiation 40

PandaDoc

APRIL 3, 2023

In this article, we’ll be concentrating on the latter: the sales playbook and its role in the sales cycle. In this article, we’ll give you a step-by-step blueprint for creating and maintaining a winning sales playbook for your team. Should the Chief Sales Officer (CSO) be involved, you might wonder? Are they up to date, though?

Negotiation 52

Negotiation Sales Decision-making Communication 52

Jermaine Edwards

APRIL 3, 2020

According to Deloitte Global’s 2018 crisis management survey, “ Stronger, Fitter, Better: Crisis Management for the Resilient Enterprise ,” nearly 60% of respondents believe that organisations face more crises today than they did ten years ago, yet many may overestimate their capabilities to respond. It’s about the result, not status.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

Hubspot Sales

AUGUST 24, 2023

In this article, we will explore the widespread adoption of AI sales reps, highlighting their diverse applications and significant impact on the sales industry. In addition to managing customer contacts, reps are responsible for preparing reports, generating leads, and all other related administrative tasks.

Artificial Intelligence 81

Artificial Intelligence Emotional Intelligence Negotiation Sales 81

QYMATIX

OCTOBER 11, 2022

This article describes a step-by-step introduction to price corridor analysis with Excel. Let us disclosure that our software uses AI-based data mining methods to present a B2B pricing strategy to Key Account Managers. Sales managers can use a price corridor to determine the optimal price for each customer and product.

B2B 52

B2B Negotiation Profitability Transportation 52

Sales Management Matters

AUGUST 8, 2019

In the final blog of OpenSymmetry’s seven-part blog series on effective sales compensation plan design, we’re looking at how to manage all kinds of deals — even the unforeseen deal. How do we best manage these situations? To read the entire blog series, start with blog one. FORESEEN CIRCUMSTANCES.

Account Management 64

Account Management Government Negotiation Decision-making 64

Account Management Skills

JANUARY 11, 2022

He specialises in helping agency leaders and their teams negotiate more profitably. I’ve had it on my shelf for a few years now and it becomes a reference guide for negotiating. Negotiating to become more profitable, have better relationships, increased pricing, which some agencies are not very good at. So Chris, welcome.

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 52

Showpad

FEBRUARY 9, 2020

In fact, sales-related processes may benefit from the clear delegation of duties across the team more than any other aspect of services (as opposed to something like account management, which can be somewhat more fluid). . Oversight, Onboarding and Training: Sales Managers and Directors.

Sales 99

Sales Onboarding Account Management Finance 99

PandaDoc

AUGUST 9, 2023

In this article, we will provide you with the LinkedIn profile tips and tricks that will sharpen yours until it’s a samurai sword ready to slice through pain points, objections, and the doubts of prospects or potential employers. A job title like Marketing Manager or Copywriter is a good place to start. It’s also great for prospecting.

Value Proposition 83

Value Proposition e-Learning Government Marketing 83

Revenue Storm

JANUARY 11, 2022

I will refuse to negotiate pricing until I have been able to establish business value with the right contacts. This is the time to expand your knowledge and expertise, engage with higher level client contacts, and learn new account management skills. I will always ask for the next step in the process, as well as the order.

Negotiation 78

Negotiation Decision-making Account Management Management 78

Engage Selling

MARCH 11, 2017

This is the fifth of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog. You can check it out there along with content from other great authors… In this six-part series … Read More »

Sales Management 48

Sales Management Management Sales Account Management 48

Louise Collins Associates

NOVEMBER 24, 2017

So when organisations have tried, and failed, to introduce Key Account Management (KAM) it is no different. In most organisations KAM sits within the sales directorate and the responsibility for leading key account teams sits with the first line sales manager. This is not the role of the first line sales manager.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

SmartKarrot

OCTOBER 11, 2023

For client partners , the ability to successfully negotiate this complex web of multi-stakeholder management has become essential. The subsequent article explores a methodical strategy for mastering stakeholder management. The subsequent article explores a methodical strategy for mastering stakeholder management.

Stakeholders 10

Stakeholders Management Facilitation Construction 10

QYMATIX

JUNE 15, 2021

You are an experienced sales manager and have a strong affinity to sales analytics. Only with precise sales forecasts can you negotiate healthier sales goals with your team and management. With reliable sales predictions, you can improve your sales process and prioritize accounts. How do you forecast sales today?

Sales Analytics 52

Sales Analytics Sales Key Account Management Manufacturing 52

Engage Selling

AUGUST 26, 2017

Your sales managers are … Read More » When you’re part of an organization whose sales team is spread out over a large territory, it’s easy to lose touch with what’s happening on the front lines, where staff work directly with prospects and customers.

Sales Management 48

Sales Management Management Sales Organization 48

Account Management Skills

JUNE 1, 2021

This episode’s for you if you have a difficult client situation to manage. At some point or other as an agency account manager, we have to manage difficult clients. And in this interview, I love how Dr. Mark Goulston weaves some practical tips and examples of how to manage difficult people into his engaging stories.

Investors 52

Investors Account Management Performance Review Client Relationships 52

PandaDoc

SEPTEMBER 21, 2022

In this article, we’re covering 14 apps and platforms that offer sales pipelines. Because the vast majority of sales CRM software offers some kind of pipeline management workflow. In short, it’s a simple-to-use platform that transforms deal management using basic project management tools to consolidate complex information.

CRM 52

CRM Software Software Sales 52

Engage Selling

DECEMBER 31, 2016

In part one of this two-article series, we looked at why there’s no such thing as time management: all we can manage is ourselves and the choices we exercise in our work. When we do this correctly we are saying … Read More »

Management 48

Management Account Management Negotiation Sales Training 48

Zendesk

JUNE 28, 2022

In this article, we reveal the 15 best online sales training programs in 2022, sorted by training types. This course includes training on account management, client mapping, relationship development, client retention, bid review, opportunity navigation, competitive positioning, and more. Enterprise sales training.

Sales Training 52

Sales Training B2B Sales Profitability 52

Engage Selling

JULY 15, 2017

In my last article, I talked about the importance of being able to anticipate lost customers as part of having a healthy growth strategy for your business. That included a case study that identified several loss triggers. Now, using that … Read More »

Account Management 48

Account Management Negotiation Sales Training Sales Leadership 48