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. How to identify key accounts.

Key Account Management 125

Key Account Management Account Management Management Account Strategy 125

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. The primary objective of this strategy is to either maintain or expand the profits derived from these key or strategic accounts.

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Key Account Management Account Management Management Onboarding 52

Arpedio

MAY 10, 2023

Why Key Account Management is Essential for Business Success ← Back to blog In today’s fast-paced business world, simply acquiring new customers isn’t enough – you need to keep them coming back for more. That’s where Key Account Management (KAM) comes in. What is Key Account Management?

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Key Account Management Account Management Management Profitability 52

DemandFarm

APRIL 21, 2023

With digital key account management tools , sales teams can offer numerous advantages over traditional methods, including increased security, convenience, and visibility. With key account management evolving and becoming more complex , organizations are turning to AI as a key differentiator and enabler.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Let’s examine what strategic account management is and the best ways to approach it.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

ProlifIQ

APRIL 5, 2023

Account Planning Best Practices Sales account planning is a critical aspect of any business that seeks to manage its customers effectively and generate more revenue. An action plan that outlines the sales account planning process is crucial for any company that wants to succeed.

Account Planning 52

Account Planning Value Proposition Account Management Key Account Management 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?

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

ProlifIQ

FEBRUARY 15, 2022

By pulling in Slack’s ability to enable teams with real-time data transfer (that goes beyond just chatting to each other from living room couches, Starbucks lobbies, or corner offices) you give Salesforce an incredibly powerful account planning capability that speeds up cycles and boosts win rates for any sales org. Here’s how.

Account Planning 98

Account Planning Key Account Management CRM Communication 98

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. Emerging Trends in Customer Success Management Several trends are reshaping how customer success management is viewed.

Key Account Management 52

Key Account Management Account Management Customer Success Management 52

Account Manager Tips

OCTOBER 13, 2020

Is your business and your key account management team growing fast? Do you feel like you're always playing catch-up and never have time for important projects, like developing processes that drive business growth or creating career paths for your key account managers? Click to Tweet. Warwick: Same.

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Key Account Management Account Management Management Decision-making 130

Account Manager Tips

OCTOBER 11, 2021

15 Reasons Why You Might be a Bad Account Manager Bad key account managers fail to build business relationships and achieve results. Here are fifteen signs you might be a bad key account manager and how to turn yourself into a good one. Has no plan Which clients need an account plan?

Account Management 246

Account Management Key Account Management Management Suppliers 246

Strategic Account Management Association

AUGUST 6, 2021

Form an organizational capability around co-creating products and solutions with our customers Redesign our philosophy around our customers’ needs Make a positive business impact on our customers’ operations Ingrain a deeply customer-centric vision and mission for sales. Tier 2: Applied Processes.

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Supply Chain Logistics Co-Creation e-Learning 520

KAM With Passion

NOVEMBER 11, 2020

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. For a blog post on the difference between Account Management and Key Account Management, go here. Then, the same meeting is used to jointly plan ahead.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Account Manager Tips

NOVEMBER 22, 2022

First things first: find out what they want You can't adapt your account strategy until you understand what the new procurement team want. Schedule a discovery meeting as soon as possible to figure out what their priorities are. How do they want to manage supplier relationships? One Page Key Account Plan Guide & Template.

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 130

Brightbridge Consulting

AUGUST 5, 2021

We are supporting the development of various activities through The Association for Key Account Management and Technological University Dublin, supported by Pfizer. We now look forward to booked engagements with the development of leadership and furtherance of account plans this Autumn. The post Meeting up?

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Meetings Suppliers Key Account Management Account Planning 40

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?

Key Account Management 52

Key Account Management Account Management Stakeholders Meetings 52

Account Manager Tips

MARCH 23, 2021

Portrait Software became a key account, and within 18 months, that partnership led to winning the larger Pitney Bowes business. Which is why key account management is so important. Is your solution a good fit and does it meet your clients’ needs compared to other suppliers? High dependency means key.

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Co-Creation Key Account Management Account Management Suppliers 227

Upland

APRIL 20, 2023

You need a strategy to defend and grow revenue in not only key accounts, but in every account. Here’s where having a sales account management strategy becomes indispensable. Through account management, your team can seek to establish themselves as trusted advisors to customers.

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Account Management Management Account Planning Decision-making 195

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.

Account Management 52

Account Management Management Account Planning Key Account Management 52

Account Manager Tips

AUGUST 3, 2022

When to give up Forms of communication (from most to least effective) Favourite book on follow up In other news Have your say on the future of key account management Quote of the week. We follow up with clients for to close a sale, to ask a question, to get a decision, to share information or reminders.

Key Account Management 130

Key Account Management Account Management Decision-making Communication 130

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.

Account Growth 52

Account Growth Account Planning Key Account Management Account Management 52

DemandFarm

MAY 25, 2023

Thank you for meeting with me last week. As technology continues to evolve rapidly, sales teams must use modern tools and strategies to stay ahead of the curve and drive business growth. Let’s explore how a digital mindset is powering the next wave of growth in account management and its subsequent impact on sales enablement.

