Account Manager Tips
NOVEMBER 29, 2022
Some of your career options for key account managers: Strategic Account Manager. Look after bigger, more complex, more prestigious accounts. Global account manager. Manage accounts in multiple regions, where decision making and policies are centrally decided. Manager/Director. Potato, Potatoe, you say?
KAM With Passion
MARCH 17, 2022
The term complex refers to the number of stakeholders involved in the buying process, to the duration of the buying process and to the level of stake and risk presented by the purchase for the buying organisation. Let’s go back to the two stories presented at the beginning of this article. Unfortunately, this happens very often.
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Red Star Kim
JUNE 1, 2023
And clients will sometimes comment on how your firm performed against competitors on various criteria including documentation, presentation, added value, innovation and, of course, price. There are 165 member firms of this network which is ranked 13 th in the International Accounting Bulleting 2022 rankings of the largest networks.
Upland
JUNE 15, 2023
As Travis Hill of Upland Altify states in Not Just Another Vendor, “Once you have a technology that can present what you know visually, you can start seeing the gaps in your strategy.” This kind of visualization can even help drive conversations with customers themselves.
KAM With Passion
NOVEMBER 11, 2020
A good Key Account Plan is very specific on which relationships need to be created, developed and nurtured and why. For example, LafargeHolcim, a construction material company uses Business Reviews with its Global Accounts to drive collaboration in the field of R&D and to discuss long-term opportunities on major projects.
KAM With Passion
MARCH 28, 2022
In another post, I have introduced 3 complementary capabilities organisations need in a B2B world and presented them as a pyramid. Elaborating on the presented examples, let’s try to be more specific and identify the various factors that characterize the complexity of a sale situation. How complex is a complex sale situation?
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.
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