Jermaine Edwards

NOVEMBER 25, 2021

In 2016 I wrote a post on the five foundation steps for stakeholder management success in key account management, that was well received and guided lots of leaders. What is a stakeholder? A stakeholder is either an individual, group or organisation who is impacted by the outcome of a project or relationship.

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 130

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

KAMCast

JULY 8, 2021

By the 1980s… The marketplace was seeing a new breed of sales representatives and sales executives who had polished up their presentation skills to become the informer, the educator, and the ambassadors for their wares. To truly win in today’s world of KAM…it requires an intentional approach to the relationship.

Key Account Management 52

Key Account Management Account Management Management Facilitation 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

JANUARY 22, 2022

Why Don't Clients Make Decisions (and How to Help Them Commit) As a key account manager, your goal is to keep your clients happy and satisfied with your solutions. Present a limited number of choices. Reassure your client that the options you've presented will all work well for them. Talk to their stakeholders.

Decision-making 130

Decision-making Key Account Management Account Management B2B 130

Account Manager Tips

JUNE 29, 2021

Create contact plans to keep in touch with key stakeholders in your company and your client's. Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop. Do you make the first move and present a compelling proposal that positions you as the partner of choice?

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Clarity Engagement Solutions

NOVEMBER 9, 2020

the evolving healthcare industry, pharma and bio-tech companies are now focusing on each component of market access: – Price – Channel – Stakeholders – Government agencies How do these elements apply to new types of decision makers, previously unknown to market access teams?

Marketing 91

Marketing Healthcare Stakeholders Procurement 91

Clarity Engagement Solutions

NOVEMBER 9, 2020

– Stakeholders. Customized processes and functions are required to effectively engage these new stakeholders. A primary challenge for pharma and bio-tech companies is how to identify the right stakeholders in the approval process. – Research each stakeholder and align your goals with theirs.

Marketing 91

Marketing Healthcare Stakeholders Procurement 91

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

He must now call and find out if any of these stakeholders are still relevant to the task he needs to do. He is so pleased to be able to see, at one glance, all the key stakeholders in his key account. Any information he needs about his key accounts contacts is now at his fingertips. After: Dear Ms.

Account Management 52

Account Management Digitalization Key Account Management Digital Transformation 52

KAM With Passion

OCTOBER 27, 2020

First, truly complex sales , those where many stakeholders are involved with often contradictory expectations, where the proposed solution is co-constructed with the prospective customer. Third, Key Account Management , i.e. the establishment of privileged relationships and the co-creation of value with truly strategic customers.

B2B 130

B2B Co-Creation Account Management Key Account Management 130

Account Manager Tips

MAY 1, 2021

As a key account manager, you not only need to keep your clients, you need to keep them profitable. Sales and key account management Too often, key account managers retreat from sales-focused conversations because it feels manipulative. Do you need the support of internal stakeholders?

Negotiation 130

Negotiation Key Account Management Suppliers Value Proposition 130

Account Manager Tips

AUGUST 9, 2022

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. Connected with key stakeholders and decision makers. Presented a customised proposal and sought feedback from my client.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

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

Flevy

JULY 6, 2022

By using the ABM approach , we can mechanize and trim down the protracted process of finding target accounts and minimize the effort, time, and cost involved in courting these prospective accounts. You can download in-depth presentations on this and hundreds of similar business frameworks from the FlevyPro Library.

Marketing 109

Marketing Account Management Facilitation CRM 109

ProlifIQ

JUNE 21, 2023

This team consists of dedicated professionals who work collaboratively to support the strategic account manager in delivering value to the strategic accounts. In conclusion, strategic accounts are the key customers that hold immense value for an organization’s growth and success. We touch on this more below.

Account Management 52

Account Management Management Account Planning Stakeholders 52

Louise Collins Associates

SEPTEMBER 26, 2017

What is insight and how does it fit within Key Account Management (KAM)? Whether it is at an individual stakeholder level, or at a broader account level, behavioural change is what we are trying to achieve. The world expects more accountability, particularly when dealing with the emotive subject of healthcare.

Key Account Management 52

Key Account Management Stakeholders Healthcare Account Management 52

Revegy

OCTOBER 2, 2019

Key accounts are hard to win, hard to retain and particularly challenging to grow. They also present significant opportunities to optimize revenue by expanding into other buying centers, lines of business, or geographic regions. of sales organizations don’t take advantage of account planning to grow their strategic accounts.

Account Growth 69

Account Growth Key Account Management Account Management Account Planning 69

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. Click to Tweet.

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

Account Manager Tips

NOVEMBER 9, 2020

Is there anything worse a key account manager has to do than tell clients about a price increase? They need to notify internal stakeholders and update procedures and systems. Before you present the price rise, know what you will concede on and have your walk away position in mind. Now what? . Idea in brief.

Negotiation 130

Negotiation Account Management Key Account Management Communication 130

ProlifIQ

MARCH 11, 2021

When selling into key accounts tied to large opportunities, that saying carries a lot of truth – relationships are everything. The faster you can reach and influence decision makers or key stakeholders, the faster you’ll turn opportunities into deals. You can’t just reach one or two key stakeholders anymore.

