15 Best Books Every Key Account Manager Should Read
Account Manager Tips
MARCH 28, 2024
Unlock the secrets of key account management with must-read books that reveal how to master every challenge. To be the best, you have to learn from the best.
What is Key Account Management? Strategy and Tips
Upland
MAY 18, 2023
Next let’s investigate the key account management process To be effective at managing key accounts, sellers need a strong and repeatable process in place. Here are a few tips directly from them on how account planning has helped them grow revenue in their most strategic accounts.
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21 Free Courses for Key Account Managers to Boost Your Skills Now
Account Manager Tips
AUGUST 14, 2022
21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. Find out what those skills are, along with 21 free courses to help you become a better key account manager. FAQ Do I need a degree to be a key account manager?
8 Key Account Management Skills in Demand Right Now
Account Manager Tips
FEBRUARY 28, 2021
What skills do key account managers need? Key account management is a profession in demand. Key Account Managers are in demand by companies now more than ever. Enterprise Account Executive #6. Customer Success Manager #7. book a career power hour. I sure was.
3 Best Sales Podcasts for Key Account Managers
Account Manager Tips
APRIL 2, 2021
The best sales podcasts key account managers should listen to Are you a key account manager? Why selling is hard for key account managers Key Account Managers are busy making sure clients get the best from what they've already bought. Do you sell?
Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum
Red Star Kim
JUNE 15, 2023
Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum. Key Account Management (KAM) – Research companies Larger firms may have access to research and knowledge specialists. Others may find that the M&BD team is responsible for research.
Why Smart Key Account Managers Build a Personal Brand
Account Manager Tips
SEPTEMBER 7, 2022
More and more companies expect their key account managers to be thought leaders. Why key account managers need a personal brand I've been collecting job descriptions for years. I was a little startled to find key account managers are now expected to be thought leaders. Here's how.
25 Problems That Stop Key Account Managers From Doing Their Job
Account Manager Tips
JULY 22, 2022
25 problems that stop key account managers from doing their job Favourite books about problem solving Coming up: How to Build a Successful Executive Sponsorship Program Just for fun: #GorgeousGrandma Day In other news Quote of the week. Solving complex problems is what we do in sales and account management.
B2B Book Club Selection (August 2022)
Account Manager Tips
AUGUST 4, 2022
B2B Book Club Selection (August 2022) A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers. Every month inside The KAM Club , members vote for a book of the month. Account Manager Tips · 1.
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Evolving Key Account Management: Perstorp’s Journey with ARPEDIO
Arpedio
JANUARY 30, 2024
Evolving Key Account Management: Perstorp's Journey with ARPEDIO Download full case study About Perstorp With a 140-year legacy, Perstorp stands as a pioneer in organic chemistry, shaping industries from mobile tech to animal nutrition, driven by sustainable solutions. Enhance forecast accuracy.
Key Account Management – What is it?
Arpedio
FEBRUARY 20, 2024
What is Key Account Management? Key Account Management (KAM) is a strategic approach to managing and nurturing relationships with a select group of high-value customers or clients, known as key accounts. Book demo The post Key Account Management – What is it?
Playing Favourites. Every Key Account Manager Does & Why You Should Stop
Account Manager Tips
SEPTEMBER 28, 2022
Worth a click + B2B Book Club Selection. Every month I publish a list of handpicked books to help you with your professional development. Speaking of books, if you struggle to get through a chapter before your mind wanders (guilty as charged) - this article has 14 practical ways to get back into the habit of reading.
B2B Book Club Selection (November 2022)
Account Manager Tips
NOVEMBER 24, 2022
Every month I share a selection of popular titles to help with your professional development as a key account manager. Here are the book recommendations for November 2022. Why this book? Seeing What Others Don't: The Remarkable Ways We Gain Insights Why this book? Why this book? Why this book?
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B2B Book Club Selection (July 2022)
Account Manager Tips
JULY 5, 2022
B2B Book Club Selection (July 2022) A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers. Every month inside The KAM Club , members vote for a book of the month. Develop Powerful Connections Why this book?
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Why Key Account Management is Essential for Business Success ?
Arpedio
MAY 10, 2023
Why Key Account Management is Essential for Business Success ← Back to blog In today’s fast-paced business world, simply acquiring new customers isn’t enough – you need to keep them coming back for more. That’s where Key Account Management (KAM) comes in. What is Key Account Management?
Book review: All you need to know about commercial awareness by Christopher Stoakes
Red Star Kim
AUGUST 24, 2023
This short (130 pages) information-packed book was revised in 2019. So here is a Book review: All you need to know about commercial awareness by Christopher Stoakes. He’s also written a book called “ Get to the point – how to write well at work”. The book is a fantastic jargon buster. How many do you know?).
