PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Let’s examine what strategic account management is and the best ways to approach it.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

Red Star Kim

NOVEMBER 1, 2023

Protectionism – Some fee-earners could be insecure and defensive about sharing client information and relationships. Data – CRM (Client Relationship Management) and CDP (Client Data Platforms) are often lacking. Knowledge, familiarity, trust, different fee structures and perceived quality were amongst the issues.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

FEBRUARY 8, 2024

Our target markets span large and small businesses; private, public sector and not for profit sectors; centralised and decentralised buying processes; procurement and user-led purchasing behaviour. Essentially a focus on the most profitable clients. So targeting is often more important and more challenging.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

DemandFarm

JULY 26, 2023

Quality over Quantity: How Focusing on a Select Few Accounts Can Drive Greater Success in Digital Key Account Management As digital Key Account Management grows in relevance, many organizations find themselves confounded by the question of whether obtaining new customers is more important than retaining existing key clients.

Key Account Management 40

Key Account Management Account Management Digitalization Management 40

Arpedio

APRIL 29, 2024

SAM professionals are not just account managers; they play a pivotal role as value creators, ecosystem orchestrators, and pioneers of data-driven decision-making, crucial for unlocking market share and profitability. They make centralized buying decisions, at least on a regional level.

Key Account Management 52

Key Account Management Account Management Ecosystem Leadership Global Accounts 52

Account Manager Tips

NOVEMBER 24, 2022

Every month I share a selection of popular titles to help with your professional development as a key account manager. Key account managers rely on influence to get things done. You need to inspire, align objectives, coordinate resources, prioritize task, manage crises and ask for help when you need it.

B2B 130

B2B Key Account Management Account Management Decision-making 130

Red Star Kim

SEPTEMBER 8, 2023

Context and curiosity drive commerciality and pricing By exploring key themes in commerciality and entrepreneurship, we saw why risk management and anticipating return on investment (ROI) is critical when making the business case for marketing investment. Price is a major driver of profit.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Account Manager Tips

MAY 1, 2021

As a key account manager, you not only need to keep your clients, you need to keep them profitable. Sales and key account management Too often, key account managers retreat from sales-focused conversations because it feels manipulative. Which makes them risk-averse.

Negotiation 130

Negotiation Key Account Management Suppliers Value Proposition 130

Upland

APRIL 20, 2023

Your target account list will include those with the greatest potential value to your business. These include the largest, most profitable, or most strategic customers with room for the greatest growth. Account management benefits As you can see, it takes a lot of work, discipline, and rigor to get account management right.

Account Management 195

Account Management Management Account Planning Decision-making 195

SmartKarrot

OCTOBER 14, 2022

For this reason, you require a key account management process. . CEOs (Chief Executive Officer) and chief sales officers place a high priority on key account programs. In the forthcoming sections of this write-up, I will help you with some of the primary challenges that key account managers face post sales.

Key Account Management 10

Key Account Management Account Management Management Suppliers 10

SmartKarrot

OCTOBER 11, 2022

For this reason, you require a key account management process. . CEOs (Chief Executive Officer) and chief sales officers place a high priority on key account programs. In the forthcoming sections of this write-up, I will help you with some of the primary challenges that key account managers face post sales.

Key Account Management 10

Key Account Management Account Management Management Suppliers 10

Red Star Kim

OCTOBER 24, 2022

They saw how automation could both prompt fee-earners about the next actions to take and remind them to share information about what had happened at previous interactions. This supported opportunity and pipeline management. Some talked about the internal and external information and research resources they used.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop. Do you make the first move and present a compelling proposal that positions you as the partner of choice? Define price strategy.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Jermaine Edwards

APRIL 3, 2020

Regardless of the size, maturity or sophistication of your organisation, you can apply these ideas to protect your profits, reputation, relationships and revenues. 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.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

ProlifIQ

NOVEMBER 3, 2021

Here are the three steps in opportunity planning that you can take right now to shrink your sales cycle, save time, and be far more efficient (and profitable). Know the Roles in the Account. Gone are the days where you can talk to one, magical contact within an account and boom – you close a big deal. (We’d

Profitability 98

Profitability Account Planning Sales Key Account Management 98

QYMATIX

MARCH 26, 2024

Customer Relationship Management is a strategic approach to improving a company’s and its customers’ relationship. It involves using technology and data to collect, analyze, and use customer information to provide personalized and tailored experiences. Such software supports profitable growth.

Management 52

Management Artificial Intelligence CRM Software 52

Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. I hope this will contained to not-yet-profitable, seed-funded early-stage companies with burn-rate/runway issues, but as the recession gears up, it may spread. Strategy First. Solving Complex Business Problems.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

QYMATIX

FEBRUARY 1, 2022

The ability to make predictions in B2B sales will radically affect the productivity of sales teams. Useful sales analytics should present users with all the information they need to make successful sales decisions. A B2B key account manager typically handles dozens of accounts with hundreds of products.

Sales Analytics 52

Sales Analytics Key Account Management B2B Sales 52

Red Star Kim

JUNE 16, 2022

The MBL workshop on Referrer and Intermediary Management earlier this week combined those in front-line fee-earning roles (e.g. employment and family solicitors) with those from marketing and business development in legal, tax, wealth management and property firms. The constraints for those regulated by the FCA were acknowledged.

