KAM With Passion

MARCH 28, 2022

The core definition states that a B2B sale is complex when several people are involved in the purchase decision. Green belt situation example: Acquisition of a CRM system . Most B2B sales professional qualify a sale as complex when a buying committee is involved in the purchase decision. Let’s look at a typical example.

Procurement 130

Procurement Stakeholders CRM Government 130

KAM With Passion

MARCH 17, 2022

The customer was a regional market leader in software technologies for online payments through a network of affiliates. Other relevant KPIs measure how efficiently the sales process is driven from its early stage to the final decision. They were facing a competitive threat from small players targeting their major customers.

Key Account Management 130

Key Account Management Account Management Co-Creation Global Accounts 130

DemandFarm

APRIL 13, 2023

Key Account Management Glossary: 65 Crucial Account Management Terms Explained Account Hierarchy: Account Hierarchy is the structure and organization of key accounts within a company visualized in a hierarchical system of decision-makers and stakeholders.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52