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Winning the CFOs Approval: How to Present the ROI of Key Account Management Software
DemandFarm
JUNE 22, 2023
ROI of a Key Account Management Software This comprehensive guide equips you with the knowledge and strategies to convincingly demonstrate the value of investing in Key Account Management software to your company’s CFO.
B2B Book Club Selection (September 2022)
Account Manager Tips
SEPTEMBER 11, 2022
Every month I share a selection of popular titles to help with your professional development as a key account manager. Here are the book recommendations for September 2022. Thanks for the Feedback is the first book to address this tension head on. Listen to this article. Table of Contents.
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The Secrets of Successful Key Account Management Teams with Laura Cuello
Account Manager Tips
OCTOBER 13, 2020
Is your business and your key account management team growing fast? Do you feel like you're always playing catch-up and never have time for important projects, like developing processes that drive business growth or creating career paths for your key account managers? Click to Tweet. Work Rules!:
Streamlining the Sales Experience in Digital Key Account Management
DemandFarm
AUGUST 11, 2023
The integration of digital tools and platforms has also created a more agile and adaptable approach to key account management, enabling swift adaptation to evolving market conditions, consumer expectations, and technological advancements.
Top 7 Books for Key Account Management
SmartKarrot
MAY 15, 2023
In the fast-paced and ever-evolving world of business, nurturing strong and lasting relationships with key clients is crucial for success. Key Account Management (KAM) is the art of strategically managing and nurturing these vital accounts, unlocking their full potential and driving long-term growth.
Selling challenges in professional services: Sales processes and skills
Red Star Kim
NOVEMBER 1, 2023
The data and co-ordination challenges are even greater here: Managing consistent lead nurturing and relationship management amongst multifaceted and dispersed fee-earners facing diverse decision-making units.
#020 The evolution of a key account manager, with Chris Ortolano
KAMCast
JULY 8, 2021
When a client had the audacity to ‘interrupt’ them – they would quickly be shot down by a range of techniques and gimmicks inspired by books like ‘how to develop a killer instinct’ or ‘101 different ways to overcome and objection’. They were so good at waiting to speak that they forgot to pause and listen! Come and say hello!
Nine insights: Sales processes and selling skills for targeting and meetings
Red Star Kim
OCTOBER 24, 2022
One delegate was struck by my fun use of dinosaurs in portfolio management. On a more serious note, we considered the advice of Malcolm McDonald on categorising clients from his book Malcolm McDonald on value propositions – How to develop them (kimtasso.com). Recommended sales books. Personas and buyer profiles.
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Sales Targeting Toolbox for Professional Services Firms
Red Star Kim
FEBRUARY 8, 2024
In the highly regarded business strategy book “Playing to Win: How Strategy Really Works” (by former leaders of Procter & Gamble Lafley and Roger) the strategy cascade process is broken down into five key questions. Similarly, a Key Account Management (KAM) or Account Based Marketing (ABM) approach may help.
8 Killer LinkedIn Photo Tips To Get You Noticed
Account Manager Tips
DECEMBER 28, 2022
You can also prop you're phone up on top of a bunch of books against a wall. You might also like 10 LINKEDIN HASHTAGS EVERY KEY ACCOUNT MANAGER SHOULD FOLLOW 6. You'll get crisper images and also better results without your arm in the way. You can grab a 3-in-1 selfie-stick, tripod and Bluetooth remote for around $30.
System review: CogniClick for instant, personalised research reports using AI
Red Star Kim
OCTOBER 25, 2023
But I had previously read her excellent sales book “Sales Mind: 48 tools to help you sell” a while ago (I aim to publish a summary review shortly). So here’s a brief system review: CogniClick for instant, personalised research reports using AI. I had the pleasure of meeting Helen Kensett at the recent PM Forum Conference.
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Are You Letting Your Clients Slip Away? 12 Tips to Keep in Touch
Account Manager Tips
NOVEMBER 16, 2022
Too many clients, not enough time Key account managers have a lot of clients. Use meeting scheduling apps Meeting scheduling software enhances client communication by automating the appointment booking process. Too many key account managers arrange their quarterly reviews as they go. The KAM Club.
5 Times You Shouldn’t Apologize To Your Client
Account Manager Tips
SEPTEMBER 15, 2022
Why key account managers need a personal brand Why I started to build my personal brand Step 1: Figure out your personal brand Step 2: Create a personal branding plan Step 3: Become a student of personal branding Join the Personal Branding Playbook In other news Quote of the week. Table of Contents. Your digital reputation.
How Much Money Does a Key Account Manager Really Make?
