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

Arpedio

MARCH 15, 2024

At its core, strategic selling involves a thorough understanding of the customer’s business, industry, and competitive landscape, as well as the ability to navigate complex sales environments and decision-making processes.

Value Proposition 52

Value Proposition Negotiation Sales Stakeholders 52

Revenue Storm

MARCH 14, 2023

.” – Unless you are in a totally transactional sale, this is rarely ever true. In a B2B sales environment, there are always multiple influences that will come into play from people who are not interested in price. Remember, our mission is to find the other buyers and influencers and broaden our value proposition.

Procurement 78

Procurement Value Proposition Decision-making B2B 78

Arpedio

APRIL 3, 2024

Value Proposition Development: In solution selling, it’s essential to articulate the value proposition of the proposed solution clearly. Sales professionals must communicate how their offerings can solve the customer’s problems, achieve their goals, and deliver measurable benefits.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

KAM With Passion

NOVEMBER 3, 2020

You are a sales or company leader and you see the consequences of the sanitary crisis: a very tough sales environment. Sales and company leaders, imagine you are a ship captain. Work with your sales managers on the sales management system. Take care of and work with your sales reps.

Account Planning 130

Account Planning Sales Value Proposition Sales Management 130

SalesGlobe

MAY 13, 2021

In our book, What Your CEO Needs to Know About Sales Compensation , we lay out the six dimensions of sales roles: sales strategy, product and service, market segment, sales process, marketing/technical/operations, and management responsibilities. Clarify Your Employee Value Proposition.

Value Proposition 52

Value Proposition Sales Digitalization Organization 52

Arpedio

FEBRUARY 15, 2024

Relationship Builders focus on maintaining positive relationships with customers and are skilled at managing ongoing accounts. While they excel at customer service and relationship management, they may struggle to challenge customers’ perspectives or push for change.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52