DemandFarm

MARCH 31, 2023

The world of B2B selling has transformed dramatically in recent years, as the shift towards digitalization has changed the way businesses interact with one another. With the growing size of buying groups in the digital age, it is imperative to consider factors that play into the challenges and benefits of digital key account management.

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Strategic Account Management Association

DECEMBER 3, 2020

As conveners of the largest community in the world dedicated to strategic and key account management, one of SAMA’s foundational purposes is to help our community both adapt to what’s happening right now and prepare for what may happen next. The profile of strategic account teams will shift dramatically.

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DemandFarm

APRIL 21, 2023

The quest for the right solution is never-ending in B2B spheres, as organizational needs constantly change and evolve. With digital key account management tools , sales teams can offer numerous advantages over traditional methods, including increased security, convenience, and visibility.

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Key Account Management Account Management Digitalization Management 52

ProlifIQ

MAY 7, 2021

In sales, B2B account planning is kind of like plotting a heist, minus the stealing. The same principle applies: the bigger the prize, the more aggressive and daring your plan has to be. Here’s what the data say about B2B account planning and how sales teams can benefit from creating big plans for big companies.

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Account Planning B2B Decision-making Stakeholders 52

DemandFarm

APRIL 4, 2023

Why should you adopt Digital Key Account Management? What are some of the benefits of adopting digital account planning solutions for your key accounts? How will it be different from the existing account management strategies that you have adopted for your key accounts?

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Key Account Management Account Management Digitalization Management 52

Upland

APRIL 20, 2023

How can effective account management help you defend and grow revenue? As you’ll see, lone wolf selling is quickly losing efficacy in a B2B business world that puts a premium on relationships. Sellers can take these lessons and use them to land new, key accounts, but also grow revenue in all accounts.

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KAM With Passion

NOVEMBER 11, 2020

By talking to each other and by making sure that conversations are meaningful to both parties. As a company, business unit or sales leaders, here are a few facts to keep in mind: First, In B2B, on average, 70% of revenue comes from existing customers. Business Reviews in an Account Management context. On the contrary.

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Account Manager Tips

NOVEMBER 22, 2022

As a supplier, if you want to sell to procurement, you really need to understand things like the buying process, supplier management, supply chains, decision making and more. One Page Key Account Plan Guide & Template. Say goodbye to complicated account plans that don't work. The KAM Club.

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ProlifIQ

OCTOBER 4, 2023

Where To Start In the complex world of B2B sales and account management, success hinges on the ability to develop and execute a robust account management strategy. We’ll walk through the key components of building an effective account management strategy that drives revenue, customer retention, and loyalty.

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Account Management Management Account Planning Key Account Management 52

ProlifIQ

MARCH 11, 2021

When selling into key accounts tied to large opportunities, that saying carries a lot of truth – relationships are everything. The faster you can reach and influence decision makers or key stakeholders, the faster you’ll turn opportunities into deals. You can’t just reach one or two key stakeholders anymore.

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ProlifIQ

MARCH 11, 2021

When selling into key accounts tied to large opportunities, that saying carries a lot of truth – relationships are everything. The faster you can reach and influence decision makers or key stakeholders, the faster you’ll turn opportunities into deals. You can’t just reach one or two key stakeholders anymore.

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DemandFarm

MAY 25, 2023

He is so pleased to be able to see, at one glance, all the key stakeholders in his key account. He knows immediately who can best influence the decision he will need when he presents them with a great growth opportunity. Any information he needs about his key accounts contacts is now at his fingertips.

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Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop. Do you make the first move and present a compelling proposal that positions you as the partner of choice? Define price strategy.

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ProlifIQ

JUNE 21, 2023

Strategic Account Management in B2B Welcome to our comprehensive guide on strategic account management. Whether you’re an experienced strategic account manager or aspiring to become one, we share the knowledge and skills needed to excel in this critical role.

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Account Management Management Account Planning Stakeholders 52

Arpedio

MARCH 7, 2022

For key or strategic accounts, does it matter if marketing works with sales? Account-based marketing (ABM) revolutionized marketing. So, why do so many strategic/key account management (SAM/KAM) programs not integrate with ABM? Key takeaways. Re)Defining account-based marketing. Absolutely yes!

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Co-Creation Account Management Account Planning Key Account Management 52

Revegy

OCTOBER 2, 2019

of sales organizations don’t take advantage of account planning to grow their strategic accounts. Why isn’t everyone successful when it comes to key account management? The 5 Challenges of Growing Key Accounts. According to SAMA, the average strategic account has 12 to 15 key decision-makers.

