The Chapman Group

DECEMBER 8, 2020

It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. These are often the top achievers in the organization.

Account Management 133

Account Management Management Value Proposition Account Planning 133

The Chapman Group

AUGUST 23, 2020

It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. These are often the top achievers in the organization.

Account Management 78

Account Management Management Value Proposition Account Planning 78

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

Arpedio

APRIL 29, 2024

(SAMA = Strategic Account Management Association. ARPEDIO is one of the Global Technology Partners of SAMA). Key insights and learnings The Symposium brought together thought leaders and visionaries from leading organizations such as Tüv Süd , Zeiss , Mp Consulting , Mercuri and DHL.

Key Account Management 52

Key Account Management Account Management Ecosystem Leadership Global Accounts 52

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. Pipeline analysis.

Artificial Intelligence 52

Artificial Intelligence Value Proposition Account Management Co-Creation 52

Revenue Storm

FEBRUARY 15, 2022

Even when I was leading a $400 million global accounts organization. Statistically, sales organizations lose about 25% productivity by focusing on deals they will never win. Here is an example for a strategic account manager: Sales Plan: $2,000,000. For 20 years, I had a monthly sales quota.

Value Proposition 78

Value Proposition Sales Global Accounts Account Management 78

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. This broader perspective is vital to support the development of the account-centric Value proposition. .

Co-Creation 52

Co-Creation Marketing Value Proposition Key Account Management 52