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

QYMATIX

JULY 5, 2023

Then it is good to know what steps and what decisions you will have to make if you want to use an AI-based assistant in sales. AI enables you to make data-based decisions in sales. – Managing directors or managers of medium-sized B2B companies. Note: The courses are only available in German language.

B2B 40

B2B Artificial Intelligence Sales Analytics Key Account Management 40

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

Clarity Engagement Solutions

NOVEMBER 9, 2020

Because the changing dynamics make it more complex day by day. There’s a reason why stakeholders in ONE ecosystem setting, (payers and government health authorities) want Pharma to understand concerns around care protocols and costs in a SECOND ecosystem setting, (hospitals, HCPs and provider decision makers).

Supply Chain 91

Supply Chain Healthcare Suppliers Stakeholders 91

KAMCast

MAY 13, 2021

IN THIS EPISODE: Key account management is a beautifully simple business basic…one that isn’t that easy ! HIGHLIGHTS FROM THIS EPISODE: We’d urge you to bookmark this episode and make sure that you listen to it properly – dig really deep and reflect. Assumption that the key accounts are simply the largest ones.

Key Account Management 52

Key Account Management Account Management Profitability Decision-making 52

Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. Even under financial and emotional duress, strive to make calm, thoughtful, strategic decisions. Even so: How will you divide inbound and outbound lead gen, opportunity management, and strategic account management?

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Jermaine Edwards

APRIL 3, 2020

This doesn’t mean it will be easy nor will you not have to make tough decisions. It just means the effort and tough decisions will be worthwhile. Selecting the right team and identifying those resources makes a big difference. Two – VUCA Decision Making. Identify the exact problem you need to solve.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

SmartKarrot

OCTOBER 6, 2023

As an organization, it is critical to make sure every client partner is consistent about their behavior with clients. Redundant client partners: Without a playbook, it is hard to make sure that the client partners are being effectively utilized with their client accounts. What is the need for the client partner’s playbook?

Communication 10

Communication Insurance Onboarding Decision-making 10

Arpedio

JANUARY 26, 2022

White Space Analysis for Key Account Management. There’s no denying that White Space is intriguing for all stakeholders in the SAM (Strategic Account Management) ecosystem. Make informed decisions during times of market changes or economic uncertainty (which is very relevant in these Covid times).

Account Management 52

Account Management B2B Key Account Management Co-Creation 52

Arpedio

JANUARY 26, 2022

White Space Analysis for Key Account Management. There’s no denying that White Space is intriguing for all stakeholders in the SAM (Strategic Account Management) ecosystem. Make informed decisions during times of market changes or economic uncertainty (which is very relevant in these Covid times).

Account Management 52

Account Management B2B Key Account Management Co-Creation 52

QYMATIX

JULY 13, 2021

B2B sales intelligence – should you make or buy your tool? This situation is especially evident in Business-to-Business, where the cost of sales makes takes the top red of each income statement. Sales executives and controllers should, therefore, answer whether it is better to make or buy BI solutions for their sales teams.

B2B 52

B2B Artificial Intelligence Sales e-Learning 52

SBI Growth

SEPTEMBER 22, 2013

They are accessing information and making buying decisions differently than they did from the past. These are career making or breaking decisions. Normally these programs are some of the largest investments the company will make. Participate here and learn what top companies are doing to make the number in 2014.

Decision-making 126

Decision-making Key Account Management Leadership Communication 126

KAM With Passion

MARCH 17, 2022

I invite you to read the whole post and then to download the 3 Complementary Capabilitie s one-pager that summarises the thinking behind this post with a single graphic. That, in order to well manage their customers, companies operating in a complex environment need to develop 3 types of commercial capabilities. Key Account Management.

Key Account Management 130

Key Account Management Account Management Co-Creation Global Accounts 130

Account Manager Tips

SEPTEMBER 7, 2022

Does the return on investment provide significant benefits to make them worth pursuing? 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. Sending a thank you note makes people feel respected and improve their performance.

Value Proposition 130

Value Proposition Key Account Management Negotiation Account Management 130

Account Manager Tips

AUGUST 31, 2022

Does the return on investment provide significant benefits to make them worth pursuing? Adapted from: Maximizing Value Propositions to Increase Project Success Rates 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.

Value Proposition 130

Value Proposition Negotiation Key Account Management B2B 130

SmartKarrot

MAY 27, 2020

The training focuses on identifying and segmenting overwhelming accounts into bundles of easy-to-handle accounts, thus improving the account organization and increasing clarity. Strengthening customer relationships is an important part of account management for customer success. SAM Training by SAMA Academy .

Account Management 10

Account Management Management Key Account Management Account Growth 10

Account Manager Tips

JULY 9, 2020

A detailed list of all the activities you need to do to get settled into your new account management role, grouped into 30 day periods. You never get a second chance to make a first impression. A 90 day plan will make sure you get the kind of results that leave no doubt in anyone's mind they made the right decision to hire you.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

SmartKarrot

NOVEMBER 9, 2022

This is where account 360 comes into the picture. Finding the time to dedicate to key account planning is one of the biggest issues for key account managers and strategic planning executives alike. While there are a number of advantages of account planning, the process also involves a few disadvantages.

Account Planning 10

Account Planning Key Account Management Account Management Client Relationships 10

QYMATIX

JANUARY 16, 2023

Sales leaders need well-thought, modern metrics to make informed decisions about their Key Account Managers and customers. Choosing the right set of sales KPI helps a manager in B2B to cut through the noise and see the actionable indicator they need. Download the free eBook now. Business E-Mail.

B2B 52

B2B Sales Management Sales Analytics Management 52

Account Manager Tips

NOVEMBER 19, 2022

Describe when and how you'll make your recommendation happen and immediate next steps. The reasons are many: relationship building; confirmation of strategy or tactics; seeking clarity to help deal with uncertainty; advice on decisions; get a decision changed; inform; educate; get action. Alternatives (2 minutes). Use humour.

Value Proposition 246

Value Proposition Decision-making Shareholders Government 246

SmartKarrot

OCTOBER 26, 2022

Implementing a comprehensive account management program is the greatest approach to preventing an expensive breakup with your most valuable clients. Key account management is the tactical method businesses use to manage and expand their most crucial clients. Like what you are reading? contact-form-7].

Account Management 11

Account Management B2B Management Advertising 11