KAM With Passion

FEBRUARY 23, 2021

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. Appoint Key Account Managers and where required Key Account Teams.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

The Chapman Group

DECEMBER 8, 2020

It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. Some organizations have also chosen the terms GAM (Global Account Manager), and CAM (Corporate Account Manager).

Account Management 133

Account Management Management Value Proposition Account Planning 133

Strategic Account Management Association

JULY 13, 2021

Organizations are already planning for this new- or next-normal hybrid model and have worked hard to elevate the needed skill sets of their commercial teams – especially strategic account managers. This is leading many companies to accelerate their strategic account management journeys and transformations. We think not.

Account Management 591

Account Management Innovation Co-Creation Organization 591

DemandFarm

AUGUST 28, 2023

Join Joshua Gregg – President, Americas at DemandFarm , as he catches up with Maria Dominguez – PM Global Account Management, DHL , and Russ Sharer – CSO, Brooks Group , for an unfiltered conversation.

Account Management 52

Account Management Digitalization Global Accounts Management 52

Strategic Account Management Association

AUGUST 6, 2021

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. By Shahaboddin Wahdatehagh, Sr.

Supply Chain 520

Supply Chain Logistics Co-Creation e-Learning 520

KAM With Passion

FEBRUARY 22, 2021

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. Key Account Management, what is it really?

Key Account Management 130

Key Account Management Account Management Management Co-Creation 130

KAM With Passion

MAY 27, 2021

Train the key people chartered to design the KAM Initiative (KAM Programme Director/Manager and team). Deliver an initial training to the first Key Account Managers and Teams. Deliver initial training to newly appointed Key Account Managers and Key Account Teams members.

Key Account Management 130

Key Account Management Global Accounts Account Management Management 130

DemandFarm

APRIL 13, 2023

KAM Glossary (with 65 Definitions) To help strategic account managers / key account managers /sales professionals enhance their understanding of Key Account Management (KAM) , this glossary provides clear and concise definitions and explanations of essential terms, definitions, and concepts related to key account management.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

The Chapman Group

AUGUST 23, 2020

It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. Some organizations have also chosen the terms GAM (Global Account Manager), and CAM (Corporate Account Manager).

Account Management 78

Account Management Management Value Proposition Account Planning 78

Arpedio

APRIL 29, 2024

(SAMA = Strategic Account Management Association. ARPEDIO is one of the Global Technology Partners of SAMA). Explore actionable strategies, best practices, and innovative approaches that promise to revolutionize the way you approach Strategic Account Management.

Key Account Management 52

Key Account Management Account Management Ecosystem Leadership Global Accounts 52

SBI Growth

FEBRUARY 21, 2020

The sales group, sales operations has their own view of data management and so does marketing. Skip to minute 20:08 to hear scott share his thoughts on breaking down silos to achieve unified digital transformation. Who’s right, just on that concept? Getting everybody on the same page is really hard. You need to take the time to do it.

Digital Transformation 87

Digital Transformation Management Digitalization B2B 87

SBI Growth

FEBRUARY 26, 2020

The sales group, sales operations has their own view of data management and so does marketing. Skip to minute 20:08 to hear scott share his thoughts on breaking down silos to achieve unified digital transformation. Who’s right, just on that concept? Getting everybody on the same page is really hard. You need to take the time to do it.

Digital Transformation 77

Digital Transformation Management Digitalization B2B 77

KAM With Passion

JUNE 20, 2021

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). Defining Skills & Competencies.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

SBI Growth

MARCH 1, 2020

The sales group, sales operations has their own view of data management and so does marketing. Skip to minute 20:08 to hear scott share his thoughts on breaking down silos to achieve unified digital transformation. Who’s right, just on that concept? Getting everybody on the same page is really hard. You need to take the time to do it.

Digital Transformation 62

Digital Transformation Management Digitalization B2B 62

KAM With Passion

NOVEMBER 11, 2020

To keep things relatively simple, let’s consider two types of context: Account Management and Key Account Management and let’s see how the execution of Business Reviews adapts to the depth of relationship between the supplier and each customer. Business Reviews in an Account Management context.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Sales Outcomes

APRIL 3, 2023

For example, today’s Inside Sales teams might serve small businesses, field (geographic) to medium firms, and enterprise sales for large and global accounts. Inside Sales teams have succeeded with a different playbook – often focused on process, task management, targeting, and phone skills (now video conferencing).

Virtual Selling 52

Virtual Selling Logistics Global Accounts Sales 52

Revenue Storm

FEBRUARY 15, 2022

Even when I was leading a $400 million global accounts organization. Here is an example for a strategic account manager: Sales Plan: $2,000,000. Here is a sample activity plan for a strategic account manager: Five Clients. For 20 years, I had a monthly sales quota. Start with the numbers.

Value Proposition 78

Value Proposition Sales Global Accounts Account Management 78

Miller Heiman Group

AUGUST 7, 2019

Managers often wait for sellers to come to them for advice, but in reality they should be actively communicating and sharing feedback, and looking for more areas to coach their team. It’s when managers reinforce and teach during calls, pitches and role plays, ultimately improving performance. Keys to Becoming a Great Sales Manager.

