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

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. What is a stakeholder? A stakeholder is either an individual, group or organisation who is impacted by the outcome of a project or relationship.

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 130

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 128

Key Account Management Account Management Management Account Strategy 128

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

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. Each of these engagements has led to excellent feedback from customers.

Supply Chain 520

Supply Chain Logistics Co-Creation e-Learning 520

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.

Key Account Management 52

Key Account Management Account Management Ecosystem Leadership Global Accounts 52

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

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

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

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

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

DemandFarm

MAY 25, 2023

He must now call and find out if any of these stakeholders are still relevant to the task he needs to do. He is so pleased to be able to see, at one glance, all the key stakeholders in his key account. There must be a better way to do this’, he thinks. After: Brendon logs into his company’s Org Chart software.

Account Management 52

Account Management Digitalization Key Account Management Digital Transformation 52

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

ProlifIQ

OCTOBER 4, 2023

Key Performance Indicators (KPIs) and Metrics KPIs are the quantifiable indicators that allow you to track progress and success. Make sure you have clear measures for the customer, but also your team! Who are the stakeholders internally you’re going to work closely with? What are they hoping to accomplish?

Account Management 52

Account Management Management Account Planning Key Account Management 52

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

Upland

APRIL 20, 2023

It requires constant iteration, coaching, evaluation, collaboration, and refinement to get right. Executing account plans Account plans are only effective if they are put into practice. There are many benefits to account management that make the significant investment in resources worth it.

Account Management 195

Account Management Management Account Planning Decision-making 195

Cosawi

JULY 14, 2021

We talk to Dominque Côté about the central role of marketing in Key Account Management (KAM). One of her focus areas is maximizing Account-Based Marketing (ABM) capabilities to enable KAM and make patient-centricity a reality. In-depth Key Account understanding through specific stakeholder journey mapping.

Co-Creation 52

Co-Creation Marketing Value Proposition Key Account Management 52

Red Star Kim

OCTOBER 24, 2022

Some used the DMU (see introductory video on DMUs ) and the stakeholder matrix for targeting. Portfolio management. One delegate was struck by my fun use of dinosaurs in portfolio management. Cross-selling and referrer management – Expectations, Data and Focus (kimtasso.com).

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

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

DemandFarm

MAY 12, 2023

Here are three examples where this breaks How does funnel make sense if 67% of the sales cycle is completed on digital channels before contacting the company? An ideal revenue platform enables a business to efficiently and effectively manage its revenue streams. What should companies seek in a revenue platform?

B2B 52

B2B Key Account Management Account Management Manufacturing 52

Brightbridge Consulting

AUGUST 5, 2021

We are supporting the development of various activities through The Association for Key Account Management and Technological University Dublin, supported by Pfizer. It makes understanding and communicating value far more difficult – (It was challenging already). Different and creative approaches are required.

Meetings 40

Meetings Suppliers Key Account Management Account Planning 40

ProlifIQ

JUNE 21, 2023

This team consists of dedicated professionals who work collaboratively to support the strategic account manager in delivering value to the strategic accounts. It requires thorough analysis, research, and insights to identify the right accounts and formulate effective account management strategies.

Account Management 52

Account Management Management Account Planning Stakeholders 52

Account Manager Tips

AUGUST 9, 2022

Along the way, both make compromises until those discussions reach a conclusion: The buyer can solve the problem on their own. Details at the end of this page ) 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. Learn more.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Louise Collins Associates

MARCH 29, 2018

Why is this relevant to Key Account Management (KAM)? We want to speak to the expert in their field who can best support us to make our decision. Some have the power to make purchasing decisions, whilst others prescribe, use or deliver the product or service to improve patient care.

Healthcare 52

Healthcare Key Account Management Stakeholders Customer Experience 52

Arpedio

OCTOBER 17, 2023

They offer a comprehensive suite of features designed to streamline account-related tasks, including maintaining a client database, automating repetitive processes, and enhancing communication. Communication integration Effective communication is at the heart of successful account management.

Account Management 52

Account Management Software Software Management 52

Revegy

OCTOBER 2, 2019

Why isn’t everyone successful when it comes to key account management? The 5 Challenges of Growing Key Accounts. Key accounts are complex, dynamic clients that continuously evolve. According to SAMA, the average strategic account has 12 to 15 key decision-makers.

Account Growth 69

Account Growth Key Account Management Account Management Account Planning 69

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.

Key Account Management 130

Key Account Management Account Management Management Meetings 130

DemandFarm

APRIL 26, 2023

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.

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52

Account Manager Tips

OCTOBER 11, 2021

15 Reasons Why You Might be a Bad Account Manager Bad key account managers fail to build business relationships and achieve results. Here are fifteen signs you might be a bad key account manager and how to turn yourself into a good one. Key account managers without an action plan will fail.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Account Manager Tips

JUNE 23, 2020

Phil is an account management and sales professional professional with a wealth of experience and wisdom he's distilled into The Tenets of Account Management. These guiding principles have served Phil well and I know they will help you find success as a key account manager. Click to Tweet.

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

Louise Collins Associates

NOVEMBER 24, 2017

So when organisations have tried, and failed, to introduce Key Account Management (KAM) it is no different. My observation across multiple organisations is that KAM often lacks the leadership required to make it work. Effective Key Account Management (KAM) requires organisational leadership and specific coaching.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

SmartKarrot

OCTOBER 13, 2023

This part of customer journey is the best time to do your stakeholder analysis. From decision-makers to end-users, understanding the roles, expectations, and pain points of each stakeholder group is crucial. Foster Open Communication “ Communication is the key” cannot be overstated during onboarding.

Onboarding 10

Onboarding Key Account Management Stakeholders Account Management 10

Account Manager Tips

AUGUST 3, 2022

When to give up Forms of communication (from most to least effective) Favourite book on follow up In other news Have your say on the future of key account management Quote of the week. You need your client engaged and communicating, but they don't always see it that way. Make it easy. Make follow up a habit.

Key Account Management 130

Key Account Management Account Management Decision-making Communication 130

KAM With Passion

MARCH 17, 2022

Eventually, the KAM initiative was put on hold and other initiatives were started on the technical support, on the product evolution communication process with the customer as well as on managing expectations setting during the sales process more carefully. Managing customers well requires 3 complementary capabilities.

Key Account Management 130

Key Account Management Account Management Co-Creation Global Accounts 130

Account Management Skills

AUGUST 24, 2021

Not project management systems, not CRM systems, but having a dedicated system to guide the agency account management team, when it comes to managing and delve developing existing client relationships. Kapta is a key account management platform. And Kapta is a key account management platform.

Account Management 98

Account Management Management Account Planning Co-Creation 98