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Key account management strategy: Setting things in motion

PandaDoc

Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value. While it may seem like it from an altruistic perspective, treating all accounts fairly isn’t actually a viable key account strategy and doesn’t guarantee a successful relationship with your top portfolios.

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The 10 Immutable Laws Every Business Needs to Follow

Jermaine Edwards

A software company selling digital print solutions to a large engineering company maybe helping solve a range of challenges; cost savings, profit maximising etc. The big idea is this… What your customer bought from you today helps them get to where they might want to go today, but it doesn’t always reflect who they’re trying to become.

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The 10 immutable laws every business needs to follow

Jermaine Edwards

A software company selling digital print solutions to a large engineering company maybe helping solve a range of challenges; cost savings, profit maximising etc. The big idea is this… What your customer bought from you today helps them get to where they might want to go today, but it doesn’t always reflect who they’re trying to become.

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KAM Customer Life Cycle

Jermaine Edwards

Companies like Hubspot, Mckinsey and Apple say they get benefits from evaluating their customer life cycle to: Increase customer profitability. One approach is that of Jim Sterne and Matt Cutler, as published in 2000 in a paper called “E-Metrics, Business Metrics For The New Economy”. Product innovation and new market access.

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Top 20 Account Management Influencers 2023

SmartKarrot

Diana Woodburn Diana Woodburn is an expert, consultant, teacher, writer, and researcher in key account management. Currently, she is the chairman of The Association for Key Account Management (AKAM), which is a non-profit organization that aims to professionalize the role of Key Account Managers.

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What To Consider When Creating Goals For Your Sales Team

Brooks Group

Their focus is on revenue, profitability, and market share. Publishing articles on LinkedIn is a great way for a rep to demonstrate their ability to serve customers as a strategic advisor. Let reps talk about anything that is on their mind, but don’t use the meetings for specific account reviews. Use Data To Set Goals.

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