Arpedio

AUGUST 22, 2023

Key account management best practices ← Back to blog In today’s competitive landscape, effectively managing key accounts is not just a strategy: It’s a necessity. Now, let’s dive into the best practices of key account management. Ready to increase customer lifetime value?

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Key Account Management Account Management Management Onboarding 52

Arpedio

OCTOBER 11, 2021

Key Account Manager or Strategic Ecosystem Leader? Key Account Manager or Strategic Ecosystem Leader? ? On September 15th, more than eighty Key Account Managers (KAM) assembled in Copenhagen and online for a hybrid event. Basic alignment on value drives priority, success, and a long-term partnership.

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Key Account Management Account Management Co-Creation Management 98

Account Manager Tips

JULY 9, 2020

Your first 90 days in a new job as an account manager are the most challenging.and with the most at stake. A detailed list of all the activities you need to do to get settled into your new account management role, grouped into 30 day periods. Are you moving to account management from a different profession?

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Miller Heiman Group

APRIL 2, 2019

For accounts you’ve lost, you can conduct a similar internal review, based on information from your key relationships inside the customer’s organization. Take the time to analyze all the key factors in an account, including: Key players. Your value proposition. Make Sure Your Value Proposition Is Mutually Beneficial.

Account Management 110

Account Management Value Proposition Management Suppliers 110

Hubspot Sales

MARCH 18, 2019

The answer: Key account management. In this comprehensive guide to key account management, you'll learn: The definition of key account management. How to know whether your company needs a key account management strategy. The difference between key account management and selling.

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Key Account Management Account Management Management Account Strategy 125

Arpedio

APRIL 29, 2024

(SAMA = Strategic Account Management Association. Explore actionable strategies, best practices, and innovative approaches that promise to revolutionize the way you approach Strategic Account Management. SAM professionals identified as value creators, ecosystem orchestrators, and champions of data-driven decision-making.

Key Account Management 52

Key Account Management Account Management Ecosystem Leadership Global Accounts 52

Miller Heiman Group

APRIL 9, 2019

According to CSO Insights research , only 29 percent of organizations report being effective at using a formal process for account engagement and development of relationships with key stakeholders. When managing large accounts, many sales teams struggle to access diverse stakeholders. Develop a Situation Appraisal.

Stakeholders 92

Stakeholders Value Proposition Decision-making Account Management 92

Account Management Skills

AUGUST 24, 2021

In this episode, I talk to Alex Raymond from Kapta about everything to do with account management processes. Not project management systems, not CRM systems, but having a dedicated system to guide the agency account management team, when it comes to managing and delve developing existing client relationships.

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Account Management Management Account Planning Co-Creation 98

Account Manager Tips

NOVEMBER 19, 2022

The Value Proposition. In addition, they're cross referenced with related KPIs which is useful when looking to appeal to multiple stakeholders. B2B elements of value Now I know KPIs aren't for everyone. For an alternative approach, check out the B2B Elements of Value Pyramid. The Measurement. Bernard Marr.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Red Star Kim

OCTOBER 24, 2022

Some used the DMU (see introductory video on DMUs ) and the stakeholder matrix for targeting. Portfolio management. One delegate was struck by my fun use of dinosaurs in portfolio management. Key Account Management (KAM) programme (kimtasso.com). Key Account Management KAM in a nutshell (kimtasso.com).

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Meetings Value Proposition Key Account Management Account Management 100

Arpedio

FEBRUARY 14, 2024

Relationship Building Nurturing and strengthening the relationship with key stakeholders through effective communication and value delivery. Performance Monitoring Tracking and measuring the success of the account plan against key performance metrics to ensure continuous improvement and accountability.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

FEBRUARY 14, 2024

Relationship Building Nurturing and strengthening the relationship with key stakeholders through effective communication and value delivery. Performance Monitoring Tracking and measuring the success of the account plan against key performance metrics to ensure continuous improvement and accountability.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

ProlifIQ

JUNE 21, 2023

In this blog post, we will explore the ROI of account planning, define what an account plan entails, discuss its role in sales success, and provide valuable insights backed by trusted sources such as Gartner and Forrester. What is an Account Plan? Furthermore, a tactical plan is an integral part of the account planning process.

