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Selling challenges in professional services: Sales processes and skills

Red Star Kim

Nervousness – Shyness, modesty, lack of confidence and fear of failure can make fee-earners reluctant to organise meetings to take the next steps in building a potential client relationship. Time and capacity – Many fee-earners are stretched and compelled to manage large amounts of client work under heavy time pressures.

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Top 6 Key Account Management Skillsets

SmartKarrot

Key Account Management (KAM) is a strategic approach that focuses on fostering long-term, value-driven relationships with a select group of high-potential customers. This article will discuss the top 6 Key Account Management skillsets that are crucial for driving business success.

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Comprehensive Career Path Guide for a Key Account Manager

DemandFarm

Key Account Management (KAM) focuses on building long-term relationships, and aims to improve customer satisfaction – especially in a B2B scenario. A key account manager’s primary responsibility is ensuring that the needs of key clients are met, and that they remain satisfied with the company’s products and services.

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An In-Depth Guide to Strategic Account Management

Janek Performance Group: Account Planning

What is Strategic Account Management? Also called key account management, SAM is a methodology that involves identifying important accounts and cultivating mutually beneficial relationships with those clients. Additional note: Make sure you save this process. What are their target markets?