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DemandFarm

MAY 12, 2023

It provides the tools and knowledge to take Global Account Management to the next level and unlock your business’s full potential. Read Now: 4 Ways To Optimize Your Global Key Account Management Understanding Global Account Management Embarking on the Global Account Management journey may seem a bit daunting at first!

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Jermaine Edwards

NOVEMBER 25, 2021

In 2016 I wrote a post on the five foundation steps for stakeholder management success in key account management, that was well received and guided lots of leaders. A plan provides clarity and buy-in to what you want to achieve as you’ve spent time considering what’s important to your customer.

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Arpedio

JANUARY 26, 2022

White Space Analysis for Key Account Management. There’s no denying that White Space is intriguing for all stakeholders in the SAM (Strategic Account Management) ecosystem. Make informed decisions during times of market changes or economic uncertainty (which is very relevant in these Covid times).

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Account Management B2B Key Account Management Co-Creation 52

Arpedio

JANUARY 26, 2022

White Space Analysis for Key Account Management. There’s no denying that White Space is intriguing for all stakeholders in the SAM (Strategic Account Management) ecosystem. Make informed decisions during times of market changes or economic uncertainty (which is very relevant in these Covid times).

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Account Management B2B Key Account Management Co-Creation 52

Account Manager Tips

SEPTEMBER 29, 2020

Are you doing key account management the hard way? Effective key account management requires you to increase profits, develop relationships, increase satisfaction, grow revenue, improve retention and reduce conflict. Let's take a look at 7 of my favourite key account management tools.

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DemandFarm

AUGUST 31, 2023

Success lies in a tailored, strategic approach to customer success management. One that leverages Key Account Management (KAM) principles to retain customers and transform them into brand advocates. Shockingly, just over 20% of B2B companies consistently measure and act on insights from customer experience.

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Deep Insight

AUGUST 10, 2020

All interviews were excellent and insightful but some went off in directions that we had not planned at the outset. This blog is about the fundamentals of Key Account Management (KAM) but that was not the topic I had in mind when I interviewed Joe Edwards. Key Account Management. John O’Connor.

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Account Management Skills

AUGUST 24, 2021

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. Kapta is a key account management platform. And Kapta is a key account management platform.

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SBI

AUGUST 1, 2019

Revegy , a leading provider of account revenue optimization technology, and FinListics , a company that helps B2B sellers analyze and speak to the financial performance of their target customers, announced today their collaboration through a new partnership alliance. Revegy and FinListics Announce Partnership Alliance. ????Revegy

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SBI

AUGUST 2, 2019

FinListics , a company that helps B2B sellers analyze and speak to the financial performance of their target customers, and ????Revegy Revegy , a leading provider of account revenue optimization technology, announced today their collaboration through a new partnership alliance. FinListics and Revegy Announce Partnership Alliance.

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Account Planning Account Management CRM B2B 32

ProlifIQ

APRIL 21, 2023

Account Planning Growth Strategy For businesses looking to grow their revenue and achieve their goals, an effective account growth strategy is essential. This strategy involves developing a comprehensive plan to manage and grow the customer accounts that are critical to the business’s success.

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DemandFarm

APRIL 8, 2024

If you’re part of a B2B sales team, chances are that ABS as a strategy is on your radar. Account Based Selling (ABS) burst into the spotlight in the mid 2010s and has been steadily gaining traction as the go-to approach among B2B sales organizations. Who wouldn’t want to unlock the full potential of their key accounts?

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DemandFarm

APRIL 18, 2023

A connected apps ecosystem in key account management involves the integration of your digital key account planning tool with other tools in your sales tech and marketing tech stack. When a lot of tools are used to keep track of your accounts, you will often operate in silos within your ecosystem.

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Account Management Digitalization Management Account Planning 52

Arpedio

JANUARY 11, 2023

Let’s show you how to get the most out of your account management! In this blog, we’ll break down the concept of account management, and why it’s so important in order to drive a successful business in today’s increasingly complex B2B industry. What Is Account Management? What Is an Account Manager?

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Arpedio

JUNE 22, 2022

Relationship Mapping, also known as Customer Relationship Mapping, Relationship Management, or Stakeholder Management is a way of mapping B2B relationships between large organizations. It can be a complex task, as large enterprises often involve multiple stakeholders in a buying decision. How to Make a Relationship Map?

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SmartKarrot

NOVEMBER 9, 2022

It takes both art and science to handle key accounts. Some aspects of account planning are constructing a sales strategy, developing a consistent technique for gathering background information on important clients, and establishing relationships based on proactive management and support. Let us discuss them –.

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