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65 Essential Key Account Management Terms Explained: Key Account Management (KAM) Glossary

DemandFarm

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.

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How complex is your complex sale? An analogy with Judo belts

KAM With Passion

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. For example, a company wants to buy and implement a CRM system. It is up to the sales team to use this freedom smartly.