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

Red Star Kim

SEPTEMBER 5, 2023

It’s published by CIPD (Chartered Institute of Personnel and Development) and Kogan Page. 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.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Account Manager Tips

AUGUST 17, 2022

Why make the first move in a negotiation? Why make the first move in a negotiation? Research shows that making the first offer gives you a bargaining advantage. Higher prices make people tend to think about the good things. Lower prices make people focus on the bad things. Or by making a silly low-ball offer.

Negotiation 130

Negotiation Key Account Management Account Management Decision-making 130

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

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

Jermaine Edwards

MARCH 17, 2020

This is especially true when it comes to the application of key account management and the elements that shape the success of existing customer management. One approach is that of Jim Sterne and Matt Cutler, as published in 2000 in a paper called “E-Metrics, Business Metrics For The New Economy”.

Customer Life Cycle 130

Customer Life Cycle Key Account Management Decision-making Innovation 130

DemandFarm

MAY 12, 2023

Originally published in Forbes Business Development Council Traditionally, one of the core concepts of sales and marketing is the sales funnel through which companies are supposed to move prospects from awareness through consideration to engagement, and finally to purchase. What should companies seek in a revenue platform?

B2B 52

B2B Key Account Management Account Management Manufacturing 52

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? Don’t wait for this.

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? Don’t wait for this.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

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.

Healthcare 40

Healthcare Key Account Management Publishing Negotiation 40

Mike Kunkle

JUNE 12, 2022

At the time I published it initially, I had hoped the worst of the pandemic-fueled layoffs were behind us. 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.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Louise Collins Associates

SEPTEMBER 26, 2017

What is insight and how does it fit within Key Account Management (KAM)? The intention is to stop them from behaving as they do today, and make a change. Behavioural psychologists have published reams of work in this space, and I am not going to profess to be an expert here by any means. We are creatures of habit.

Key Account Management 52

Key Account Management Stakeholders Healthcare Account Management 52

Arpedio

NOVEMBER 23, 2021

LinkedIn Live: What Makes an Effective Account Review. LinkedIn Live: What Makes an Effective Account Review. ? Before joining ARPEDIO, Anders spent 15+ years at Big 4 consultancies, most recently at Deloitte as Partner and Sales Director, working with complex selling and strategic account management.

Account Management 52

Account Management B2B CRM Prioritization 52

Arpedio

NOVEMBER 23, 2021

LinkedIn Live: What Makes an Effective Account Review. LinkedIn Live: What Makes an Effective Account Review. ? Before joining Arpedio, Anders spent 15+ years at Big 4 consultancies, most recently at Deloitte as Partner and Sales Director, working with complex selling and strategic account management.

Account Management 52

Account Management B2B CRM Prioritization 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. Making sure the account manager has a strategy to build trust is your responsibility as a sales leader.

Account Management 10

Account Management Management Key Account Management Decision-making 10