DemandFarm

APRIL 13, 2023

KAM Glossary (with 65 Definitions) To help strategic account managers / key account managers /sales professionals enhance their understanding of Key Account Management (KAM) , this glossary provides clear and concise definitions and explanations of essential terms, definitions, and concepts related to key account management.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

Arpedio

SEPTEMBER 25, 2023

Key account management vs. traditional sales ← Back to blog The game of sales and customer relations has changed – staying competitive is no longer just about making the sale; it’s about nurturing valuable, long-lasting relationships with your top-tier clients. Table of Contents What is Key Account Management?

Key Account Management 52

Key Account Management Account Management Management Sales 52

DemandFarm

APRIL 21, 2023

With digital key account management tools , sales teams can offer numerous advantages over traditional methods, including increased security, convenience, and visibility. With key account management evolving and becoming more complex , organizations are turning to AI as a key differentiator and enabler.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Hubspot Sales

MARCH 18, 2019

The answer: Key account management. In this comprehensive guide to key account management, you'll learn: The definition of key account management. How to know whether your company needs a key account management strategy. How to identify key accounts.

Key Account Management 125

Key Account Management Account Management Management Account Strategy 125

DemandFarm

MARCH 31, 2023

With the growing size of buying groups in the digital age, it is imperative to consider factors that play into the challenges and benefits of digital key account management. Challenges in Shifting to Digital Key Account Management Shifting to Digital Key Account Management also comes with its fair share of challenges.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

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?

Key Account Management 52

Key Account Management Account Management Management Profitability 52

DemandFarm

APRIL 11, 2023

Digital Key Account Management is the process of managing and growing a company’s most important customers using digital tools and technologies. It is essential for Sales Enablement , as it enables businesses to manage their key accounts more efficiently and effectively.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

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.

Key Account Management 130

Key Account Management Account Management Management Decision-making 130

Red Star Kim

NOVEMBER 1, 2023

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.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Account Manager Tips

DECEMBER 28, 2021

12 Ways to Clean it Up Now There’s nothing worse than inheriting a mess left behind by another key account manager. But as the new key account manager, you're left to figure out where things went wrong, how to fix them and restore the client's trust. And not all of them will be in good shape. Be transparent.

Key Account Management 182

Key Account Management Account Management Decision-making Client Relationships 182

DemandFarm

JULY 26, 2023

Quality over Quantity: How Focusing on a Select Few Accounts Can Drive Greater Success in Digital Key Account Management As digital Key Account Management grows in relevance, many organizations find themselves confounded by the question of whether obtaining new customers is more important than retaining existing key clients.

Key Account Management 40

Key Account Management Account Management Digitalization Management 40

KAMCast

JULY 8, 2021

The evolution of an account manager , over the decades, has taken us on a bit of a journey: Let’s visit the 70s… Where the gift of the gab was enough to see you into a meeting with a key decision maker - armed with a bag full of good stories and friendly chat.

Key Account Management 52

Key Account Management Account Management Management Facilitation 52

Strategic Account Management Association

AUGUST 6, 2021

Form an organizational capability around co-creating products and solutions with our customers Redesign our philosophy around our customers’ needs Make a positive business impact on our customers’ operations Ingrain a deeply customer-centric vision and mission for sales. Our strategic key accounts appreciate the SV&I organization.

Supply Chain 520

Supply Chain Logistics Co-Creation e-Learning 520

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. A much-needed "people skills" primer and master class in all facets of workplace communication Do you know how to ask for help at work without sounding dumb? Listen to this article. Table of Contents.

B2B 130

B2B Key Account Management Account Management Decision-making 130

DemandFarm

MAY 9, 2024

Imagine you’re a key account manager at a multinational corporation. Your day-to-day involves navigating complex client organizations, each with its own layered hierarchy and network of decision-makers. Keeping track of who influences which decisions and understanding the power dynamics within these organizations.

Key Account Management 52

Key Account Management Account Management CRM Client Relationships 52

Account Manager Tips

OCTOBER 21, 2021

Make sure you have a system in place so your client gets a follow up call from you as soon as possible. They don't need anything As a key account manager, if you've done your job right, there's no reason for them to keep in touch. Rebalance your communication expectations to align with your value as a supplier.

Key Account Management 246

Key Account Management Client Relationships Negotiation Suppliers 246

SmartKarrot

MAY 12, 2023

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.

Key Account Management 10

Key Account Management Account Management Management Interpersonal Skills 10

Arpedio

APRIL 29, 2024

SAM professionals are not just account managers; they play a pivotal role as value creators, ecosystem orchestrators, and pioneers of data-driven decision-making, crucial for unlocking market share and profitability. They make centralized buying decisions, at least on a regional level.

Key Account Management 52

Key Account Management Account Management Ecosystem Leadership Global Accounts 52

Upland

MAY 22, 2024

Still, most companies undervalue this critical sales channel, often to the point where they haven’t even set up key performance indicators (KPIs) around it. How has AI forever changed the way sellers do whitespace analysis? Here’s a breakdown of the key changes since AI has graced the world of selling.

