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Pitching, differentiation and competitor analysis

Red Star Kim

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?

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Strategic Account Management Best Practices Checklist

The Chapman Group

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.

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Sales Leaders: Are You Executing These Five Q1 Must Do’s?

Revenue Storm

Even when I was leading a $400 million global accounts organization. In doing so, coach your team to tailor their value propositions to different organizations and people, which is guaranteed to create a slew of new opportunities to fill the pipeline…whether they reach the one meeting per week target or not!

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Account Based Marketing interview by Pfizer COE

Cosawi

Along with the Key Account Manager, marketing is the co-orchestrator of KAM – they are intrinsically linked. Marketing within KAM is an ABM approach, rather than one focused on a therapeutic area or brand and connects with brand marketing to build value beyond the products and services. ABM supports KAM in three main ways: .

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The Strategic Account Manager within a “Best-in-Class” Strategic Account Management Program

The Chapman Group

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.

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65 Essential Key Account Management Terms Explained: Key Account Management (KAM) Glossary

DemandFarm

Contract Renewal Management The process of managing the renewal of contracts with key accounts involving negotiation, pricing, and value proposition analysis is known as Contract Renewal Management. The goal is to establish trust, drive sales, and help customers achieve their business objectives.

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Why Are Buyers Driving the Bus?

5600 Blue

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. Improve renewal rate and renewal deal size.