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

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

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

Cosawi

JULY 14, 2021

Account Based Marketing interview by Pfizer COE. In conversation with Dominique Côté from Cosawi Consulting– shining a light on the essential role of marketing in KAM. We talk to Dominque Côté about the central role of marketing in Key Account Management (KAM). Change involved everyone. Could the mother.

Co-Creation 52

Co-Creation Marketing Value Proposition Key Account Management 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

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

Digital is transforming the market as companies like Apple and Amazon reign supreme. Achieving interlock between sales, marketing, and product on a digital strategy. The sales group, sales operations has their own view of data management and so does marketing. Minute 17:22 [link]. minute 19:10 [link]. minute 21:12 [link].

Digital Transformation 87

Digital Transformation Management Digitalization B2B 87

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

SBI Growth

FEBRUARY 26, 2020

Digital is transforming the market as companies like Apple and Amazon reign supreme. Achieving interlock between sales, marketing, and product on a digital strategy. The sales group, sales operations has their own view of data management and so does marketing. Minute 17:22 [link]. minute 19:10 [link]. minute 21:12 [link].

Digital Transformation 77

Digital Transformation Management Digitalization B2B 77

SBI Growth

MARCH 1, 2020

Digital is transforming the market as companies like Apple and Amazon reign supreme. Achieving interlock between sales, marketing, and product on a digital strategy. The sales group, sales operations has their own view of data management and so does marketing. Minute 17:22 [link]. minute 19:10 [link]. minute 21:12 [link].

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. For example, digital marketing is an essential element of virtual selling. Rethink Sales Enablement Sales organization structures often align with customer segments.

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. That provides 45 potential sales targets across five accounts.

Value Proposition 78

Value Proposition Sales Global Accounts Account Management 78

Revenue Storm

JANUARY 19, 2021

Market demand is down. 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. Happy New Year and welcome to 2021! The COVID-19 crisis continues. Do not let the math scare you.

Account Management 78

Account Management Decision-making Sales Global Accounts 78

SBI Growth

MARCH 9, 2018

Hassane’s mission is to establish Cypress as the global supplier of choice for innovative companies in high-growth markets. Joining us for today’s show is Hassane El-Khoury, the CEO of Cypress, the leader of the semiconductor industry. Cypress is leading the industry.

Marketing 54

Marketing Suppliers Innovation Key Account Management 54

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. . 3: Account-Based Marketing – as a co orchestrator of the Strategic accounts teams. .

Innovation 52

Innovation Account Management Global Accounts Publishing 52

SBI Growth

FEBRUARY 2, 2013

Push them higher up market and expand the team. 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

SBI Growth

JANUARY 10, 2020

Digital is transforming the market as companies like Apple and Amazon reign supreme. Achieving interlock between sales, marketing, and product on a digital strategy. The sales group, sales operations has their own view of data management and so does marketing. Minute 17:22 [link]. minute 19:10 [link]. minute 21:12 [link].

Digital Transformation 96

Digital Transformation Digitalization Sales B2B 96

SBI Growth

FEBRUARY 8, 2020

Digital is transforming the market as companies like Apple and Amazon reign supreme. Achieving interlock between sales, marketing, and product on a digital strategy. The sales group, sales operations has their own view of data management and so does marketing. Minute 17:22 [link]. minute 19:10 [link]. minute 21:12 [link].

Digital Transformation 90

Digital Transformation Digitalization B2B Customer Experience 90

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. For example, digital marketing is an essential element of remote selling. Sales organization structures often align with customer segments.

B2B 40

B2B Logistics Sales Global Accounts 40

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

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

JUNE 20, 2020

Too often, SaaS companies that have enjoyed growth from expanding markets don’t have the commercial engine needed to withstand competition or weather an economic downturn. Those that lack a scalable framework for organic growth aren’t able to evolve fast enough.

Marketing 91

Marketing Organization Global Accounts Logistics 91

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

KAM With Passion

MARCH 17, 2022

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. The customer was a regional market leader in software technologies for online payments through a network of affiliates. Account Management & Delivery.

Key Account Management 130

Key Account Management Account Management Co-Creation Global Accounts 130

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

SmartKarrot

JANUARY 21, 2021

Manage, mentor, coach, and develop an incredible team with a diverse set of backgrounds, experience levels, and skills. Manage internal training, playbooks, repositories of information, and other resources – keeping our field teams as productive as possible with current, updated, available information at their fingertips.

Customer Success 10

Customer Success Global Accounts Leadership Account Planning 10

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. Key Takeaways.

Global Accounts 52

Global Accounts Key Account Management Account Management Profitability 52

SmartKarrot

APRIL 5, 2021

Manage and build support teams inclusive of Customer Success Managers and Sales Support to ensure the highest level of customer service possible. Liaise with senior sales, product strategy, solutions delivery, and marketing to ensure the highest standard of customer service is maintained.

Customer Success 10

Customer Success Onboarding Customer Experience Global Accounts 10

Account Management Skills

FEBRUARY 22, 2021

?. Paul Kirkley has spent his entire career in agency account management. How seeing the world through the eyes of each agency department and understanding their motivations sets you up for success in your account management role. * How to lead, inspire and set the account management team up for success. *

Account Management 52

Account Management Management Banking Meetings 52

Upland

JUNE 15, 2023

Even the best training won’t stick if teachings aren’t reinforced by consistent practice and accountability. But you can’t ask sales managers to stand over their teams all day to make sure they’re doing as they’re told. That’s where your account planning software can step in and pick up the slack.

Account Planning 195

Account Planning Software Software Organization 195

SmartKarrot

SEPTEMBER 14, 2022

Apply here: [link] Role: Customer Success Manager Location: Princeton, NJ, US Organization: Trimble Inc. As a Customer Success Manager, you will set establish proactive and strategic relationships with the highest level customers to understand, document, and align client strategies and business outcomes. Apply here: [link] Role: Sr.

Customer Success 3

Customer Success Global Accounts Performance Review Customer Experience 3

Account Management Skills

APRIL 13, 2021

I think there are loads of tips here for account managers who are dealing with their clients. Before I ask you to fill in a few of the gaps, listening is the most important skill for any account manager and I’ve been wanting to get an expert in the field of listening. So this is a good topic to kind of understand.

Account Management 52

Account Management Management Communication Brainstorming 52

Mercuri International

MAY 23, 2023

In the world of sales, AI offers huge potential — and it could be what strategic account managers have been waiting for…if used correctly. There are many aspects of business where AI is and will be impacting strategic account managers. White spot analysis to identify gaps in the account approach. Pipeline analysis.

Artificial Intelligence 52

Artificial Intelligence Value Proposition Account Management Co-Creation 52

SmartKarrot

APRIL 16, 2020

Role: Customer Success Representative Location: Cork, Ireland Organization: Varonis In this role, you will be teaming up with Varonis account teams to manage a portfolio of Varonis customers. Manage a portfolio of Strategic and Enterprise customers.

Customer Success 8

Customer Success Innovation Customer Experience Onboarding 8

Revegy

NOVEMBER 8, 2018

Your strategic account planning process is integral to optimizing revenue in your largest accounts. Even though many sales organizations invest in account planning methodologies and templates, they fail to operationalize the program so they can measure and sustain the planning program’s success. Sales Management Process.

Account Planning 56

Account Planning Global Accounts Acquisition Account Development 56