The Key Account Strategy Template for B2B Businesses

Kapta

Creating an ironclad plan for key account management that guides individual account growth and gives you organization-wide insight isn't easy. Strategic Account Management Account Management

Stakeholder Mastery 3.0 – The Six Steps You Must Take

Jermaine Edwards

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. If you have an account planning CRM great but I’d still suggest writing it out so it’s clearer in your mind.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Becoming the expert for your customer

Jermaine Edwards

Some account managers and key account managers can get paralysed by over research. When studied and applied these will immediately help you as a customer leader or key account manager prepare to support, shape and solve real problems with and for your customers. Strategy (S).

Five Critical Customer Conversations

Jermaine Edwards

Importantly have clear actions that hold everyone accountable. Customer Relationships Key Account Management Key Account StrategyEvery conversation matters.

You Need These 5 Elements for Successful Strategy Implementation

Strategic Planning and Management Insights

SME Strategy is a strategy consulting company that specializes in aligning teams around their vision, mission, values, goals and action plans. Strategic planning alignment strategy communication accountability strategy implementation buy-in

How To Solve Problems You Didn’t See Coming

Jermaine Edwards

Key Account Management Key Account StrategyIt’s a VUCA World. Have you ever been really vulnerable? In a place that you’ve never been before? Answers seem distant and hard to reach. Those around you are silent, or at best have ideas, but nothing is really sticking.

Why change may make your customer results worse

Jermaine Edwards

This is one of a dozen questions every organisation and key account team must ask. As a Key Account Manager or Director you must begin with identifying the difference between the customer and the industry. Customer Success Key Account Management Key Account Strategy

Are You Ready To Take Advantage Of Hyper Adaptation?

Jermaine Edwards

Customer Relationships Customer Success Key Account Management Key Account StrategyThe New Normal.

The 10 Immutable Laws Every Business Needs to Follow

Jermaine Edwards

There are 10 immutable laws that shape the philosophy, outcomes and actions of high performing businesses, key account managers and customer serving professionals over the long term. There are many external risks to the management and health of a customer account.

The 10 immutable laws every business needs to follow

Jermaine Edwards

There are 10 immutable laws that shape the philosophy, outcomes and actions of high performing businesses, key account managers and customer serving professionals over the long-term. There are many external risks to the management and health of a customer account.

KAM Customer Life Cycle

Jermaine Edwards

This is especially true when it comes to the application of key account management and the elements that shape the success of existing customer management. Key Account Management Key Account Strategy

Why Your Organisation Needs A Customer Crisis Plan

Jermaine Edwards

Customer Relationships Customer Success Key Account Management Key Account StrategyDefining Crisis. When we think about crisis we can often immediately cast our minds to natural disasters, global emergencies and PR scandals.

Episode 36: Becoming More Strategic With Your Most Strategic Accounts

SOAR Performance Group

The topic for the meeting was “Becoming More Strategic with Your Most Strategic Accounts”. The post Episode 36: Becoming More Strategic With Your Most Strategic Accounts appeared first on SOAR Performance Group.

What Accounts Will Get CEO’s Their 2018 Revenue Number?

SBI Growth

Will you touch the right accounts and how is your sales leader assigning the reps to the right accounts? What accounts get you bigger deal sizes? Account management and segmentation is one of the keys in enabling a solid sales strategy.

Have You Evaluated Your Key Account Selection Strategy Lately?

SBI Growth

How do you determine the Key Accounts for a program? How often should you re-evaluate current Key Accounts? The answer for most is by simply taking your top few customers by annual revenue, and calling them “Key Accounts”. Article Sales Strategy account b2b sales key account program key account strategy key accounts sales strategy

5 Selling Lessons From the Saddle

SBI

The key lesson for sales is this – have a clear objective for an account (to advance) or opportunity (to win, or lose early). For example our account planning tools will provide a simple way to build an account strategy in Salesforce, but to build a great account strategy requires creative brain power too. Sales equally is [mostly] an individual activity where the salesperson carries the quota for a set of accounts or territory.

