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

JUNE 1, 2023

So you need a focus on that research to extract the information about competitors – often in different sectors and across various service lines – to make the information useful in pitching situations. Asking how your firm compares against the other advisors they use will be part of that process.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Miller Heiman Group

FEBRUARY 21, 2019

Sales leaders do not want to make mistakes when hiring new members of their sales team. Not only is the definition of “good” completely subjective, but these types of evaluations are sometimes used to inform key decisions about hiring, promotions and performance reviews. Make Culture Fit a Part of Your Assessment Process.

Sales 62

Sales Global Accounts Finance Performance Review 62

Cosawi

FEBRUARY 29, 2020

In these disruptive times, where the SAM role is growing ever-more complex, the strategic accounts organization has a tremendous opportunity to leverage Marketing as their quarterback, especially when SAMs seek personalized, actionable insights and value solution alongside the customer decision-making journey.

Marketing 52

Marketing B2C Global Accounts Innovation 52

KAM With Passion

MARCH 17, 2022

Quite enthusiastic about the concept of KAM after an expensive training with a prestigious academic organisation, the leadership team had decided to launch a KAM initiative. Other relevant KPIs measure how efficiently the sales process is driven from its early stage to the final decision. Unfortunately, this happens very often.

Key Account Management 130

Key Account Management Account Management Co-Creation Global Accounts 130

Mercuri International

MAY 23, 2023

However, while it’s tempting to debate the full breadth of philosophical and ethical issues that AI — particularly generative AI — raises, it’s also useful to look at it at a more pragmatic level and ask, “What exactly can it do for my job, and what changes do I need to make to the way I think, if I’m going to benefit?”

Artificial Intelligence 52

Artificial Intelligence Value Proposition Account Management Co-Creation 52

SalesGlobe

FEBRUARY 9, 2022

Now, I’m trying to make the beer they already have move faster. Then he detailed the cooler display at the front of the store, making sure the facings of cans and bottles were aligned and that the packaging and tags for the week’s specials were clearly displayed. Two years ago, I was selling cases of beer to store owners.

Value Proposition 52

Value Proposition Advertising Sales Profitability 52

DemandFarm

APRIL 26, 2023

Key Account Management is a relationship and service-driven role. Key account managers work with a range of individuals within a client organization, from end-users to decision-makers to CEOs. Staying informed of business trends and developments is also essential for Key Account Managers.

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52

Account Management Skills

FEBRUARY 22, 2021

How to lead, inspire and set the account management team up for success. * How to make sure you stay relevant and valuable to your client. * How remote working has changed the way account managers now interact with clients. What skills you need to work with global brands. * How agencies will evolve in the future.

Account Management 52

Account Management Management Banking Meetings 52

Account Management Skills

APRIL 13, 2021

Listening is really about understanding or making meaning. And when we get those symbols from people, those nonverbal behaviours, then we make the assumption that they were listening to us. Because as an account manager, I know what I know. So we want to make sure that small part of their day actually, is significant.

Account Management 52

Account Management Management Communication Brainstorming 52