Red Star Kim

JUNE 1, 2023

Whilst there are many ways to differentiate (see below) it does imply that you will consider – from the client’s perspective – how your firm’s offering or value proposition is different from the competitors. There’s an introduction to value propositions at: What is a value proposition or USP – and how do I create one?

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Revenue Storm

FEBRUARY 15, 2022

For 20 years, I had a monthly sales quota. Even when I was leading a $400 million global accounts organization. Each and every month, I learned there are some critical actions every sales leader should be taking as we head towards the end of the first quarter. Average Sales Cycle: 6 months. Start with the numbers.

Value Proposition 78

Value Proposition Sales Global Accounts Account Management 78

The Chapman Group

DECEMBER 8, 2020

Greater clarity on title and role within the formalized program often benefit all account managers; including the top achievers. Some organizations have also chosen the terms GAM (Global Account Manager), and CAM (Corporate Account Manager). External business reviews; Collaborative Action Planning with accounts.

Account Management 133

Account Management Management Value Proposition Account Planning 133

Arpedio

APRIL 29, 2024

Session #1: Managing the SAM Program Hype Cycle In the second session led by Hajo Rapp, SVP Strategic Account Management and Sales Excellence, TÜV SÜD, attendees explored the SAM Program through various perspectives, gaining insights into its journey from innovation triggers to enlightenment phases.

Key Account Management 52

Key Account Management Account Management Ecosystem Leadership Global Accounts 52

The Chapman Group

AUGUST 23, 2020

Greater clarity on title and role within the formalized program often benefit all account managers; including the top achievers. Some organizations have also chosen the terms GAM (Global Account Manager), and CAM (Corporate Account Manager). External business reviews; Collaborative Action Planning with accounts.

Account Management 78

Account Management Management Value Proposition Account Planning 78

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

We talk to Dominque Côté about the central role of marketing in Key Account Management (KAM). One of her focus areas is maximizing Account-Based Marketing (ABM) capabilities to enable KAM and make patient-centricity a reality. Along with the Key Account Manager, marketing is the co-orchestrator of KAM – they are intrinsically linked.

Co-Creation 52

Co-Creation Marketing Value Proposition Key Account Management 52