B2B 52

B2B Stakeholders Account Planning Decision-making 52

ProlifIQ

MARCH 11, 2021

When selling into key accounts tied to large opportunities, that saying carries a lot of truth – relationships are everything. The faster you can reach and influence decision makers or key stakeholders, the faster you’ll turn opportunities into deals. You can’t just reach one or two key stakeholders anymore.

B2B 52

B2B Stakeholders Account Planning Decision-making 52

Louise Collins Associates

JANUARY 25, 2018

It is no surprise that we have to apply principles of prioritisation in the context of key account management (KAM). The reality of working at an account level, however, is very different. As with most situations, there will be low hanging fruit and accounts which present considerable challenge.

Government 52

Government Key Account Management Account Management Stakeholders 52

Louise Collins Associates

OCTOBER 26, 2017

It is no surprise then, when we consider decision making units and critical stakeholders in our accounts that we should factor in their broader network and seek to find areas and people in common. When creating stakeholder maps, and understanding our critical decision makers we need to probe further.

Decision-making 52

Decision-making Stakeholders Procurement Account Management 52

Louise Collins Associates

JULY 20, 2017

If someone within your organisation was to look at a plan for an account that they knew nothing about, would they be able to understand what is happening? A great account plan should present a clear story. Core principles to follow for an account plan. What is the current situation in the account?

Account Planning 52

Account Planning Stakeholders Decision-making Value Proposition 52

Louise Collins Associates

APRIL 26, 2018

Best practice KAM models operate with cross-functional account teams. Diverse teams play to their strengths to support accounts based on the real needs of that account. In the life-science sector it is common practice to be invited to present at health-care provider meetings or in a clinical setting.

Stakeholders 52

Stakeholders Finance Meetings Key Account Management 52

Arpedio

MAY 23, 2023

The sales coach may provide training on various sales techniques, such as prospecting, lead generation, sales presentations, objection handling, closing, and relationship building. They may also assist with sales strategy development, territory management, and time management. Ready to elevate your sales coaching game?

Sales 52

Sales Account Management Stakeholders CRM 52

Arpedio

DECEMBER 22, 2021

Covid and all the restrictions – and thus challenges – that have come with it are still very much present and something we must take into account in most things we do. as a whole didn’t suffer as many others, but actually managed to grow despite of Covid. Also when it comes to doing business. Luckily, Premier Inc.

Supply Chain 52

Supply Chain Account Management B2B Stakeholders 52

Arpedio

DECEMBER 22, 2021

Covid and all the restrictions – and thus challenges – that have come with it are still very much present and something we must take into account in most things we do. as a whole didn’t suffer as many others, but actually managed to grow despite of Covid. Also when it comes to doing business. Luckily, Premier Inc.

Supply Chain 52

Supply Chain Account Management B2B Stakeholders 52

KAM With Passion

MARCH 17, 2022

That, in order to well manage their customers, companies operating in a complex environment need to develop 3 types of commercial capabilities. Account Management & Delivery. Key Account Management. The Key Account Management Capability. Complex Sales. The Complex Sales Capability.

Key Account Management 130

Key Account Management Account Management Co-Creation Global Accounts 130

Red Star Kim

SEPTEMBER 26, 2023

I presented a methodology to design marketing and BD team structures in November 2015. The research team will ensure that all data and surveys are managed and integrated in central knowledge systems and integrated with CRM and performance monitoring. An allied development is those in Account Based Marketing (ABM) roles.

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

SmartKarrot

NOVEMBER 2, 2022

Challenges are inevitable in growing customer accounts. The key account management process is a multi-step process that begins with analyzing the profitability and continues throughout the sales cycle. Remember, the attributes need to be of accounts and not individual people. This is certainly not an easy task.

Account Management 10

Account Management Management Key Account Management Stakeholders 10

Account Manager Tips

JULY 9, 2020

Create two versions: 30 60 90 day plan presentation. Present your plan over three slides - one for each month. Sample slides from the 90 Day Plan Presentation available in The KAM CLUB. Here's the job description for a Senior Key Account Manager at Amazon , advertised in July 2020.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Arpedio

MARCH 15, 2022

ARPEDIO announces inclusion in New Tech Account-Based Selling Technologies Report. ? ARPEDIO, a leader in Key Account Management (KAM) software for B2B sales professionals, is included in the Forrester New Tech: Account-Based Sales Technologies, Q1 2022. Back to blog.

Sales Technology 10

Sales Technology Co-Creation Account Management B2B 10

Account Management Skills

AUGUST 24, 2021

Not project management systems, not CRM systems, but having a dedicated system to guide the agency account management team, when it comes to managing and delve developing existing client relationships. Kapta is a key account management platform. And Kapta is a key account management platform.

Account Management 98

Account Management Management Account Planning Co-Creation 98

Jermaine Edwards

MAY 6, 2020

This occurs when an organisation needs to respond to dramatic change that impacts the way many aspects of its business and relationships interact with other internal or external stakeholders or entities. As a Key Account Manager or Director you must begin with identifying the difference between the customer and the industry.

Manufacturing 130

Manufacturing Key Account Management Decision-making Digitalization 130

Hubspot Sales

MAY 31, 2022

When I was managing a team of key account managers, I noticed that our churn rate was disproportionately high and our team turnover wasn't sustainable. I made the call to go to leadership and presented a new, stricter, more detailed criteria for what should constitute a key account. Example Answer.

Decision-making 110

Decision-making Leadership Stakeholders Key Account Management 110