Arpedio

SEPTEMBER 25, 2023

Key account management vs. traditional sales ← Back to blog The game of sales and customer relations has changed – staying competitive is no longer just about making the sale; it’s about nurturing valuable, long-lasting relationships with your top-tier clients. Table of Contents What is Key Account Management?

Key Account Management 52

Key Account Management Account Management Management Sales 52

DemandFarm

APRIL 21, 2023

Large organizations rely on technology to streamline their processes and improve their efficiency – and are constantly looking for tools that can help them in this regard. With digital key account management tools , sales teams can offer numerous advantages over traditional methods, including increased security, convenience, and visibility.

Key Account Management 52

Key Account Management Account Management Digitalization 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. This provides structure to your organization’s interactions. They are no longer efficient and just don’t cut it anymore.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Arpedio

OCTOBER 11, 2021

Key Account Manager or Strategic Ecosystem Leader? Key Account Manager or Strategic Ecosystem Leader? ? On September 15th, more than eighty Key Account Managers (KAM) assembled in Copenhagen and online for a hybrid event. The post Key Account Manager or Strategic Ecosystem Leader?

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

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

Clarity Engagement Solutions

NOVEMBER 9, 2020

How you reward Key Account Managers is seen as a critical ingredient in the overall success of any Key Account Management KAM strategy. The role of a key account manager requires effective coordination of a web of complex activities. Reward schemes fall into three categories: .

Key Account Management 91

Key Account Management Account Management Management Stakeholders 91

Clarity Engagement Solutions

NOVEMBER 9, 2020

How you reward Key Account Managers is seen as a critical ingredient in the overall success of any Key Account Management KAM strategy. The role of a key account manager requires effective coordination of a web of complex activities. . Reward schemes fall into three categories: 1.

Key Account Management 91

Key Account Management Account Management Management Stakeholders 91

DemandFarm

MAY 22, 2023

Is a key account manager the same as a sales manager? Meet Anna, a diligent Sales Manager at Brilliant Solutions , a thriving software company specializing in cutting-edge automation tools. Her daily tasks revolve around driving sales, managing the sales team, and ensuring sales targets are met.

Key Account Management 52

Key Account Management Account Management Digitalization Sales Management 52

Strategic Account Management Association

DECEMBER 3, 2020

As conveners of the largest community in the world dedicated to strategic and key account management, one of SAMA’s foundational purposes is to help our community both adapt to what’s happening right now and prepare for what may happen next. Sales and account management – no longer an expense but an investment.

Co-Creation 987

Co-Creation Value Proposition Account Management Suppliers 987

ProlifIQ

FEBRUARY 27, 2023

This is typically done through something called key account management. What is Key Account Management (KAM)? Key Account Management is a strategic approach to managing a company’s relationships with its most valuable customers.

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

APRIL 11, 2023

Digital Key Account Management is the process of managing and growing a company’s most important customers using digital tools and technologies. It is essential for Sales Enablement , as it enables businesses to manage their key accounts more efficiently and effectively.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

DemandFarm

APRIL 4, 2023

In case that person leaves your accounts, the amount they were bringing into the organization is automatically at risk. In such a situation, it is important to give visibility to the organizations that relationships are important. Why should you adopt Digital Key Account Management?

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Strategic Account Management Association

AUGUST 6, 2021

A new central commercial organization was born. To ensure the inclusion of external insights to shape and direct the new commercial organization, we partnered with SAMA for thought leadership on Strategic Account Management (SAM), as well as with Rain Group for continuous education of our sales teams.

Supply Chain 520

Supply Chain Logistics Co-Creation e-Learning 520

Strategic Account Management Association

JANUARY 25, 2022

While this customer’s staff demonstrated both passion and expertise, to make this process a reality, they needed a project focused on innovative thinking, data-driven insights, stakeholder connectivity and patient/provider resources. Stakeholder management. The customer in this case is a large, U.S. health system.

Healthcare 400

Healthcare Co-Creation Stakeholders Account Management 400

Point N Time

APRIL 18, 2019

Your Key Account Management (KAM) shouldn’t be time-consuming or difficult. It must be organized, results driven (KPIs), dynamic (change with your business and your customers). The post Four Aspects of Key Account Management appeared first on Point N Time.

Key Account Management 52

Key Account Management Account Management Management Organization 52

Account Manager Tips

OCTOBER 11, 2021

15 Reasons Why You Might be a Bad Account Manager Bad key account managers fail to build business relationships and achieve results. Here are fifteen signs you might be a bad key account manager and how to turn yourself into a good one. Key account managers without an action plan will fail.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Arpedio

APRIL 29, 2024

Key insights and learnings The Symposium brought together thought leaders and visionaries from leading organizations such as Tüv Süd , Zeiss , Mp Consulting , Mercuri and DHL. While each session and workshop delved into specific aspects of SAM in detail, we now offer a brief overview of the key takeaways from the Symposium.

Key Account Management 52

Key Account Management Account Management Ecosystem Leadership Global Accounts 52

DemandFarm

APRIL 8, 2024

Account Based Selling (ABS) burst into the spotlight in the mid 2010s and has been steadily gaining traction as the go-to approach among B2B sales organizations. Who wouldn’t want to unlock the full potential of their key accounts? If you’re part of a B2B sales team, chances are that ABS as a strategy is on your radar.

Key Account Management 52

Key Account Management Account Management Stakeholders Meetings 52

DemandFarm

MAY 9, 2024

Imagine you’re a key account manager at a multinational corporation. Your day-to-day involves navigating complex client organizations, each with its own layered hierarchy and network of decision-makers. Keeping track of who influences which decisions and understanding the power dynamics within these organizations.