Account Manager Tips
APRIL 26, 2021
How much money does a key account manager make? Find out the average salaries for key account managers in Australia, India, the United Kingdom and the United States and what the job is REALLY like before you decide if it's for you. Find out how much money key account managers REALLY make!
6 Ways To Turn Around a Client That Doesn’t Like You
Account Manager Tips
SEPTEMBER 20, 2022
We were wrapping up my Key Account Management Master program and it was so exciting to see the progress everyone has made. I love to see organizations recognize that key account management can be the growth engine of their business and invest in their team. Try the Ginger lemonade and the beetroot ketchup.
Risk Mitigation in Key Account Management: How Playbooks Can Help
SmartKarrot
SEPTEMBER 20, 2023
Navigating the complex waters of Key Account Management (KAM) is difficult. Key Account Management isn’t just about building and maintaining relationships. Every account has its unique challenges. Part 9: The Future of Playbooks The world of Key Account Management is dynamic.
The Key Account Manager’s Christmas Gift Guide
Account Manager Tips
NOVEMBER 27, 2020
Are you struggling for Christmas gift ideas for the key account manager in your life? If you want to show appreciation to a colleague or just treat yourself - there's something for everyone and every budget in this Christmas gift guide: key account management edition! Warwick's books. Click to Tweet.
Why Aren’t You Winning More Business? The Real Reasons You’re Losing Sales
Account Manager Tips
JULY 13, 2022
A buyers' perspective on the determinants of key account sales failures Win/loss reviews: 10 questions to ask How many of you do win/loss reviews? In all my years of key account management, I’ve rarely done them. One of my favourite sales books all about how to win business from the competition.
Context and curiosity drive commerciality and pricing
Red Star Kim
SEPTEMBER 8, 2023
Nudging and choice architecture also have a lot to contribute: Book review: Nudge: Improving decisions about health, wealth (kimtasso.com). Differential pricing is rarely discussed in professional services although it is often implicit in key account management. Books on pricing?
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B2B Revenue and the (Ir)relevance of the Funnel
DemandFarm
MAY 12, 2023
In case of ‘booked’ revenue, typical opportunities don’t get created most of the time, so funnel is not even in the picture here. Specialized Key Account Management tools like DemandFarm come in handy to identify whitespaces and harness key relationships. Is the B2B Sales Funnel relevant anymore?
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Why Don’t Clients Make Decisions? (And How to Help Them Commit)
Account Manager Tips
JANUARY 22, 2022
Why Don't Clients Make Decisions (and How to Help Them Commit) As a key account manager, your goal is to keep your clients happy and satisfied with your solutions. Join a growing community of sales, customer success and key account management readers. This book makes the complex science of persuasion simple.
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10 Steps to Win Over Your Client’s New Procurement Team
Account Manager Tips
NOVEMBER 22, 2022
One of the only sales books I've read that has a dedicated chapter on partnering with procurement. The world's most amazing community of key account manager. Inside you'll find all the tools, templates, guides, workshops, training and coaching you need for a successful career in key account management.
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How to Win Deals with One Simple Negotiation Strategy
Account Manager Tips
AUGUST 17, 2022
The truth: Your first perception lingers in your mind, affecting later perceptions and decision — David McRaney The KAM CLUB You’re only seconds away from the essential training, advice and support you need for an exceptional career in key account management. Our current book is The Introvert's Edge to Networking.
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Referrer Management – Capacity and Capability
Red Star Kim
OCTOBER 16, 2023
There was advice for pragmatic solutions: from starting small (focus on a few key relationships, concentrate on “field of play”, Key Account Management (KAM) programmes), preparing relationship maps, scraping data from email threads and reverse engineering successful relationships.
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7 Key Account Management Tools of the Future that are Here Now
Account Manager Tips
SEPTEMBER 29, 2020
Are you doing key account management the hard way? Effective key account management requires you to increase profits, develop relationships, increase satisfaction, grow revenue, improve retention and reduce conflict. Let's take a look at 7 of my favourite key account management tools.
The 10 Immutable Laws Every Business Needs to Follow
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. Then first dive headline into Dr Amy Banks book Wired to connect. Here they are…. What do I mean by this?
The 10 immutable laws every business needs to follow
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. Then first dive headline into Dr Amy Banks book Wired to connect. Here they are…. What do I mean by this?
The Business of Expertise | One Step Ahead
Account Manager Tips
APRIL 11, 2022
Anyway, the first highlight it sent me was from a book I read a while back, called The Business of Expertise and it got me curious (or is that furious?) It talked about the fact that consultants who bounce in an out of the client relationship have more status and impact than account managers that deal with the client daily.
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