Artificial Intelligence 195

Artificial Intelligence Media Prioritization Key Account Management 195

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. We read the winner and each week a summary and companion podcast explore the key themes and big ideas. Account Manager Tips · 1.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

KAM With Passion

NOVEMBER 11, 2020

By talking to each other and by making sure that conversations are meaningful to both parties. The evolution of social and economic parameters or business models and the disruption caused by the sanitary crisis do not make them less important. Business Reviews in an Account Management context. On the contrary.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

DemandFarm

MAY 22, 2024

Not just that, over 150,000 companies globally depend on Salesforce for CRM services, with the US making up 62% of Salesforce customers. Top Key Account Management Applications 1. The software offers real-time market knowledge, decision-making capabilities, and advantages across your strategic account portfolio.

Facilitation 52

Facilitation Key Account Management CRM Decision-making 52

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!

Key Account Management 242

Key Account Management Account Management Management Negotiation 242

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. We read the winner and each week a summary and companion podcast explore the key themes and big ideas. Leverage Social Media.

B2B 130

B2B Key Account Management Healthcare Account Management 130

DemandFarm

MAY 25, 2023

He is so pleased to be able to see, at one glance, all the key stakeholders in his key account. He knows immediately who can best influence the decision he will need when he presents them with a great growth opportunity. Any information he needs about his key accounts contacts is now at his fingertips.

Account Management 52

Account Management Digitalization Key Account Management Digital Transformation 52

Account Manager Tips

MAY 25, 2021

Definition of key account management. If you're not sure what key account management is, don't worry, you're not alone. Before we get to that, let me explain how key account management became a business strategy. Key account managers kept them. But that's not all.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. Improve communication. Create contact plans to keep in touch with key stakeholders in your company and your client's. Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Red Star Kim

SEPTEMBER 8, 2023

Context and curiosity drive commerciality and pricing By exploring key themes in commerciality and entrepreneurship, we saw why risk management and anticipating return on investment (ROI) is critical when making the business case for marketing investment. Supply and demand underpins pricing decisions for markets and clients.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

SmartKarrot

OCTOBER 14, 2022

For this reason, you require a key account management process. . CEOs (Chief Executive Officer) and chief sales officers place a high priority on key account programs. In the forthcoming sections of this write-up, I will help you with some of the primary challenges that key account managers face post sales.

Key Account Management 10

Key Account Management Account Management Management Suppliers 10

SmartKarrot

OCTOBER 11, 2022

For this reason, you require a key account management process. . CEOs (Chief Executive Officer) and chief sales officers place a high priority on key account programs. In the forthcoming sections of this write-up, I will help you with some of the primary challenges that key account managers face post sales.

Key Account Management 10

Key Account Management Account Management Management Suppliers 10

Red Star Kim

JUNE 16, 2022

This prompted a host of discussions on engagement, internal communication, stakeholder buy-in, organisational culture and changing behaviour. This linked into various conversations on promoting internal referrals (cross-selling) through a variety of internal communications, internal marketing, training and monitoring methods.

Management 130

Management Key Account Management Digitalization Communication 130

Jermaine Edwards

NOVEMBER 25, 2021

In 2016 I wrote a post on the five foundation steps for stakeholder management success in key account management, that was well received and guided lots of leaders. There’s a reduction in frustration and cost of time due to non-decisions, ghosting and a lack of customer cooperation. Trust goes a long way.

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 130

ProlifIQ

MARCH 30, 2023

Strategic Account Planning is a strategic process sales teams use to increase the likelihood of winning, retaining, and growing critical accounts, to maximize the long-term revenue of an account. An account plan should be interactive and a living, breathing document used as a framework for the account.

Account Planning 98

Account Planning Key Account Management Account Management Stakeholders 98

Account Manager Tips

NOVEMBER 19, 2022

Imagine you're at the front of a boardroom about to make a presentation. Make your first impression count The goal of any executive level presentation is to make sure everyone immediately feels this will be time well spent. Measure and communicate value in a way that means something to them. How do you feel? DOWNLOAD NOW.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Red Star Kim

OCTOBER 16, 2023

And the problem was compounded with extraordinarily long lead times for sales through complex decision-making processes in professional services. So strong (relevant, short, compelling and regular) internal communication programmes will help everyone understand the vision and their role in achieving it.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Jermaine Edwards

MARCH 17, 2020

This is especially true when it comes to the application of key account management and the elements that shape the success of existing customer management. How many new and innovative ideas do you bring to the customer relevant to solving their key problems? How good is your communication?

Customer Life Cycle 130

Customer Life Cycle Key Account Management Decision-making Innovation 130

QYMATIX

MAY 18, 2021

Companies not paying enough attention to its S&OP will face tough choices between making customers happy or increasing sales productivity, for the S&OP links monthly sales and marketing planning directly to the operations side of their business. It takes time and dedication, patience and communication. Adoption is not enough.

Key Account Management 98

Key Account Management Account Management Sales Decision-making 98