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

Clarity Engagement Solutions

NOVEMBER 9, 2020

the evolving healthcare industry, pharma and bio-tech companies are now focusing on each component of market access: – Price – Channel – Stakeholders – Government agencies How do these elements apply to new types of decision makers, previously unknown to market access teams?

Marketing 91

Marketing Healthcare Stakeholders Procurement 91

Clarity Engagement Solutions

NOVEMBER 9, 2020

– Stakeholders. Customized processes and functions are required to effectively engage these new stakeholders. A primary challenge for pharma and bio-tech companies is how to identify the right stakeholders in the approval process. – Research each stakeholder and align your goals with theirs.

Marketing 91

Marketing Healthcare Stakeholders Procurement 91

Arpedio

APRIL 29, 2024

By incorporating these key components into your account plan strategy, you can maximize your sales success and create a solid foundation for sustainable growth and client satisfaction. These elements work together to ensure a tailored, focused, and successful approach to sales account management.

Account Planning 52

Account Planning Client Relationships Value Proposition Sales 52

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

Account Manager Tips

JULY 6, 2022

ne the value potential of the solution for customers. Use of knowledge management systems and learning with customers Provide value proposition for the customer's network. You can work with your stakeholders in real time to unlock conversations, insights and ideas. Designing and producing the solution.

Co-Creation 130

Co-Creation Value Proposition Account Planning Suppliers 130

SmartKarrot

OCTOBER 5, 2023

Businesses today strive to get growth from existing accounts and, the role of Enterprise Account Management has come to the forefront in that regard. Designing and implementing the perfect playbook for managing large-scale clients is crucial to ensuring consistent customer experience and business growth.

Account Management 10

Account Management Management Value Proposition Stakeholders 10

Account Manager Tips

MAY 1, 2021

As a key account manager, you not only need to keep your clients, you need to keep them profitable. Sales and key account management Too often, key account managers retreat from sales-focused conversations because it feels manipulative. All the things key account managers work hard to avoid.

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Negotiation Key Account Management Suppliers Value Proposition 130

SmartKarrot

MAY 12, 2023

In today’s highly competitive business landscape, managing and nurturing key accounts has become a critical aspect of organizational success. Key Account Management (KAM) is a strategic approach that focuses on developing long-term, mutually beneficial relationships with a select group of high-potential customers.

Key Account Management 10

Key Account Management Account Management Business Growth Value Proposition 10

Account Manager Tips

JUNE 29, 2021

Demonstrate that you value your client's business. Create contact plans to keep in touch with key stakeholders in your company and your client's. Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop. Stakeholders value business improvement.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

ProlifIQ

APRIL 5, 2023

The purpose of creating a template is to scale future account plans that are necessary. Sales The sales team should work closely with account managers to ensure that the account plan is aligned with the customer’s needs and priorities. Key account planning is a critical component of strategic account management.

Account Planning 52

Account Planning Value Proposition Account Management Key Account Management 52

Arpedio

FEBRUARY 15, 2024

They are adept at identifying latent needs and opportunities within their organization and are skilled at articulating the value proposition of new ideas or initiatives. One way Mobilizers influence buying decisions is by articulating a compelling vision for change and demonstrating the value proposition of proposed solutions.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

SmartKarrot

MAY 12, 2023

Key Account Management (KAM) is a strategic approach that focuses on fostering long-term, value-driven relationships with a select group of high-potential customers. This article will discuss the top 6 Key Account Management skillsets that are crucial for driving business success.

