KAM With Passion

MARCH 17, 2022

I invite you to read the whole post and then to download the 3 Complementary Capabilitie s one-pager that summarises the thinking behind this post with a single graphic. Managing customers well requires 3 complementary capabilities. Account Management & Delivery. Key Account Management. Complex Sales.

Key Account Management 130

Key Account Management Account Management Co-Creation Global Accounts 130

Cosawi

JULY 14, 2021

We talk to Dominque Côté about the central role of marketing in Key Account Management (KAM). Along with the Key Account Manager, marketing is the co-orchestrator of KAM – they are intrinsically linked. Download the Full Article PDF Here. It takes two to tango .

Co-Creation 52

Co-Creation Marketing Value Proposition Key Account Management 52

SBI Growth

FEBRUARY 2, 2013

Download the SBI webinar “Designing Inside Sales” by clicking here. If an inside sales rep can deliver the same info and insight as an outside rep at 60% of the cost per revenue generated/managed, what are you going to recommend? That doesn’t mean that your Field Sales and Customer / Global Account managers aren’t needed.

Global Accounts 121

Global Accounts Logistics Sales Decision-making 121

Cosawi

DECEMBER 31, 2019

DO STRATEGIC ACCOUNT MANAGERS REQUIRE SUPERPOWERS? TIME FOR ACCOUNT-BASED MARKETING TO COME TO THE RESCUE. The global economy is becoming increasingly complex and, since we work in the strategic account management environment, we can see the impact it has on the day-to-day role of strategic account managers (SAMs).

Marketing 52

Marketing Suppliers Account Management Global Accounts 52

Cosawi

DECEMBER 28, 2021

The idea of executive engagement implies an accountable and engaged member of the account team, rather than a distant backroom player. Strategic account management is a team sport and requires cross-functional, vertical level engagement and strong accountability. Leading the organizational customer-centric culture.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52