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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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How complex is your complex sale? An analogy with Judo belts

KAM With Passion

MARCH 28, 2022

In another post, I have introduced 3 complementary capabilities organisations need in a B2B world and presented them as a pyramid. The series of posts on Complex Sales is about the bottom of the pyramid. How complex is a complex sale situation? Identifying the drivers of sales complexity. Yes, it does, and a lot.

Procurement 130
Procurement Stakeholders CRM Government 130
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