Key Account Management 10

Key Account Management Account Management Management Interpersonal Skills 10

ProlifIQ

APRIL 21, 2023

To scale an account growth strategy, businesses can implement strategic account management processes that incorporate strategic account managers and account managers. They also develop and implement strategic account plans that align with the business’s goals and objectives.

Account Growth 52

Account Growth Account Planning Key Account Management Account Management 52

Account Manager Tips

MAY 1, 2021

As an Account Manager, there's always something to negotiate. You need to know the answers to these and other questions: What’s your value proposition (as your client sees it, now you)? Consider resistance management – what kind of complaints or concerns might be raised. Successful Sales Negotiation Strategy.

Negotiation 130

Negotiation Suppliers Decision-making Sales 130

SmartKarrot

JUNE 16, 2020

A list of Top 8 SaaS Account Management Best Practices to help you grow your existing accounts and increase revenue. #1 1 Define Key or Strategic Accounts. The ideal Account Manager should be a problem solver who is sensitive to the client’s needs and spends time and energy to make them successful.

Account Management 10

Account Management Management Value Proposition Key Account Management 10

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. Connected with key stakeholders and decision makers. Differentiated my value proposition. Learn more.

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Negotiation Value Proposition Brainstorming Suppliers 130

Hubspot Sales

APRIL 27, 2023

Successful AEs can go on to sales management, enterprise sales, or even executive roles, depending on the size of the company. Post-Sales Account Manager After the AE closes a deal, a post-sales account manager is responsible for managing that sales account and ensuring that the client is satisfied with the quality of the product or service.

Sales 107

Sales Account Management Communication Sales Management 107

Arpedio

OCTOBER 30, 2023

This enabler emphasizes orchestrating the entire customer journey, from prospecting to account management , including upselling , support processes, and stakeholder management. Cross-functional team collaboration & orchestration: The days of single point contacts in key account management are long gone.

Co-Creation 52

Co-Creation Account Planning Artificial Intelligence Leadership 52

Arpedio

JULY 12, 2023

You can think of it like this: Marketing creates the initial demand and interest after which account-based selling activities take over to build relationships, engagement and consensus among the stakeholders involved in the buying decision. Superior together.

Marketing 52

Marketing Advertising Decision-making Communication 52

Revegy

SEPTEMBER 10, 2020

Identify stakeholder relationships you can leverage to gain access to the key decision-makers for each of your 3 to 5 ‘revenue growth ideas.’. Craft the value proposition for why your solution should be adopted now. Feel free to come up with a dozen or more scenarios and debate them.

Value Proposition 72

Value Proposition Decision-making Stakeholders Organization 72

SmartKarrot

MAY 17, 2023

Work closely with the Implementation Team, Technical Support Engineers, and Account Managers each day to get a complete picture of each customer’s account. Engage and grow your relationships with key account contacts right away to maintain them throughout the client lifetime.

Customer Success 19

Customer Success Value Proposition Onboarding Stakeholders 19

SmartKarrot

APRIL 1, 2022

Role: Customer Success Director, WordPress VIP Location: Remote, United States Organization: Automattic As a Customer Success Director, you will be responsible for developing and supporting best-in-class account teams (Technical Account Managers, Engineers, and Support Engineers) by acting as a mentor, coach, and team player.

Customer Success 19

Customer Success Value Proposition Stakeholders Onboarding 19

Louise Collins Associates

JULY 20, 2017

Of course, it is critical to know the external stakeholders who make the decisions within the account. It is not uncommon for these organisations to have very specific ‘target’ lists of key stakeholders to see within an account. What is the account objective?

Account Planning 52

Account Planning Stakeholders Decision-making Value Proposition 52

SalesGlobe

JULY 9, 2021

Planning for your customers means incorporating change methodology that includes: Clear articulation of a new value proposition. As companies make the shift, GTM elements of value propositions, core and industry-based messaging, account targeting, revenue motions, and pricing are core workstreams.

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Finance Value Proposition Sales Innovation 52