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

DemandFarm

MARCH 31, 2023

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. Challenges in Shifting to Digital Key Account Management Shifting to Digital Key Account Management also comes with its fair share of challenges.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

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.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

ProlifIQ

NOVEMBER 3, 2021

If you’re not familiar, opportunity planning is what top sales reps do to strategize how they’ll find, qualify, pursue, and close a deal within a target account. It’s similar to account planning, but more focused on opportunity health vs your overall account health.,

Profitability 98

Profitability Account Planning Sales Key Account Management 98

ProlifIQ

JUNE 21, 2023

This alignment helps in driving sustainable growth and ensuring the overall success of the strategic account management program. Account plans are instrumental in managing and retaining strategic accounts. Stakeholder mapping plays a vital role in strategic account management.

Account Management 52

Account Management Management Account Planning Stakeholders 52

Louise Collins Associates

NOVEMBER 24, 2017

So when organisations have tried, and failed, to introduce Key Account Management (KAM) it is no different. My observation across multiple organisations is that KAM often lacks the leadership required to make it work. Effective Key Account Management (KAM) requires organisational leadership and specific coaching.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

DemandFarm

APRIL 8, 2024

The best account managers , however, have a secret sauce that differentiates them from the others. At the core of their ABS is an often-overlooked perspective–selling to the humans behind the steely structures that make up their accounts lists. See All the Steps you’ve taken to Engage an Account under One Roof.

Key Account Management 52

Key Account Management Account Management Stakeholders Meetings 52