Key Account Management 52

Key Account Management Account Management CRM Client Relationships 52

SmartKarrot

MAY 12, 2023

Key Account Management (KAM) is a strategic approach that focuses on fostering long-term, value-driven relationships with a select group of high-potential customers. This article will discuss the top 6 Key Account Management skillsets that are crucial for driving business success.

Key Account Management 10

Key Account Management Account Management Management Interpersonal Skills 10

Account Manager Tips

NOVEMBER 16, 2022

Too many clients, not enough time Key account managers have a lot of clients. Share the load You don't have to be the only one in your organization communicating with key stakeholders. Too many key account managers arrange their quarterly reviews as they go. Are you on Telegram?

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

SmartKarrot

OCTOBER 25, 2023

Consistency in Action: A playbook ensures that all KAMs across an organization respond to crises in a manner aligned with the company’s ethos and strategic objectives. Client Trust: Clients invest not just finances but also faith in an organization. They can swiftly implement predefined strategies, mitigating potential damages.

Key Account Management 10

Key Account Management Account Management Management Construction 10

Account Manager Tips

AUGUST 3, 2022

When to give up Forms of communication (from most to least effective) Favourite book on follow up In other news Have your say on the future of key account management Quote of the week. Whatever the situation, there’s constant backwards and forwards between stakeholders. That’s not how it works. Amit Kalantri.

Key Account Management 130

Key Account Management Account Management Decision-making Communication 130

SmartKarrot

MAY 12, 2023

In today’s highly competitive business landscape, managing and nurturing key accounts has become a critical aspect of organizational success. Key Account Management (KAM) is a strategic approach that focuses on developing long-term, mutually beneficial relationships with a select group of high-potential customers.

Key Account Management 10

Key Account Management Account Management Business Growth Value Proposition 10

ProlifIQ

OCTOBER 4, 2023

Who are the stakeholders internally you’re going to work closely with? A strategic account manager and sales team need to be on the same page, and the transfer of this knowledge over time is crucial. Certain teams/stakeholders, that you usually expand into? What is a good account management strategy?

Account Management 52

Account Management Management Account Planning Key Account Management 52

ProlifIQ

MARCH 30, 2023

Sales Account Planning Template An account planning template is a tool that can be used by B2B sales teams to streamline their account planning process. A good account planning template provides a framework for organizing information and developing a strategic plan for each key account.

Account Planning 98

Account Planning Key Account Management Account Management Stakeholders 98

SmartKarrot

JUNE 28, 2023

The key account manager is then supposed to act as the first contact point between these clients and the business, dedicate resources, and hold meetings with them. The main aim of this practice is to help grow the number of key accounts in order to attain mutually beneficial goals and maximize their value.

Key Account Management 10

Key Account Management Account Management CRM Management 10

DemandFarm

MAY 25, 2023

Here, let me show you how it works so you can extract the data and information you need to service this account.” Scenario 3: Before: Brendon is trying to find the best contact within an important clients organization. He must now call and find out if any of these stakeholders are still relevant to the task he needs to do.

Account Management 52

Account Management Digitalization Key Account Management Digital Transformation 52

Account Manager Tips

JUNE 29, 2021

Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Create contact plans to keep in touch with key stakeholders in your company and your client's. GRAHAM Different stakeholders will value different things.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Arpedio

MAY 31, 2024

The Preferred Account-Based Selling Platform Our platform provides visual org charts, stakeholder relationship heat maps, up-to-date account plans, recommended next-best actions, accurate weighted pipelines, and white space analysis. Let’s dive in. The six enablers are: Curious about your level of maturity?

Leadership 52

Leadership Account Management Facilitation Innovation 52

ProlifIQ

APRIL 8, 2021

Create a systematic plan to go after major accounts without dragging out sales cycles and inaccurately forecasting your quarterly pipeline. . Here, we’ll talk about how an account planning strategy can help you shorten your selling cycle and close major deals even faster than before. A higher number of stakeholders.

Account Planning 91

Account Planning Key Account Management Decision-making Account Management 91

ProlifIQ

APRIL 21, 2023

As the main point of contact for key accounts in the enterprise sales organization, the strategic account manager is responsible for building and maintaining relationships with key stakeholders, identifying growth opportunities, and executing account plans.

Account Growth 52

Account Growth Account Planning Key Account Management Account Management 52

Cosawi

JULY 14, 2021

We talk to Dominque Côté about the central role of marketing in Key Account Management (KAM). Along with the Key Account Manager, marketing is the co-orchestrator of KAM – they are intrinsically linked. In-depth Key Account understanding through specific stakeholder journey mapping.

Co-Creation 52

Co-Creation Marketing Value Proposition Key Account Management 52

Arpedio

JUNE 22, 2022

Relationship Mapping, also known as Customer Relationship Mapping, Relationship Management, or Stakeholder Management is a way of mapping B2B relationships between large organizations. It can be a complex task, as large enterprises often involve multiple stakeholders in a buying decision.

Stakeholders 52

Stakeholders Decision-making Sales B2B 52

ProlifIQ

JUNE 21, 2023

By focusing on these key accounts, businesses can get more return on investment and establish long-term partnerships. A successful strategic account management strategy begins with a deep understanding of the role strategic accounts play in an organization’s success.

Account Management 52

Account Management Management Account Planning Stakeholders 52

DemandFarm

MAY 13, 2024

Simply put, churn rate is the percentage of customers leaving your organization while retention rate is the ones that stay with you. It’s always good for an organization to aim for a higher retention rate and lower churn rate. Enhance communication : Personalized communication is key to understanding and meeting customer needs.

Account Planning 52

Account Planning Key Account Management Client Relationships Communication 52