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

Strategic Account Management Association

SEPTEMBER 11, 2020

In strategic account management, companies have to address the never-ending question of how to differentiate themselves and gain market share. I’m talking about customer experience management (CXM), which I would argue may be the single most important investment a company can make in today’s cut-throat business climate.

CXM 520

CXM Account Management Customer Experience Management 520

SOAR Performance Group

JULY 21, 2023

In 2023, Customer Success Managers are stuck between the often opposing priorities of customers and companies. Customers are scrutinizing budget, spend and value more than ever, while companies are […] The post 4 Keys to Equip CSMs to Succeed appeared first on SOAR Performance Group.

Customer Success 52

Customer Success Management Value Selling Sales Leadership 52

SmartKarrot

JUNE 18, 2020

A key account manager plays a pivotal role in increasing customer success. These individuals work with your customers in a way that develops long-term relationships. There are several vital skills a key account manager should have. These skills will ensure that a KAM can boost customer success. .

Key Account Management 10

Key Account Management Account Management Customer Success Management 10

Force Management

OCTOBER 13, 2022

The goal of your delivery team is already to improve conditions in the customer organization through the successful implementation of your solution. Sellers, however, tend to view their success point as the sale. These proof points can be used to evolve the value message, expand the sales pipeline and create repeatable revenue.

Stakeholders 71

Stakeholders Communication Value Selling Organization 71

SmartKarrot

JUNE 17, 2021

A customer resists change. Overcoming their resistance to change can call for a big difference to your sales metrics, as identified in the Dannemiller Model for Change Management Equation : Source: decisionlink. Let us now delve into the Value Selling Framework to get a better grasp on the subject. contact-form-7].

Value Proposition 10

Value Proposition Value Selling Customer Success Publishing 10

SOAR Performance Group

AUGUST 18, 2023

They tell me: “John, we just aren’t effectively articulating our value and differentiation.” While this has […] The post Ask These Five Questions to Improve Your Value Articulation and Differentiation appeared first on SOAR Performance Group. In my conversations with chief revenue officers (CROs), a recurring theme is emerging.

Value Selling 52

Value Selling Account Management Customer Success Leadership 52