This site uses cookies to improve your experience. By viewing our content, you are accepting the use of cookies. To help us insure we adhere to various privacy regulations, please select your country/region of residence. If you do not select a country we will assume you are from the United States. View our privacy policy and terms of use.

Remove B2B Remove Global Accounts Remove Value Selling Related Topics
Sales Environment Procurement Acquisition Business Planning Account Management Key Account Management Stakeholders Account Planning CRM Value Proposition More Related Topics >
article thumbnail

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
article thumbnail

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. In the world of B2B sales, the term of complex sales is a well-accepted term but what does it mean exactly? Let’s look at a few typical B2B sales situations and match each of them with a judo belt.

Procurement 130
Procurement Stakeholders CRM Government 130
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

 

Stay Connected

Join 82,000+ Insiders by signing up for our newsletter

About
About
Editions
Editions
Topics
Powered by Aggregage | Terms and Conditions | Your California Rights and Privacy Policy
© Aggregage 2024