August, 2022

9 Advanced Concepts for Ultimate Key Account Management Success

Kapta

Key account management is a journey and along the way, key account managers (KAMs) are expected to develop and grow throughout their careers continually. KAMs need to always strive to ascend through the levels of the KAM Maturity Model to the fifth and most proficient stage.

The Secrets Of Successful Strategic Account Management With Richard Santucci And David Hughes

Strategic Account Management Association

How do you take care of your most important customers?

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21 Free Courses for Key Account Managers to Boost Your Skills Now

Account Manager Tips

21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. It's not an easy job, and you need many different skills to do it well.

5 Areas of Focus for Your SKO in the Current Economy

Force Management

Changing dynamics in the economy may demand a strategic pivot for how you reach revenue goals in your sales organization. The challenge becomes identifying which priorities are most critical to devote resources to.

Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

The Fundamentals of Key Account Management

Kapta

There are many activities required for successful key account management. Keeping them straight and completing them all can seem a bit overwhelming at times. But getting started or improving your abilities as a key account manager (KAM) is easier when you know the fundamentals.

Marketing Continuing Professional Development (CPD) – The power of reflection?

Red Star Kim

Once a year I have to produce four reflective learning statements for the Chartered Institute of Marketing (CIM) in order to maintain my Chartered Marketer status as a Fellow of CIM. Each year I put off this exercise until the last minute. Yet I always emerge from the process feeling energised.

More Trending

How to Be an Object of Interest

Engage Selling

You must learn to be an object of interest! Recently, I was speaking with my good friend and advisor, Alan Weiss, about how inundated today’s marketplace has become with thought … Read More. The post How to Be an Object of Interest first appeared on Colleen Francis - The Sales Leader.

B2B Book Club Selection (August 2022)

Account Manager Tips

B2B Book Club Selection (August 2022) A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers. Tweet. Share. Share. Every month inside The KAM Club , members vote for a book of the month.

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Prepare For Economic Change: Use Your SKO To Invest In Your Salespeople

Force Management

Your sales kickoff is a crucial tool for maximizing your sales team's potential. As the economy shifts, leaders are looking to increase efficiency in critical areas to hit their revenue goals. Sales Leadership Sales Kickoff Economic Change

5 Essential Tools for Effective Key Account Management

Kapta

Top-performing key account managers (KAMs) are 2.5 times more likely to have an established effective account planning process. Strategic Account Management Account Management Key Account Management

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

Valuable resource on change management – The Association of Change Management Professionals (ACMP) Standard for Change Management

Red Star Kim

I have reviewed several books on change management (see the list below) to support those attending training workshops on change management.

Managing Highly Talented Salespeople – Is It Worth the Trouble?

The Center for Sales Strategy

On a coaching call last week, a manager and I were discussing a seller new to his team. On pulling up this person’s sales assessment, all I could think was, “WOW! Look at all that talent!” This person was strong across the board. So much potential.

Sales Training Topics to Drive Results

RAIN Group

If you’re responsible for designing or implementing sales training for your organization, you know the effectiveness of training varies greatly.

Best Ways to Stand Out From Competitors When They’re All the Same

Account Manager Tips

"You're too expensive" or "I can get more, for less, somewhere else" Ever heard that before? That's because most businesses blend in, not stick out. Even when they do deliver something innovative, it's not for long. Competitors catch up fast.

The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

Changing economy? Help Your Salespeople Prioritize the Right Opportunities Faster

Force Management

Given the current economic downturn, your salespeople may be more inclined to invest time in an unqualified deal or skip important steps in the sales process to keep pipelines moving.

How to thrive during a recession and times of economic uncertainty

Kapta

There’s so much uncertainty in the marketplace now. With a pending recession and economic downturn, the question for account managers is what they can do to survive this difficult time and thrive by coming out stronger. Strategic Account Management Account Management Key Account Management

Develop Dissatisfaction to the Point of Action

Software Sales Guru

Develop Dissatisfaction to the Point of Action There are endless reasons why a potential buyer may be looking for a new software solution, but it usually involves some level of dissatisfaction with the current solution. Unfortunately, dissatisfaction alone is not enough to close a sale.

