DemandFarm

APRIL 13, 2023

KAM Glossary (with 65 Definitions) To help strategic account managers / key account managers /sales professionals enhance their understanding of Key Account Management (KAM) , this glossary provides clear and concise definitions and explanations of essential terms, definitions, and concepts related to key account management.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

Brooks Group

FEBRUARY 27, 2024

B2B buyers today see many products and services as commodities: items that seem equivalent no matter who produces them. This is when a value-based selling approach—the ability to add value to your product or service—is critical. This works particularly well if you sell a technical product or service.

Sales Training 59

Sales Training Sales Value Selling Profitability 59

KAM With Passion

MARCH 28, 2022

In another post, I have introduced 3 complementary capabilities organisations need in a B2B world and presented them as a pyramid. In the world of B2B sales, the term of complex sales is a well-accepted term but what does it mean exactly? Let’s look at a few typical B2B sales situations and match each of them with a judo belt.

Procurement 130

Procurement Stakeholders CRM Government 130