Account marketing and Sales Training - Strategic Accounts Today

Referrer Management – Capacity and Capability

Red Star Kim

OCTOBER 16, 2023

Another area for discussion was sales training and sales process management. We considered a few sales processes and RAIN (from Insight Selling – which is similar to Challenger selling) was appreciated. Some firms are “plan-light” so activity could be sporadic. Which was important for individual competencies (see below).

Management

Management Emotional Intelligence Onboarding Communication

Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum

Red Star Kim

JUNE 15, 2023

My KAM/relationship management experience (0=low, 10=expert): 0% 18% 18% 9% 9% 9% 18% 18% 0% 0% Have you had formal sales training?

Key Account Management

Key Account Management Account Management Management Client Relationships

Referrer Management – Capacity and Capability

Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum

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