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65 Essential Key Account Management Terms Explained: Key Account Management (KAM) Glossary

DemandFarm

APRIL 13, 2023

Executive Sponsorship A key account management strategy that involves engaging senior executives from both the company and the key account in the relationship-building and growth process. MEDDIC MEDDIC is an acronym that stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion.

Key Account Management 52
Key Account Management Account Management Management Value Proposition 52
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The Business Review: a modern classic, so important also during difficult times

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. 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.

Key Account Management 130
Key Account Management Suppliers Account Management Account Planning 130
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