Management 130

Management Key Account Management Digitalization Communication 130

Revegy

OCTOBER 2, 2019

Your approach to managing and growing your most strategic accounts impacts your ability to optimize revenue. Why Focus on Key Accounts? Key Accounts are your most profitable, scalable, and tenured clients. Key accounts are hard to win, hard to retain and particularly challenging to grow.

Account Growth 69

Account Growth Key Account Management Account Management Account Planning 69

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

MAY 18, 2020

There are 10 immutable laws that shape the philosophy, outcomes and actions of high performing businesses, key account managers and customer serving professionals over the long term. It’s knowing this that helps you to make better decisions. Here they are…. What do I mean by this? and “Where are we going?”.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Jermaine Edwards

MAY 18, 2020

There are 10 immutable laws that shape the philosophy, outcomes and actions of high performing businesses, key account managers and customer serving professionals over the long-term. It’s knowing this that helps you to make better decisions. Here they are…. What do I mean by this? and “Where are we going?”.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Jermaine Edwards

MARCH 17, 2020

Companies like Hubspot, Mckinsey and Apple say they get benefits from evaluating their customer life cycle to: Increase customer profitability. Strengthen brand position and retention of key customers. What information are you not gathering that could help you share new insights with customers? CONSIDERATION.

Customer Life Cycle 130

Customer Life Cycle Key Account Management Decision-making Innovation 130

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. Stakeholders influence can be both positive or negative on project sign off, commercial profitability, resource access and long-term relationship success.

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 130

QYMATIX

MARCH 26, 2024

Customer Relationship Management is a strategic approach to improving a company’s and its customers’ relationship. It involves using technology and data to collect, analyze, and use customer information to provide personalized and tailored experiences. Such software supports profitable growth.

Management 40

Management Artificial Intelligence CRM Software 40

Account Manager Tips

SEPTEMBER 29, 2020

Are you doing key account management the hard way? Effective key account management requires you to increase profits, develop relationships, increase satisfaction, grow revenue, improve retention and reduce conflict. Let's take a look at 7 of my favourite key account management tools.

Key Account Management 130

Key Account Management Account Management Management Meetings 130

QYMATIX

OCTOBER 19, 2021

Key Account Managers had to prepare a visit to a potential client thoroughly. The information found in these industry books could easily be outdated. If you had forgotten some information, there was no possibility to check the internet or send information quickly via an electronic mail.

Artificial Intelligence 98

Artificial Intelligence B2B Computers and Electronics Internet 98

Whetstone

FEBRUARY 13, 2023

Multiple stakeholders are often involved in purchase decisions, and many of these stakeholders want to understand the tangible benefits they will receive from your solution (or “special resource”), and they want to know exactly how much they will save or earn as a result of your intervention.

Stakeholders 52

Stakeholders Decision-making Profitability Organization 52

DemandFarm

APRIL 26, 2023

Key Account Management (KAM) focuses on building long-term relationships, and aims to improve customer satisfaction – especially in a B2B scenario. A key account manager’s primary responsibility is ensuring that the needs of key clients are met, and that they remain satisfied with the company’s products and services.

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52

Account Manager Tips

OCTOBER 11, 2021

15 Reasons Why You Might be a Bad Account Manager Bad key account managers fail to build business relationships and achieve results. Here are fifteen signs you might be a bad key account manager and how to turn yourself into a good one. Key account managers without an action plan will fail.

Account Management 246

Account Management Key Account Management Management Suppliers 246

QYMATIX

OCTOBER 19, 2021

Key Account Managers had to prepare a visit to a potential client thoroughly. The information found in these industry books could easily be outdated. If you had forgotten some information, there was no possibility to check the internet or send information quickly via an electronic mail.

Artificial Intelligence 72

Artificial Intelligence B2B Computers and Electronics Internet 72

DemandFarm

MAY 12, 2023

It provides the tools and knowledge to take Global Account Management to the next level and unlock your business’s full potential. Read Now: 4 Ways To Optimize Your Global Key Account Management Understanding Global Account Management Embarking on the Global Account Management journey may seem a bit daunting at first!

Global Accounts 52

Global Accounts Account Management Management Logistics 52

ProlifIQ

JUNE 21, 2023

By proactively managing account plans , account managers can identify and seize opportunities, address challenges, and enhance customer satisfaction. It requires thorough analysis, research, and insights to identify the right accounts and formulate effective account management strategies.

Account Management 52

Account Management Management Account Planning Stakeholders 52

Account Management Skills

AUGUST 24, 2021

Not project management systems, not CRM systems, but having a dedicated system to guide the agency account management team, when it comes to managing and delve developing existing client relationships. Kapta is a key account management platform. And Kapta is a key account management platform.

Account Management 98

Account Management Management Account Planning Co-Creation 98

Red Star Kim

MARCH 16, 2023

One way is to embed the right cross-selling and referrer management attitudes and behaviours into other programmes – for example, into campaigns, content management, networking and Key Account Management (KAM). Another cultural shift. Internal communication – Why, how and what (kimtasso.com).

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

SmartKarrot

MAY 27, 2020

It talks about identifying the priority customers, capturing and analyzing important information from those accounts. Richardson’s approach stands on the following parameters: Momentum Methodology to assess a customer relationship, and develop and execute strategic account management best practices.

Account Management 10

Account Management Management Key Account Management Account Growth 10