Strategic Account Management Association

AUGUST 6, 2021

Form an organizational capability around co-creating products and solutions with our customers Redesign our philosophy around our customers’ needs Make a positive business impact on our customers’ operations Ingrain a deeply customer-centric vision and mission for sales. Revenue: Revenue targets are developed “bottom-up,” by the account team.

Supply Chain 520

Supply Chain Logistics Co-Creation e-Learning 520

Red Star Kim

OCTOBER 24, 2022

Behaviour in sales meetings). This article is a reminder of the key points valued by the delegates: Nine insights: Sales processes and selling skills for targeting and meetings. Sales meetings. Delegates reported some fee-earner challenges when attending preliminary sales meetings. Debrief after meetings.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

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

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

NOVEMBER 24, 2022

Every month I share a selection of popular titles to help with your professional development as a key account manager. Have you mastered your professional elevator pitch so that every time you meet someone, they remember and are impressed by you? Key account managers rely on influence to get things done.

B2B 130

B2B Key Account Management Account Management Decision-making 130

Account Manager Tips

APRIL 26, 2021

How much money does a key account manager make? Find out the average salaries for key account managers in Australia, India, the United Kingdom and the United States and what the job is REALLY like before you decide if it's for you. Find out how much money key account managers REALLY make!

Key Account Management 242

Key Account Management Account Management Management Negotiation 242

Red Star Kim

OCTOBER 16, 2023

Delegates included both partners and business development professionals (some with a banking background) from law firms (employment, criminal, disputes, offshore), accountancy practices (audit, forensic, insolvency and restructuring and financial services. Some people will believe that they are experts at selling.

Management 130

Management Emotional Intelligence Onboarding Communication 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. They should outline your strategy for meeting those needs and achieving those goals.

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

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. 100% Connecting (after meeting). 25% telephone calls.

Management 130

Management Key Account Management Digitalization Communication 130

Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. Close any gaps in your solution, meet all commitments and ensure your client is satisfied. Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop. Define price strategy. Benchmark pricing.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Mercuri International

JULY 1, 2021

Most people think that the biggest challenge for a Key Account Manager is the need to understand their account but is this all that is needed? To serve their accounts as effectively as possible, the KAM needs to access resources across different business units and silos of their own company. Johansson, E.

Key Account Management 64

Key Account Management Value Proposition Account Management Profitability 64

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

MARCH 26, 2024

A well-implemented CRM system can help companies build long-term, profitable customer relationships and provide intensive customer care. Such software supports profitable growth. Price Management – Dynamic Pricing Pricing and terms and conditions are critical to a company’s success.

Management 52

Management Artificial Intelligence CRM Software 52

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

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

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

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

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

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

QYMATIX

MARCH 26, 2024

A well-implemented CRM system can help companies build long-term, profitable customer relationships and provide intensive customer care. Such software supports profitable growth. Price Management – Dynamic Pricing Pricing and terms and conditions are critical to a company’s success.

Management 40

Management Artificial Intelligence CRM Software 40

QYMATIX

OCTOBER 19, 2021

Key Account Managers had to prepare a visit to a potential client thoroughly. Key Account Managers can now call clients in seconds – even to meet them virtually thanks to video and webinars. Meetings face to face are becoming a rare commodity. Just consider where digital retail is today.

Artificial Intelligence 98

Artificial Intelligence B2B Computers and Electronics Internet 98

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. Key Account Managers can now call clients in seconds – even to meet them virtually thanks to video and webinars. Meetings face to face are becoming a rare commodity. Just consider where digital retail is today.

Artificial Intelligence 72

Artificial Intelligence B2B Computers and Electronics Internet 72

ProlifIQ

JUNE 21, 2023

These plans provide a detailed overview of the account’s goals, strategies, and specific actions to be taken to meet the objectives. By proactively managing account plans , account managers can identify and seize opportunities, address challenges, and enhance customer satisfaction.

Account Management 52

Account Management Management Account Planning Stakeholders 52

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

Jermaine Edwards

APRIL 16, 2020

Every person and every organisation is currently seeking to make one or all of these adaptations. To make thoughtful changes quickly without impeding or restricting current operations. For your business, and particularly the view of who you’ll become to your customers, you must look at the actions and decisions you make more carefully.

Computers and Electronics 130

Computers and Electronics Supply Chain Telecommunications Financial Services 130

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

Red Star Kim

SEPTEMBER 5, 2023

Neuroplasticity There’s a detailed section on brain basics (including explanations on neurons, neurotransmitters and brainwaves) for those who are unfamiliar with neuroscience which you’ll need to make sense of the later content of the book. And guidance on making best use of digital training technologies. Stories aid stickiness.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

PandaDoc

FEBRUARY 8, 2024

This guide will discuss what account management software can offer you, the main benefits and features to look for, and our assessment of the best solutions on the market. That way, you can make an educated choice about which suits your requirements the best. Account management software falls into that category.

Account Management 52

Account Management Software Software Management 52

Janek Performance Group: Account Planning

JULY 13, 2021

What is Strategic Account Management? Also called key account management, SAM is a methodology that involves identifying important accounts and cultivating mutually beneficial relationships with those clients. Why should we use strategic account management? – than others.

Account Management 52

Account Management Management Account Planning Interpersonal Skills 52

SmartKarrot

OCTOBER 28, 2022

This approach is called strategic account management for enterprises (also known as key account management). The Responsibility of Strategic Account Manager. These managers serve as a link between the business and the many parties involved with the customers. The most crucial factor is trust.

Account Management 10

Account Management Management Key Account Management Decision-making 10

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