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?

Key Account Management 130

Key Account Management Account Management Management Procurement 130

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

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. A procurement person is chartered to buy concrete for a construction site or stainless-steel bolts and screws for a maker of industrial machines. How complex is a complex sale situation?

Procurement 130

Procurement Stakeholders CRM Government 130