Hubspot Sales

MARCH 18, 2019

The answer: Key account management. In this comprehensive guide to key account management, you'll learn: The definition of key account management. How to know whether your company needs a key account management strategy. How to identify key accounts.

Key Account Management 125

Key Account Management Account Management Management Account Strategy 125

Account Manager Tips

JUNE 23, 2020

Phil is an account management and sales professional professional with a wealth of experience and wisdom he's distilled into The Tenets of Account Management. These guiding principles have served Phil well and I know they will help you find success as a key account manager. I'm an account manager.".

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Let’s examine what strategic account management is and the best ways to approach it.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

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

DemandFarm

MARCH 31, 2023

With the growing size of buying groups in the digital age, it is imperative to consider factors that play into the challenges and benefits of digital key account management. Challenges in Shifting to Digital Key Account Management Shifting to Digital Key Account Management also comes with its fair share of challenges.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Account Manager Tips

OCTOBER 13, 2020

Is your business and your key account management team growing fast? Do you feel like you're always playing catch-up and never have time for important projects, like developing processes that drive business growth or creating career paths for your key account managers? Click to Tweet. Warwick: Same.

Key Account Management 130

Key Account Management Account Management Management Decision-making 130

Red Star Kim

NOVEMBER 1, 2023

Nervousness – Shyness, modesty, lack of confidence and fear of failure can make fee-earners reluctant to organise meetings to take the next steps in building a potential client relationship. Processes and skills for managing opportunities and pipelines can be lacking.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

OCTOBER 25, 2023

CogniClick is a nifty system (backed by an expert team) to enable you to conduct fast, quick polls and pulse surveys amongst your clients and stakeholders and to also develop maturity assessments and similar thought leadership content. I had the pleasure of meeting Helen Kensett at the recent PM Forum Conference.

Banking 130

Banking Artificial Intelligence Cybersecurity Key Account Management 130

Strategic Account Management Association

SEPTEMBER 11, 2020

Account teams often wonder, “What’s in it for me?” While CRM provides visibility to leadership, it struggles to provide value for the actual users, i.e., the account managers. For leadership, they provide visibility into account team activities and productivity. CXM: Meet Your Customers’ Needs.

CXM 520

CXM Account Management Customer Experience Management 520

Account Manager Tips

AUGUST 4, 2022

B2B Book Club Selection (August 2022) A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers. We read the winner and each week a summary and companion podcast explore the key themes and big ideas. But there’s good news!

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

Strategic Account Management Association

AUGUST 6, 2021

The program was sponsored by the CEO of Aramex, who created the role of chief commercial officer to drive the required change with the support of the whole C-suite in close cooperation and partnership with the leadership of the regions. When choosing strategic accounts, size should not be the exclusive criteria.

Supply Chain 520

Supply Chain Logistics Co-Creation e-Learning 520

Brightbridge Consulting

AUGUST 5, 2021

We are supporting the development of various activities through The Association for Key Account Management and Technological University Dublin, supported by Pfizer. We now look forward to booked engagements with the development of leadership and furtherance of account plans this Autumn. The post Meeting up?

Meetings 40

Meetings Suppliers Key Account Management Account Planning 40

Account Manager Tips

SEPTEMBER 15, 2022

Why key account managers need a personal brand Why I started to build my personal brand Step 1: Figure out your personal brand Step 2: Create a personal branding plan Step 3: Become a student of personal branding Join the Personal Branding Playbook In other news Quote of the week. Table of Contents. Your digital reputation.

Key Account Management 130

Key Account Management Account Management Media Publishing 130

Red Star Kim

AUGUST 24, 2023

And for those starting work as a professional adviser, there’s insight into obtaining work through delegation and guidance on meeting your first client. And there’s a pragmatic guidance on pitching, pricing (six things clients consider, a table of alternative fee structures ) and a simple project management methodology.

Finance 130

Finance Government Profitability Banking 130

Red Star Kim

FEBRUARY 8, 2024

Connected leadership – How professional relationships (kimtasso.com) Competitors – Analyse who your major competitors are advising and adapt their targeting methods (I’m a little uncomfortable with the current trend to use LinkedIn to review your competitors’ contacts and target them yourself!) There are many articles on both of these topics.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Louise Collins Associates

NOVEMBER 24, 2017

So when organisations have tried, and failed, to introduce Key Account Management (KAM) it is no different. My observation across multiple organisations is that KAM often lacks the leadership required to make it work. Effective Key Account Management (KAM) requires organisational leadership and specific coaching.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

Red Star Kim

OCTOBER 16, 2023

Referrer Management – Capacity and Capability Capacity – Rational elements of referrer management Throughout the workshop we considered how leadership and organisation (rational activity) supports effective referrer management. This post adds to the learning resources from the session.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Arpedio

MAY 31, 2024

Take the test Take the maturity assessment Leadership : A foundational aspect of ABS technology adoption is the leadership and culture within the organization. Effective leadership must champion the use of technology and foster a culture that supports technological integration to drive key elements of ABS.

Leadership 52

Leadership Account Management Facilitation Innovation 52

Red Star Kim

JUNE 16, 2022

Sometimes through dedicated internal campaigns and sometimes through the use of Key Account Management. We also need to equip them with valuable ideas – such as those developed within thought leadership, other research and case studies/stories – so that they have something of interest and value to share with referrers.

Management 130

Management Key Account Management Digitalization Communication 130

Red Star Kim

DECEMBER 5, 2023

There were comments that it was unusual for people to be in the office so face time and in person meetings – where it is easier to develop rapport, trust and solid working relationships – were rare. Finding ways to meet with people in real time (such as at social events) can help. Make myself more visible in meeting with fee earners.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

ProlifIQ

MARCH 30, 2023

Strategic Account Planning is a strategic process sales teams use to increase the likelihood of winning, retaining, and growing critical accounts, to maximize the long-term revenue of an account. An account plan should be interactive and a living, breathing document used as a framework for the account.