Global Accounts 55

Global Accounts Sales Sales Management Communication 55

Revenue Storm

JANUARY 19, 2021

In my experience, too many sales leaders and strategic account managers either have not done the math to determine their ratios or do not pay much attention to it… especially if they are measured annually. Let’s assume you have a strategic account manager on your team with just one account and a $5 million annual sales target.

Account Management 78

Account Management Decision-making Global Accounts Sales 78

Red Star Kim

JUNE 1, 2023

In May we welcomed delegates from legal, accounting and consulting firms at manager and executive levels to a PM Forum workshop on pitching. There is more information on branding theory Book review – Managing Brands (kimtasso.com). A key theme that often arises in pitching is how to differentiate.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Cosawi

AUGUST 4, 2021

Organizations we work with are already planning for this next or new normal hybrid model and have spent tremendous efforts to elevate the needed skillsets of their commercial teams – especially strategic account managers. . They are looking for business partners to help them return to growth. View The Full Article Here.

Innovation 52

Innovation Account Management Global Accounts Publishing 52

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. In conversation with Dominique Côté from Cosawi Consulting– shining a light on the essential role of marketing in KAM.

Co-Creation 52

Co-Creation Marketing Value Proposition Key Account Management 52

SBI Growth

FEBRUARY 2, 2013

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. Raise Your Game. Follow a regimented path to execute.

Global Accounts 121

Global Accounts Logistics Sales Decision-making 121

5600 Blue

NOVEMBER 29, 2017

We recently conducted negotiation coaching for over $1b in revenue on over 100 renewal opportunities for a global client of ours. We weren’t training their new reps, but working with some of their most seasoned global account managers to help them be more strategic and successful. Minimizes deal margin.

Negotiation 52

Negotiation Value Proposition Global Accounts Procurement 52

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

SmartKarrot

JUNE 3, 2022

Role: Customer Success Associate Director Location: New York, NY, US Organization: Wunderkind As a Customer Success Associate Director, you will mentor and inspire a small team of high-performing Customer Success Managers & Associates. Facilitate escalation management and issue resolution. Be the clients’ voice inside AppsFlyer.

Customer Success 19

Customer Success Facilitation Stakeholders Onboarding 19

Sales Outcomes

MARCH 15, 2021

For example, today’s Inside Sales teams might serve small businesses, field (geographic) sales to medium firms, and enterprise sales for large and global accounts. Inside Sales teams have succeeded with a different playbook – often focused on process, task management, targeting, and phone skills (now video conferencing).

B2B 40

B2B Logistics Sales Global Accounts 40

Miller Heiman Group

FEBRUARY 21, 2019

Upper management often approaches sales leaders for on-the-spot evaluations of their sales reps, such as an open-ended question like, “Is this sales rep good?” This type of assessment won’t work in their hiring process, but it is an effective way for sales leaders to determine how to further develop a salesperson. Push Back on Subjectivity.

Sales 62

Sales Global Accounts Finance Performance Review 62

5600 Blue

AUGUST 28, 2018

Your server goes to find the manager to ask for an adjustment to the bill to give you the discount. At the end of the process we documented one key issue almost all these very seasoned global account managers had; they were discussing commercial terms separate of value. That is crazy, right? Why is this?

Negotiation 52

Negotiation Construction Global Accounts Account Management 52

Revegy

JANUARY 5, 2021

SiriusDecisions defines account-based models , or account management, as representations of a strategic approach that align resources against a set of defined accounts and goals in a way that is relevant and valuable to those accounts and to sales/partners. Key Account Selection. Global Account Management.

Account Management 105

Account Management Global Accounts Management Account Planning 105

MTD Sales Training

AUGUST 29, 2013

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. Better resource management, as different team members can interact with more people within the client’s organisation. Managing Director.

Suppliers 48

Suppliers Key Account Management Account Management Global Accounts 48

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

SBI Growth

JANUARY 10, 2020

The sales group, sales operations has their own view of data management and so does marketing. Skip to minute 20:08 to hear scott share his thoughts on breaking down silos to achieve unified digital transformation. Who’s right, just on that concept? Getting everybody on the same page is really hard. You need to take the time to do it.

Digital Transformation 96

Digital Transformation Digitalization Sales B2B 96

SBI Growth

FEBRUARY 8, 2020

The sales group, sales operations has their own view of data management and so does marketing. Skip to minute 20:08 to hear scott share his thoughts on breaking down silos to achieve unified digital transformation. Who’s right, just on that concept? Getting everybody on the same page is really hard. You need to take the time to do it.

Digital Transformation 90

Digital Transformation Digitalization B2B Customer Experience 90

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

Revegy

JANUARY 5, 2021

SiriusDecisions defines account-based models , or account management, as representations of a strategic approach that align resources against a set of defined accounts and goals in a way that is relevant and valuable to those accounts and to sales/partners. Key Account Selection. Global Account Management.

Account Management 52

Account Management Global Accounts Management Account Planning 52

Deep Insight

AUGUST 16, 2021

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 account managers should not just be order-takers. The Inuit People.

Global Accounts 52

Global Accounts Key Account Management Account Management Profitability 52