What Is Account Mining? What Are the Top Account Mining Strategies?

SmartKarrot

Account mining has been an age-old, reliable method for helping businesses derive and extract as much revenue as possible from existing accounts. What Is Account Mining? However, account mining can be extremely useful for helping your business accelerate growth.

Are You Important To Your Customer?

Customer Think

We were talking about an account strategy. I have to admit, and apologize to a few folks, I lost it in a meeting today. The sales person wanted to meet with the top executives of a very large corporation.

Spring Cleaning: Tools to Rejuvenate Sales

SBI

Whether it takes the form of an immense pile of neglected receipts on your desk, an ever expanding to-do list, or account strategies that – after months of execution – have grown dis-organized and unfocused, these sometimes invisible yet very present obstacles will drive your productivity deeper into the ground than the spring bulbs you planted. Plan2Win software helps salespeople like you develop territory and account strategies.

10 Steps to Win Over Your Client’s New Procurement Team

Account Manager Tips

First things first: find out what they want You can't adapt your account strategy until you understand what the new procurement team want. One Page Key Account Plan Guide & Template. Say goodbye to complicated account plans that don't work.

Whitespace – the missing sales metric that can mean success or failure

Upland

What if we told you that measuring the whitespace potential in accounts can mean life or death for many B2B companies? Increased account penetration boosts revenue. Now is the time to go deep on current accounts.

FROM EXECUTIVE SPONSORSHIP TO EXECUTIVE ENGAGEMENT

Strategic Account Management Association

Clarifying the executive sponsor role, behaviors (internally and externally) and expectations is critical if we wish to leverage the role as an accelerator and create executive accountability within the account team. Adapting corporate behaviors when working in the account.

How to define a strong KAM Training Path

KAM With Passion

This article focuses on individual competencies, especially those of the Key Account Managers. It provides you with a precise description of the skills and competencies required from a true Key Account Manager (not a plain entreprise customers sales rep).

How to Better Align Sellers and Leadership

ProlifIQ

According to Forrester, “While product and company messaging can be generic, your account strategy and go-to-market plans should be highly account-specific.” Understanding the makeup of your top accounts should be a top priority for sellers and leaders.

15 Reasons Why You Might be a Bad Account Manager

Account Manager Tips

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. Warwick Brown // Account Manager Tips.

SalesTech Video Review: @OutsideInSales

SBI

Its Account Plan helps account managers to build, follow, and measure a key account strategy. Video Reviews Account Plan account planning DealSheet Key Account Selling Major Account Selling Outside InOutside In’s DealSheet gives you a platform for organizing and scoring each opportunity against specific sales processes and steps. Visit Outside In Sales.

The Business Review: a modern classic, so important also during difficult times

KAM With Passion

To keep things relatively simple, let’s consider two types of context: Account Management and Key Account Management and let’s see how the execution of Business Reviews adapts to the depth of relationship between the supplier and each customer. Account Management Key Account Managemen

Forget elephants; hunt whales instead

Deep Insight

Whale Hunting with Global Accounts. It’s not often that I write book reviews but if there’s one book on sales management you should plan to read before the end of the summer holidays, it’s Whale Hunting with Global Accounts. Key account managers should not just be order-takers.

The Vital Importance of Account Planning

SalesPop

An extremely important aspect of account management is the strategic aspect, the plans of dealing with various accounts. I recently discovered through research just how much of an impact real account planning can have on company success. Account Planning Basics.

Customer Centric Growth Amid COVID

Revegy

If you’re responsible for growing your company’s revenue, either through a sales or an account management role, the panic of deal slippage or limited revenue opportunities may feel unavoidable. Account Intelligence is the Core of Customer Centricity.

