Strategic Account Management Association

AUGUST 10, 2021

Chad Albrecht, Managing Principal of ZS Associates, and Joel Schaafsma, SAMA’s Research General Manager, have offered us a sneak preview of some key findings. Participants included 200 Account Managers, SAM Program Directors, and Central Office/Program Managers across 8 industries worldwide.

Artificial Intelligence 104

Artificial Intelligence Healthcare Account Management Account Planning 104

Account Manager Tips

MAY 14, 2021

How to be a better key account manager Do you want some quick wins to improve your key account management performance? That's what key account management is about after all. Review your key account plans quarterly: what went well, what didn't go so well and why. Don't be most account managers.

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Key Account Management Account Management Management Account Planning 218

Strategic Account Management Association

JULY 13, 2021

Organizations are already planning for this new- or next-normal hybrid model and have worked hard to elevate the needed skill sets of their commercial teams – especially strategic account managers. This is leading many companies to accelerate their strategic account management journeys and transformations.

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Account Management Innovation Co-Creation Organization 591

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. Has no plan Which clients need an account plan?

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Account Management Key Account Management Management Suppliers 246

Upland

MAY 18, 2023

Account planning and effective account management strategies are about much, much more than your key accounts. That said, any account manager worth their salt has a strategy for their key accounts. First, what is a key account? Everyone calls their key accounts something different.

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Key Account Management Account Management Management Account Planning 195

Upland

APRIL 20, 2023

How can effective account management help you defend and grow revenue? You need a strategy to defend and grow revenue in not only key accounts, but in every account. Here’s where having a sales account management strategy becomes indispensable. First, a quick primer – what is account management?

Account Management 195

Account Management Management Account Planning Decision-making 195

Upland

FEBRUARY 29, 2024

Sales leaders often find that commitment to change is the single most important ingredient in a successful account planning practice. A lthough change can be scary, difficult and potentially costly if not managed correctly, it is ultimately the key to achieving higher win rates, championing large buying groups, and growing revenue.

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Account Planning Management Leadership Organization 195

Account Manager Tips

NOVEMBER 25, 2022

Strategic account planning process 1. Create your strategic account plan Categories Objectives Initiatives 4. Review and revise your account plan Strategic account plan Excel template Strategic account planning resources. Make it clear what time frame this plan applies for.

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Account Planning Key Account Management Account Management Brainstorming 246

Strategic Account Management Association

OCTOBER 26, 2021

The idea of executive engagement implies an accountable and engaged member of the account team, rather than a distant back-room player. Strategic account management is a team sport and requires cross-functional, multi-tiered vertical level engagement and strong accountability.

Account Management 520

Account Management Co-Creation Leadership Decision-making 520

Upland

JULY 9, 2020

Instead, think about sales optimization strategy and account based strategy in order to align sales processes to customer journeys and help your customers capture value in every interaction. To do so, you’ll need to: Develop account management and portfolio plans. Refocus your ABM strategy to enable the buyer journey.

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Account Management Management Account Planning Digitalization 195

Upland

JANUARY 29, 2024

Sales productivity involves how efficiently and effectively a sales team can generate revenue—while managing costs and resources, building customer relationships, and staying competitive in the market. Without account planning, the sales process is reduced to putting basic facts and information into a proposal and emailing it to the prospect.

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Account Planning Sales Decision-making Shareholders 195

Upland

JANUARY 26, 2020

How are sales teams meant to grow revenue in key accounts with a well thought out account planning strategy? A higher growth rate should pique large enterprises’ interest when putting together their own long-term account planning strategy. But what do we mean when we say account planning?

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Account Planning Shareholders Publishing Communication 195

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. The difference between key account management and selling.

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Key Account Management Account Management Management Account Strategy 143

The Chapman Group

DECEMBER 8, 2020

It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. Some organizations have also chosen the terms GAM (Global Account Manager), and CAM (Corporate Account Manager).

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Account Management Management Value Proposition Account Planning 133

KAM With Passion

FEBRUARY 8, 2021

Are you in charge of a true Key Account Management initiative? A strong KAM initiative is always built on the following 3 Pillars: KAM infrastructure , Key Account Teams and Key Account Plans. A true Key Account Management initiative comes on top of your usual sales and customer management activities.

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Key Account Management Account Management Management Account Planning 130

KAM With Passion

FEBRUARY 23, 2021

Jumping in a time lap from antique Greece to our Internet-focused time, there are two major reasons why a Key Account Management Programme sinks in the abyss of corporate failures or disappears because it has lost its few champions. Appoint Key Account Managers and where required Key Account Teams.

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Key Account Management Account Management Management Account Planning 130

Account Manager Tips

JULY 28, 2020

How does your account management team keep up with the challenges and opportunities presented by growth? And how do you define account management objectives that deliver results? I'm excited to share my conversation with Calin Muresan , Existing Business Manager at Netguru. 07:27 Example of aligned KPIs.

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Account Management Management Account Planning Organization 130

KAM With Passion

OCTOBER 7, 2020

The terms Account Management (AM) and Key Account Management (KAM) appear in a lot of business conversations and articles. Account Management: A necessity for all organisations. We define Account Management (AM) as the set of methods, processes and practices to manage existing customers.

