KAM With Passion

NOVEMBER 11, 2020

What is true in the private life is true in business as well, especially between a supplier and their customers. They need their suppliers to come to them with a “seek to serve” mentality. In order to understand their customer needs, in good like in bad times, suppliers need to run regular Business Reviews with them.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Cosawi

FEBRUARY 27, 2023

When well-executed, account-based marketing provides a pathway to anticipating where the customer is trying to go and helping the customer get to where they want to go sooner, less expensively and with greater value realization. In the one-to-one scenario, the supplier is trying to distill the value of targeting customers.

Marketing 52

Marketing Suppliers Investors Account Planning 52

Revegy

JULY 17, 2018

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. In this blog series, you will learn how to build the key elements for your best account plan ever.

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40

Jermaine Edwards

APRIL 3, 2020

Experienced thinker/strategist* Negotiator* Sponsor* (typically an executive) Legal Data analyser or risk manager* Technical Enforcer Change Manager* Relationship Manager(s) (ideally the one serving the customer unless they’re part of the problem)* Partners/suppliers. You don’t need to have all these roles on your team.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130