Red Star Kim

NOVEMBER 1, 2023

Nervousness – Shyness, modesty, lack of confidence and fear of failure can make fee-earners reluctant to organise meetings to take the next steps in building a potential client relationship. There is rarely a deep understanding of how disparate and disconnected decision-making units are across such large organisations.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Account Manager Tips

OCTOBER 21, 2021

Make sure you have a system in place so your client gets a follow up call from you as soon as possible. They don't need anything As a key account manager, if you've done your job right, there's no reason for them to keep in touch. That will only make their already busy life, busier. But what can you do about it?

Key Account Management 246

Key Account Management Client Relationships Negotiation Suppliers 246

Red Star Kim

FEBRUARY 8, 2024

This approach is suggested by Liz Whitaker in her book “Power of Personal” People | Propella Decision-Making Unit Again, to target effort on decision-makers rather than users or gatekeepers is a good way to target effort in a large organisation. There are many articles on both of these topics.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 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

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. Supply and demand underpins pricing decisions for markets and clients.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

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

Account Manager Tips

AUGUST 9, 2022

Along the way, both make compromises until those discussions reach a conclusion: The buyer can solve the problem on their own. Details at the end of this page ) 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. Learn more.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 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. Asking who’s got great skills at influencing, negotiating, analysing and creativity is the best way to start. Two – VUCA Decision Making.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

ProlifIQ

NOVEMBER 3, 2021

Gone are the days where you can talk to one, magical contact within an account and boom – you close a big deal. (We’d You’ll need to talk to 5-7 decision-makers, on average, before closing. Often, if you use a personal connection to get into an account, that personal connection will be your first champion.

Profitability 98

Profitability Account Planning Sales Key Account Management 98

Brightbridge Consulting

APRIL 24, 2020

We have recently published through the Association for Key Account Management www.a4kam.org an article on using a toolkit the ‘Power Grid’ to sharpen focus and decision making. Alistair Taylor, Managing Partner of Brightbridge Consulting, is a Board Member of the Association. What we must overcome?

Healthcare 40

Healthcare Key Account Management Publishing Negotiation 40

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

Arpedio

NOVEMBER 30, 2021

Making the customer’s buying journey less complex. The overlay of various interaction media and multichannel customers complicates ‘how’ buyers now interact with sellers and the speed of innovation makes it difficult for customers to keep track and make informed purchase decisions. Back to blog.

Digitalization 52

Digitalization Account Management B2B Decision-making 52

Louise Collins Associates

NOVEMBER 24, 2017

So when organisations have tried, and failed, to introduce Key Account Management (KAM) it is no different. My observation across multiple organisations is that KAM often lacks the leadership required to make it work. Effective Key Account Management (KAM) requires organisational leadership and specific coaching.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

ProlifIQ

JUNE 21, 2023

It requires thorough analysis, research, and insights to identify the right accounts and formulate effective account management strategies. By leveraging data, market research, and customer insights, account managers can make informed decisions, identify growth opportunities, and mitigate risks.

Account Management 52

Account Management Management Account Planning Stakeholders 52

Account Manager Tips

SEPTEMBER 7, 2022

When clients say "price" they really mean value Steps to stand out from the competition World Letter Writing Day Workshop: How to successfully execute a negotiation strategy In other news Quote of the week. Does the return on investment provide significant benefits to make them worth pursuing? Table of Contents. What are the risks?

Value Proposition 130

Value Proposition Key Account Management Negotiation Account Management 130

Account Manager Tips

AUGUST 31, 2022

When clients say "price" they really mean value How to differentiate through value Steps to stand out from the competition World Letter Writing Day Workshop: How to successfully execute a negotiation strategy In other news Quote of the week. Does the return on investment provide significant benefits to make them worth pursuing?

Value Proposition 130

Value Proposition Negotiation Key Account Management B2B 130

DemandFarm

APRIL 8, 2024

The best account managers , however, have a secret sauce that differentiates them from the others. At the core of their ABS is an often-overlooked perspective–selling to the humans behind the steely structures that make up their accounts lists. What can be a blink and miss moment is slow motion for us.

Key Account Management 52

Key Account Management Account Management Stakeholders Meetings 52

SmartKarrot

JANUARY 25, 2021

Build, maintain and leverage strong relationships with Business Decision Makers (BDMs) and IT Decision Makers (ITDMs) within each customer to influence solution adoption, create strong support for new opportunities and to secure their willingness to advocate on Redwood’s behalf.

Customer Success 10

Customer Success Value Proposition Key Account Management Onboarding 10

Arpedio

JUNE 22, 2022

It can be a complex task, as large enterprises often involve multiple stakeholders in a buying decision. However, if you get it right, it offers you an invaluable overview of stakeholder ties, helping your key account management team navigate intricate relationships. How to Make a Relationship Map?

Stakeholders 52

Stakeholders Decision-making Sales B2B 52

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

SmartKarrot

OCTOBER 14, 2020

Hence, the account(s) they handle must bring more monetary value to the company than it is invested in themselves. The AM oversees and understands the customer’s needs and makes sure that the company delivers solutions towards the same. Negotiations with customers. Managing ongoing projects. Salary for Account Manager.

Account Management 10

Account Management Management Negotiation Key Account Management 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