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Life After Key Account Management? What Happens Next?

Account Manager Tips

What are your options when you're a key account manager and ready for your next move? Life after key account management How to prepare for your next career move 1. Some of your career options for key account managers: Strategic Account Manager.

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The Charybdis and Scylla of Key Account Management

KAM With Passion

Jumping in a time lap from antique Greece to our Internet-focused time, there are two major reasons why a Key Account Management Programme sinks in the abyss of corporate failures or disappears because it has lost its few champions. Select the Key Accounts with whom to engage.

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Why Start a (True) Key Account Management Initiative?

KAM With Passion

Polarized attitudes towards Key Account Management. True Key Account Management (KAM) or Strategic Account Management (SAM) remains a topic that polarizes the thinking and behaviours of business leaders.

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Forget elephants; hunt whales instead

Deep Insight

Whale Hunting with Global Accounts. It’s not often that I write book reviews but if there’s one book on sales management you should plan to read before the end of the summer holidays, it’s Whale Hunting with Global Accounts. Key Takeaways.

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How to define a strong KAM Training Path

KAM With Passion

This article focuses on individual competencies, especially those of the Key Account Managers. It provides you with a precise description of the skills and competencies required from a true Key Account Manager (not a plain entreprise customers sales rep).

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Is your KAM Training approach strong enough?

KAM With Passion

When starting a new KAM/GAM Programme or revamping an existing one, Training is a topic that immediately draws attention as it is a key instrument to allow an organisation to execute on its KAM Strategy. Deliver an initial training to the first Key Account Managers and Teams.

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3 Key Commercial Capabilities to serve customers and grow revenue

KAM With Passion

Once this organisation will have progressed enough on complex sales and on basic account management, it be in a much stronger position to enhance and expand its KAM intiative. Managing customers well requires 3 complementary capabilities. Account Management & Delivery.

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Navigate Your Company to Rapidly Developing Markets

SBI Growth

Hassane’s mission is to establish Cypress as the global supplier of choice for innovative companies in high-growth markets. Corporate Strategy Podcast CEO advice direct field sales e-commerce executive team global account management growth markets Hassane El-Khoury high growth markets innovative companies innovative products inside sales key account management market strategy marketshare growth new markets revenue growth systems integrator VAR

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One Change That Can Make Or Break Business Partnerships

MTD Sales Training

However, the account management challenges caused by this one-point-of-contact approach can be far-ranging, They include: The lack of depth in contacts within the buying company. This ‘bow-tie’ approach was developed by, among others, Peter Cheverton in his book ‘Global Account Management’ and it is still the favoured choice among many sales organisations, even though it proves itself to be the main cause of disharmony between supplier and client in today’s demanding environment.

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How Aramex’s Young SAM Program Provides Strategic Value and Impact

Strategic Account Management Association

Director Global Account Management, Aramex. Aramex is a leading global provider of comprehensive logistics and transportation solutions, headquartered in Dubai and listed on the Dubai Financial Market. Its mission is to handle defined strategic key accounts.