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

Strategic Account Management Association

SEPTEMBER 11, 2020

In strategic account management, companies have to address the never-ending question of how to differentiate themselves and gain market share. Value Selling A sales approach that focuses on benefiting the customer throughout the life cycle of your relationship. Account teams often wonder, “What’s in it for me?”

CXM 520

CXM Account Management Customer Experience Management 520

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

Brooks Group

FEBRUARY 27, 2024

Dedicate Personnel Add value by dedicating account managers to handle customers’ needs personally. This works particularly well if you sell a technical product or service. Pamper these preferred customers with a more sophisticated level of service, extra support, or dedicated phone lines, for example.

Sales Training 59

Sales Training Sales Value Selling Profitability 59

SOAR Performance Group

AUGUST 18, 2023

They tell me: “John, we just aren’t effectively articulating our value and differentiation.” While this has […] The post Ask These Five Questions to Improve Your Value Articulation and Differentiation appeared first on SOAR Performance Group. In my conversations with chief revenue officers (CROs), a recurring theme is emerging.

Value Selling 52

Value Selling Account Management Customer Success Leadership 52

KAM With Passion

MARCH 28, 2022

This post kicks-off a new section of the KAM With Passion blog dedicated to Complex Sales. Many fields in the CRM and associated tools for opportunity and account management are not used by most of the sales reps. The series of posts on Complex Sales is about the bottom of the pyramid. How complex is a complex sale situation?

Procurement 130

Procurement Stakeholders CRM Government 130