How to Keep Your Sales Team Happy and Productive

The Center for Sales Strategy

Every business needs a skilled sales team to generate a positive ROI, but on-the-job performance is rarely the product of training alone. In fact, a marketing novice could keep up with an unengaged expert provided they use the right motivation and productivity strategies.

Roadblocks to Delivering a Competitive Buying Experience

Why are buyer-facing teams struggling and what can be done about it? Bigtincan teamed up with Heinz Marketing in a recent research study to discover the roadblocks revenue-generating teams encounter in preparing buyer-facing teams for today’s market. Click here to learn what you can do today to prepare!

Customers Win, Suppliers Win With Gus Maikish And Noel Capon

The SAMA Podcast

When customers win, suppliers win. But what does that mean in pratice?

How to Win Deals with One Simple Negotiation Strategy

Account Manager Tips

We all have to negotiate with our clients sooner or later, but for lots of reasons, most of us avoid it if we can. Anchoring is a simple tactic that can help you gain control of the negotiation and give you a bargaining advantage too.

3 Skills Sales Reps Need to Hit Revenue Targets in a Tightening Economy

Force Management

Rising economic headwinds are changing the selling landscape for your sales organization. As revenue pressures mount and buyer pushback increases, help your salespeople weather the storm and come out stronger.

How to become a Trusted Advisor to your key accounts

Kapta

Are you an account manager (AM) trapped in vendor status with your key accounts? If so, you may be wondering how you elevate your relationship with your customers to a strategic partnership.

Connecting the Consultative Experience

Many B2B businesses have come to believe that there is an asymmetric relationship between the company and its buyers. But what research has discovered is that many of today’s B2B buyers are NOT empowered and they have little interest in being so. Download the eBook to find out why.

No is not a loss

Software Sales Guru

No is Not a Loss Sales environments that suggest every opportunity is “won” or “lost” do not recognize that NO is a good outcome. A consultative seller creates value by helping the buyer understand what merits action, and what does not.

Top Ways to Get Authentic Feedback from Employees

The Center for Sales Strategy

Continuous improvement is dependent on feedback, and in most situations, we feel confident in the feedback we are giving and receiving. However, sometimes people will tell you what they think you want to hear, and the feedback is not very useful or effective.

Be Indispensable to Protect Your Job in a Volatile Economy

Sales Gravy

If you want to succeed at any job, make yourself invaluable. Go the extra mile; make them never be able to imagine what life without you there would be like. Ross Mathews Selling in a crisis is tough. Losing your job during an economic downturn is worse. Now more than ever, you need your income.

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Here’s How to Keep Clients Interested In Your Proposal

Account Manager Tips

It's not easy to convince your client to buy your services. You've answered every question, jumped every hurdle and the deal is in sight. And then your client says, "Let me think about it." Is there anything more frustrating? How do you get your client to move forward when the deal stalls?

The Definitive Guide to the Top 4 Sales Enablement Metrics

See what metrics matter to increase productivity and revenue and your organization. This guide will help you stay data-driven while avoiding data overload.

How to Succeed at Magic Sales Leadership [PODCAST]

Sandler Training

Mike Montague interviews James Abraham, Sandler coach from Israel, on How to Succeed at Magic Sales Leadership.

How to create team alignment and why it's critical in 2022

SME Strategy

Words: 846. Reading time: 3 mins. Leadership culture communication team development team alignment

Maximize the Perceived Fit of Your Solution

Software Sales Guru

Maximize the Perceived Fit of Your Solution The best way to maximize perceived fit of your solution, is to ensure it is NOT your solution, but the buyer’s baby. Don’t pitch. In fact, consider using anti-suggestions to help the buyer lay claim to the solution.

How to Use Sales Psychology to Change Buyers' Mindsets

The Center for Sales Strategy

As a business leader, you're well aware of the fact that sales can make or break a company. Unfortunately, simply designing a great product or service won't lead to outstanding sales. Industry leaders today are focusing on a more psychological approach to boosting their sales.

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The 5 Stages of Account-Based Marketing — and How to Win Them All

Successfully complete the five stages of ABM: define, identify, engage, convert, and connect. We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before.