KAM With Passion

MAY 27, 2021

Train the key people chartered to design the KAM Initiative (KAM Programme Director/Manager and team). Deliver an initial training to the first Key Account Managers and Teams. Deliver initial training to newly appointed Key Account Managers and Key Account Teams members.

Key Account Management 130

Key Account Management Global Accounts Account Management Management 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

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

5600 Blue

NOVEMBER 29, 2017

We recently conducted negotiation coaching for over $1b in revenue on over 100 renewal opportunities for a global client of ours. We weren’t training their new reps, but working with some of their most seasoned global account managers to help them be more strategic and successful. Minimizes deal margin.

Negotiation 52

Negotiation Value Proposition Global Accounts Procurement 52

DemandFarm

APRIL 26, 2023

Key Account Management (KAM) focuses on building long-term relationships, and aims to improve customer satisfaction – especially in a B2B scenario. A key account manager’s primary responsibility is ensuring that the needs of key clients are met, and that they remain satisfied with the company’s products and services.

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52

MTD Sales Training

AUGUST 29, 2013

However, the account management challenges caused by this one-point-of-contact approach can be far-ranging, They include: The lack of depth in contacts within the buying company. Better resource management, as different team members can interact with more people within the client’s organisation. Managing Director.

Suppliers 48

Suppliers Key Account Management Account Management Global Accounts 48

Deep Insight

AUGUST 16, 2021

The message from this blog? Whale Hunting with Global Accounts. It’s not often that I write book reviews but if there’s one book on sales management you should plan to read before the end of the summer holidays, it’s Whale Hunting with Global Accounts. Forget elephants; hunt whales instead.

Global Accounts 52

Global Accounts Key Account Management Account Management Profitability 52

KAM With Passion

MARCH 28, 2022

This post kicks-off a new section of the KAM With Passion blog dedicated to Complex Sales. The Global Sales VP is the sponsor of the project without being directly involved in the decision. The Sales Excellence Director and the CRM IT Project Manager chair the buying committee but will take a consensus-based decision.

Procurement 130

Procurement Stakeholders CRM Government 130

SalesGlobe

FEBRUARY 9, 2022

Sales jobs typically will align to customer segments and can range from global account management to field sales to inside sales. The structure may be developed around key segments – for example, the telecommunications industry or major accounts. He’s also not going to sell to the office manager anymore.

Value Proposition 52

Value Proposition Advertising Sales Profitability 52