Jermaine Edwards

MAY 27, 2020

When I started out in sales I was told to do customer research. Some account managers and key account managers can get paralysed by over research. They are: Market Impact (I) Market Change (C) Market Strategy (S). No one told me what I should be researching, why and how I should use it.

Key Account Management 195

Key Account Management Account Management Innovation Financial Services 195

Revegy

OCTOBER 16, 2018

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. Here’s why. .

Key Account Management 40

Key Account Management Account Management CRM Management 40

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. The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales. One of the only sales books I've read that has a dedicated chapter on partnering with procurement.

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 130

Jermaine Edwards

MAY 18, 2020

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. Arguably every sale we make has an element of risk to the person in front of us. Here they are…. What do I mean by this?

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Jermaine Edwards

MAY 18, 2020

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. Arguably every sale we make has an element of risk to the person in front of us. Here they are…. What do I mean by this?

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

ProlifIQ

OCTOBER 30, 2024

KAM Technology & Use Cases in 2025 KAM technology plays a crucial role in supporting these best practices by providing powerful tools and features that streamline and enhance key account management processes. Interested in seeing a Key Account Management solution to help you retain and grow key customers?

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

Deep Insight

AUGUST 16, 2021

‘Hunting elephants’ is a term used by sales people to describe the targeting of very large clients. 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.

Global Accounts 52

Global Accounts Key Account Management Account Management Profitability 52

Cosawi

JANUARY 24, 2025

Customer-Led and Team-Enabled Marketing In the evolving landscape of Key Account Management (KAM), Account-Based Marketing (ABM) has emerged as a cornerstone for driving customer-centric innovation. By Dominique Ct CEO & Founder Cosawi Why isnt Marketing in the KAM/ SAM journey ?

Co-Creation 40

Co-Creation Marketing Key Account Management Value Proposition 40

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. How does sales enablement currently manage this data? Does it become overwhelming for the sales team?

Account Management 52

Account Management Digitalization Management Account Planning 52

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. This strategy forms the foundation of your approach to managing and developing relationships with your most important accounts.

Account Management 52

Account Management Management Account Planning Key Account Management 52

Jermaine Edwards

MARCH 26, 2020

Example: If the current problem you are experiencing is a lack of sales or customers becoming more risk-averse, is this a problem or symptom? Lack of sales with your customers could be a result of ineffective systems that have not added consistent value that is recognised as superior by your customers. I’d propose it’s a symptom.

Key Account Management 130

Key Account Management Marketing Meetings Account Strategy 130

Jermaine Edwards

APRIL 16, 2020

In the recent pandemic, it was surprising to see on the news an alcoholic drinks company at the forefront leading the charge in hand sanitiser sales. Once just a computer company, Apple is now a consumer electronics giant. Pernod Ricard.

Computers and Electronics 130

Computers and Electronics Supply Chain Telecommunications Financial Services 130

Jermaine Edwards

JUNE 29, 2020

At the beginning of your relationship, your particular contact has the role of a VP of sales, or VP of marketing. This ensures that our expectations are not just being met, but we’re understanding the changing landscape of expectations based on pressures and different circumstances that your customers might be under.

Communication 130

Communication Decision-making Finance Key Account Management 130

Jermaine Edwards

APRIL 3, 2020

That is the advantage they wanted and if they didn’t achieve it they would quickly see continuing downward sales and customers. They didn’t ask, what do customers want? Instead, they asked, what do customers spend the most time asking our staff? The answer was trialing devices. Now they had an unexpected advantage… the in-store experience.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

Arpedio

JANUARY 11, 2023

The technical definition of account management is when you have a structured approach to managing and growing your relationship with your customers to achieve mutually beneficial goals. In order to succeed in today’s B2B industry, you need to align your sales strategies to sales and buyer expectations for personalization.

Account Management 52

Account Management Management Key Account Management B2B 52

DemandFarm

JULY 20, 2023

Powering Progress: The 30-60-90-Day Blueprint for Key Account Excellence The 30-60-90-Day Blueprint: Your Path to Key Account Success Your Guide to Key Account Excellence. In the world of B2B sales, success is all about relationships. This ensures a holistic approach to Key Account Management.

Key Account Management 40

Key Account Management Account Management Meetings Account Strategy 40

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

MTD Sales Training

NOVEMBER 13, 2017

I received an email last week from Trevor Borrows who is a newly appointed National Sales Manager in charge of a team of Account Managers. Here’s what Trevor asked: “Hi Sean, being a new National Sales Manager I need to understand how to develop account strategies. Happy Selling!

Management 48

Management Suppliers Profitability Account Management 48

SBI

OCTOBER 22, 2019

Transforming Sales: How to Maximize Revenue in your Biggest Accounts. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. NANCY: WHAT ARE THE TOP AREAS OF FOCUS IN THE NEXT 12-24 MONTHS FOR ORGANIZATIONS THAT WANT TO TRANSFORM THEIR SALES ORGANIZATIONS?

Account Planning 23

Account Planning Key Account Management Account Management Sales 23

SmartKarrot

MAY 17, 2022

Partner closely with Arable’s Sales and Product organizations to seamlessly translate customer value opportunities into new solutions and expansion sales opportunities. Cultivate new business with existing customers and play a key role in driving sales success with new customers.

Customer Success 19

Customer Success Key Account Management Stakeholders Negotiation 19

SmartKarrot

APRIL 13, 2023

Abhijit Gangoli Abhijit Gangoli is a co-founder and CEO at DemandFarm , a key account management (KAM) software that helps companies to make KAM data-driven , predictable and scalable. Alex Raymond Alex Raymond is the CEO and founder of Kapta , a company that provides software solutions for enterprise account management.

Account Management 11

Account Management Key Account Management Management B2B 11

SmartKarrot

MAY 27, 2020

Richardson’s Prosperous Account Strategy Training Program . Account management often has to be customer-centric and Richardson’s Prosperous Account Strategy Program hits the nail on its head. Analyze the account information and develop plans that improve profitability and align with customer’s goals.

Account Management 10

Account Management Management Key Account Management Account Growth 10

DemandFarm

MAY 12, 2023

Intrigued by the potential benefits, the company’s management team decided to give GAM a try. By adopting a strategic approach, they hoped WorldWideTech would be able to build stronger customer relationships, increase sales, and ultimately strengthen their business. customer satisfaction, revenue growth and customer retention.

Global Accounts 52

Global Accounts Account Management Management Logistics 52