Account Planning 98

Account Planning Key Account Management Account Management Stakeholders 98

Mercuri International

JUNE 10, 2020

It’s no surprise that sales strategies are having to pivot to meet the changing demands and context of the current market. This is nothing new – adaptability and flexibility have always been key to sales success. Remote selling and remote leadership came in a close 4th and 5th. Remote selling, leadership, and training.

Remote Working 98

Remote Working Key Account Management Finance Banking 98

Deep Insight

AUGUST 16, 2021

The result is a wonderfully rich, practical – and sometimes quirky – handbook for global sales management and leadership. Global account teams need a massive store of knowledge about their target company and its market, as well as about industry and business challenges. Key account managers should not just be order-takers.

Global Accounts 52

Global Accounts Key Account Management Account Management Profitability 52

Brooks Group

MARCH 6, 2023

Sales Management It is important for sales management to attend territory planning meetings, weekly forecasting meetings, and quarterly review meetings with the marketing department. Sales managers should aim to meet these targets and beat them every week, month, or quarter.

Sales Management 52

Sales Management Management Suppliers Sales 52

Red Star Kim

APRIL 17, 2023

Surprisingly, delegates were more likely to use spreadsheets than a CRM for managing client and referrer information. Half the delegates had a KAM (Key Account Management) programme at their firm. Two thirds of the delegates felt their personalities were dog and the other third thought they were cats.

Management 130

Management Manufacturing Client Relationships Facilitation 130

Red Star Kim

SEPTEMBER 5, 2023

There are also courses on specific topics such as: Campaigns, Cross-selling, Key Account Management (KAM), M&BD planning, Managing change, Pitching and tendering, Project Management, Strategic thinking and Referrer Management.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Red Star Kim

MARCH 16, 2023

One way is to embed the right cross-selling and referrer management attitudes and behaviours into other programmes – for example, into campaigns, content management, networking and Key Account Management (KAM). Another cultural shift. Internal communication – Why, how and what (kimtasso.com).

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

QYMATIX

MAY 18, 2021

For example, if you are tracking open sales deals, every Key Account Manager would like to see different characteristics of your sales planning software , such as deal status, deal size, type of products, reasons for not buying, decision-makers involved, chances, etc. Simplicity means you will have to compromise.

Key Account Management 98

Key Account Management Account Management Sales Decision-making 98

KAMCast

NOVEMBER 5, 2020

In our continual pursuit of sales success with our key customers, it really is all about identifying the difference that makes the difference ? Find out more about my guest: Lisa Brice You can find out more about Lisa on her website , or email her direct.Follow her equine-assisted learning leadership work on Facebook: Horses for Courses.

Insurance 52

Insurance Key Account Management Leadership Publishing 52

Revegy

MAY 14, 2018

The process of value creation requires multiple functions to get involved and engaged, with accountability and deliverables clearly defined for all players in the account planning stage. The Operational Cost of Key Accounts. Managing and growing key account relationships is a resource-intensive process.

Co-Creation 53

Co-Creation Key Account Management Account Management Account Planning 53

ProlifIQ

NOVEMBER 15, 2022

With fewer large companies open to purchasing technology at this moment, it’s critical to understand these things when enterprise selling: Who are your top strategic accounts? . Tier your top accounts and align with key account managers and sellers to decide if they’re who you should be pursuing as customers.

Account Management 52

Account Management Stakeholders CRM Key Account Management 52

KAMCast

MAY 13, 2021

IN THIS EPISODE: Key account management is a beautifully simple business basic…one that isn’t that easy ! In the world of KAM, the customer’s perception becomes your reality … #3 Your KAM strategy is shot down by friendly fire We believe that key account management is a team sport.

Key Account Management 52

Key Account Management Account Management Profitability Decision-making 52

Account Manager Tips

AUGUST 9, 2022

At some point they meet a seller who believes they have the solution. Details at the end of this page ) The KAM CLUB You’re only seconds away from the essential training, advice and support you need for an exceptional career in key account management. you can submit your own question for me to answer. Learn more.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Arpedio

OCTOBER 30, 2023

Account-Based Selling: A Deep Dive with Lee Levitt and Ulrik Monberg Explore the ARPEDIO platform ← Back to blog In the ever-evolving world of enterprise sales, strategies and tools are constantly refined to meet the dynamic needs of businesses. He recalls a meeting with the CEO of a large insurance company.

Co-Creation 52

Co-Creation Account Planning Artificial Intelligence Leadership 52

Jermaine Edwards

DECEMBER 6, 2023

We prepare for our meetings and calls with clients. Action you can take: In the conversation or meeting to avoid going into your head or missing an important point. SEVEN: Safety give grace and space to others In a popular article I wrote on LinkedIn around client leadership I talked about the importance of truth and grace.

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

ProlifIQ

APRIL 5, 2023

Another best practice for sales account planning is to foster strong collaboration. Communication between the sales team, account managers, and other stakeholders should be a priority. Sales account planning is a critical aspect of any business that seeks to manage its customers effectively.

Account Planning 52

Account Planning Value Proposition Account Management Key Account Management 52

Louise Collins Associates

AUGUST 29, 2017

The reality of Key Account Management (KAM) in most Pharmaceutical and Medical Device organisations is that it is largely something that is viewed as a sales activity. The critical success factor for Key Account Management is to ensure that the cross functional team work effectively as one cohesive unit.

Key Account Management 52

Key Account Management Stakeholders Decision-making Healthcare 52