Account Management 52

Account Management Digitalization Key Account Management Digital Transformation 52

DemandFarm

MAY 22, 2024

By leveraging these add-ons, companies can effectively manage their customer relationships and accelerate development cycles, ensuring they stay ahead in the competitive market landscape. Top Key Account Management Applications 1.

Facilitation 52

Facilitation Key Account Management CRM Decision-making 52

Account Manager Tips

JULY 9, 2020

Some hiring managers move fast and you may not have the time to do your plan justice if you haven't at least got a draft completed. On your first day, invite your boss to a recurring meeting to discuss your 90 day plan. Here's the job description for a Senior Key Account Manager at Amazon , advertised in July 2020.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

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.

Account Planning 10

Account Planning Key Account Management Account Management Client Relationships 10

DemandFarm

MAY 13, 2024

What sales or support actions contribute to higher retention or churn? Key account managers must foster strong relations with their clients, especially high-value ones, to ensure retention. Enhance communication : Personalized communication is key to understanding and meeting customer needs.

Account Planning 52

Account Planning Key Account Management Client Relationships Communication 52

KAMCast

NOVEMBER 26, 2020

So, with so many quotes by smart people to remind us of the importance of proper preparation and planning to avoid poor performance…WHY do most account plans simply NOT WORK? Perhaps the answer is simple and it is because most account plans are just too complicated! Perhaps some team members don’t even bother.

Account Planning 52

Account Planning Key Account Management Account Management Meetings 52

ProlifIQ

JUNE 21, 2023

Strategic accounts are not just any customers; they are the key customers that hold significant value and have the potential to contribute substantially to the company’s growth and revenue. A strategic account development plan serves as a roadmap for nurturing and growing these important accounts.

Account Management 52

Account Management Management Account Planning Stakeholders 52

Arpedio

OCTOBER 30, 2023

Account-Based Selling: A Deep Dive with Lee Levitt and Ulrik Monberg Explore the ARPEDIO platform ← Back to blog In the ever-evolving world of enterprise sales, strategies and tools are constantly refined to meet the dynamic needs of businesses. He recalls a meeting with the CEO of a large insurance company.

Co-Creation 52

Co-Creation Account Planning Artificial Intelligence Leadership 52

Account Manager Tips

JUNE 29, 2021

Close any gaps in your solution, meet all commitments and ensure your client is satisfied. Create a plan that outlines the steps that will lead to customer renewal. Let's talk about the client lifecycle The sales cycle attracts qualified leads, engages and converts them to clients. Include a SWOT analysis in your account plan.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

KAMCast

DECEMBER 3, 2020

???? ???????? ?????????????? Picture the scene… You have just asked one of your top account managers to meet you and walk you through their account plan for your most important customer. You want to know what we know, what we don’t know, what we are planning to do and how we are going to achieve it.

Key Account Management 52

Key Account Management Account Management Account Planning Customer Experience 52

Arpedio

MAY 23, 2023

Sales Coaching – Make Every Sales Rep a Top Performer ← Back to blog Coaching sales reps is vital! And therefore, this blog post is going to be all about sales coaching: What is it, what’s the value, and what does it take to make every sales rep a top performer. What is Sales Coaching? Table of Contents 1.

Sales 52

Sales Account Management Stakeholders CRM 52

Revegy

OCTOBER 2, 2019

of sales organizations don’t take advantage of account planning to grow their strategic accounts. CSO Insights/MHI 2018 Sales Effectiveness Study. Why isn’t everyone successful when it comes to key account management? The 5 Challenges of Growing Key Accounts. 2. Globalization.

Account Growth 69

Account Growth Key Account Management Account Management Account Planning 69

ProlifIQ

OCTOBER 21, 2021

In sales, opportunities don’t just fall from the sky. . You wouldn’t even need an umbrella, just a big bank account. If you want opportunities, you have to build a plan to get them. Ask ten sales reps “What is opportunity planning?” Spoiler: It can cut your sales cycle by as much as 25%.

Sales 98

Sales Key Account Management Banking CRM 98

Louise Collins Associates

NOVEMBER 24, 2017

So when organisations have tried, and failed, to introduce Key Account Management (KAM) it is no different. It is not enough to have sales graphs and market share predictions when introducing change to an organisation. Effective Key Account Management (KAM) requires organisational leadership and specific coaching.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

Arpedio

JUNE 16, 2022

Efficient opportunity management software is your gateway to explore opportunities, make accurate sales forecasting and close the big deals. What is Sales Opportunity Planning? How to do opportunity sales forecasting? Why is opportunity management important? What are the benefits of pipeline management?

Account Planning 52

Account Planning Account Management B2B Prioritization 52

Louise Collins Associates

AUGUST 29, 2017

The reality of Key Account Management (KAM) in most Pharmaceutical and Medical Device organisations is that it is largely something that is viewed as a sales activity. Therefore, it is no surprise that, in general, current KAM metrics centre around sales targets and activity. Does it lead to account progression?

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Key Account Management Stakeholders Decision-making Healthcare 52