Account Planning: Manage Long-Term Account Development

Arpedio

Account Planning: Manage Long-Term Account Development. Account Planning: Manage Long-Term Account Development. ? To form beneficial relationships with your accounts and ultimately improve account revenue. What Is Account Planning? Account Planning

Avoid These Critical Mistakes in Your Quarterly Business Reviews

Corporate Visions

But Account Management and Customer Success teams often don’t measure or report on business outcomes, nor do they connect the dots between leading indicators and a customer’s corporate goals.

Moving Customer Engagement Forward in a New Era

Clarity Engagement Solutions

Aspirational phrases such as ” partnership value” and “patient-centric approaches” have seeped their way into the planning conversation for years but with marginal impact on most product-focused launch strategies. Blog Healthcare Trends Pharma kam Strategy

Moving Customer Engagement Forward in a New Era

Clarity Engagement Solutions

Aspirational phrases like ” partnership value” and ” patient-centric approaches” have seeped their way into the planning conversation for years but with marginal impact on most product-focused launch strategies. Uncategorized Healthcare Trends Pharma kam Strategy

Moving Customer Engagement Forward in a post-Covid-19 age

Clarity Engagement Solutions

Aspirational phrases like “partnership value” and “patient-centric approaches” have seeped their way into the planning conversation for years but with marginal impact on most product-focused launch strategies. Blog Healthcare Trends Pharma kam Strategy

Three Essentials to Upselling in Large Accounts

Miller Heiman Group

Salespeople are highly motivated to sell as many solutions as possible to their existing accounts. Yet most accounts end up getting smaller over time, not larger. This “don’t-upsell-me” attitude comes from a long history of sellers not taking the right steps before and after the initial sale to improve their long-term potential in large accounts. Being buyer-centric with existing accounts requires excellent account planning.

Key Account Management: The Ultimate Guide

Hubspot

At some point, most company leaders have looked at their list of best clients and thought, "It would be really bad if we lost any of these accounts." The answer: Key account management. How to know whether your company needs a key account management strategy.

Avoid These Critical Mistakes in Your Quarterly Business Reviews

Corporate Visions

But Account Management and Customer Success often don’t measure or report on business outcomes, nor do they connect the dots between leading indicators and a customer’s corporate goals.

Your CRM Wasn’t Built for Key Account Management. See Why.

Revegy

While CRMs can serve as the global warehouse for customer data, they were not purpose built for KAM and they alone do not provide the actionable intelligence required to drive key accounts growth. Why CRMs Alone are not Adequate for Key Account Management. CRMs do not capture the picture needed for a comprehensive key account management process. CRM treats all accounts the same – even though some are far more important than others.

The Six Critical Ingredients for the Best Account Plan Ever

Revegy

Are your account plans helping your teams meet their quotas or are they missing the mark? Without comprehensive, well thought out account plans, companies are missing out on major revenue opportunities and risk losing some of their largest clients. Leading sales organizations at companies like JDA Software and more applied a visual approach to their account planning process and immediately uncovered expansion and new pipeline opportunities that were previously hidden.

The 8-Part Guide To Leading A Successful Strategy Meeting

ClearPoint Strategy

Use our guide to make sure that your strategy meetings are the ones that people look forward to (and dare we say, the ones that are fun). After all, a key part of a successful strategy implementation process is getting everyone “rowing in the same direction.”

Nov 17 – Customer Success Jobs 

SmartKarrot

Work closely with Growth management to align on strategies, renewal forecasting, coverage plans, and account opportunities (i.e., Closely collaborate with cross-functional teams (sales, marketing, product) to plan and deliver customer delight & account growth.

Sales Tech Game Changers: Accelerating Time to Quota

SBI

Clive: The Agent3 platform is a unique SAAS solution that helps organizations better understand the buying intentions in their key and named accounts by aggregating massive amounts of data from public and premium sources. The Agent3 platform provides a continuous stream of personalized account insight on specific accounts which allows sales users to be ‘always aware’ of news/trends/issues within their key and named accounts, dramatically increasing efficiency for the user.