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Key Account Management Account Management Management Account Planning 130

Account Manager Tips

JULY 27, 2020

Which means as an account manager, you’ve got to rely on instincts (and maybe a little prayer). You can’t run an account management team like that, let alone a business. I’m excited to share my conversation with Calin Muresan , Existing Business Manager, at Netguru. 03:34 The best thing about account management.

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Account Management Business Growth Management Account Planning 130

Account Manager Tips

APRIL 10, 2024

Simplify your key account management with our quick 7-step one page key account plan template. Designed for maximum impact without the time sink!

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Account Planning Key Account Management Account Management Management 130

KAM With Passion

FEBRUARY 22, 2021

Polarized attitudes towards Key Account Management. True Key Account Management (KAM) or Strategic Account Management (SAM) remains a topic that polarizes the thinking and behaviours of business leaders. Key Account Management, what is it really?

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Key Account Management Account Management Management Co-Creation 130

Hubspot Sales

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape.

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Account Planning Co-Creation Account Management Negotiation 142

Account Manager Tips

SEPTEMBER 29, 2020

Are you doing key account management the hard way? Effective key account management requires you to increase profits, develop relationships, increase satisfaction, grow revenue, improve retention and reduce conflict. Let's take a look at 7 of my favourite key account management tools. Table of Contents. (1)

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Key Account Management Account Management Management Onboarding 130

ProlifIQ

MARCH 30, 2023

Account Planning Template for B2B Sales Teams You can steal the key account plan template we use with customers here. We’ll cover each part including: Business Overview Objectives & goals Relationship Mapping White Space (Expansion) Action Introduction: What is Account Planning?

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Account Planning Key Account Management Account Management Stakeholders 98

Revegy

JANUARY 5, 2021

SiriusDecisions defines account-based models , or account management, as representations of a strategic approach that align resources against a set of defined accounts and goals in a way that is relevant and valuable to those accounts and to sales/partners. Key Account Selection. Global Account Management.

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Account Management Global Accounts Management Account Planning 106

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 mindset shift from account plans to account planning is essential.

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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. Laura: It's never boring.

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Key Account Management Account Management Management Decision-making 130

Account Manager Tips

JULY 9, 2020

Your first 90 days in a new job as an account manager are the most challenging.and with the most at stake. A 30 60 90 day success plan is essential to help transition from your old job to your new one. Along with your resume and cover letters, you need a 90 day success plan ready before you even start your job search.

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Account Management Management Key Account Management Stakeholders 130

Brooks Group

DECEMBER 1, 2023

Whether your organization has a dedicated Account Management team, or your salespeople are in charge of managing their own accounts, it’s important to establish account management KPIs to measure performance and effectiveness. Watch the video below to learn more. Learn more about IMPACT here.

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Account Management Management Account Planning Sales Training 104

Hubspot Sales

SEPTEMBER 26, 2018

Beyond renewals, existing accounts present a great deal of new revenue and partnership opportunities for sales pros who understand their continued role as account manager. In this space, account managers identify and create opportunities by positioning solutions aligned with customer goals, challenges, and initiatives.

Account Management 104

Account Management Management Stakeholders Profitability 104

SalesPop

MAY 7, 2021

We’ve thoroughly covered many factors of account planning, such as setting goals and targets. But at the end of the day, account planning naturally evolves into creating a project, which falls into the realm of project management. Project Management Elements. A project is primarily made up of objectives.

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Account Management Management Innovation Account Planning 98

ProlifIQ

DECEMBER 18, 2024

Let’s talk about how to use AI in account planning. Your account plan is going to be on the right foot. A Real Example of AI in Account Planning For those without access to paid AI tools, services like ChatGPT can still provide a wealth of information at no cost.

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Account Planning Management Value Proposition Account Management 52

Arpedio

JANUARY 3, 2024

In the world of business, Account Management and Account Planning are two essential concepts that play a critical role in driving client success and business growth. In this section, we will delve into the key differences between Account Management and Account Planning.

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Account Planning Account Management Management Client Relationships 52

SalesPop

MARCH 19, 2021

An extremely important aspect of account management is the strategic aspect, the plans of dealing with various accounts. I recently discovered through research just how much of an impact real account planning can have on company success. Such planning must include research and a decent amount of prediction.

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Account Planning Energy and Utilities Account Management CRM 98

SalesPop

MAY 21, 2021

Through the articles in this series, we’ve now covered all aspects of account management, and its related features within Pipeliner CRM. Let’s now take an overview of the subject and pull all the pieces together, and see how Pipeliner powerfully supports account management. Back End Administration.

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Account Management CRM Management Account Planning 98

Account Management Skills

AUGUST 24, 2021

In this episode, I talk to Alex Raymond from Kapta about everything to do with account management processes. 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.

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Account Management Management Account Planning Co-Creation 98

Upland

APRIL 26, 2022

Altify’s Spring ’22 release introduces Altify Account Plan: a long-awaited capability that’s included for all Account Manager customers. With Altify Account Plan, sellers can start building pipelines faster by working directly at the account level in Salesforce to understand people, problems, and potential.

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