PandaDoc

APRIL 21, 2023

Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value. 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

Arpedio

JANUARY 11, 2023

How to Succeed With Account Management. Let’s show you how to get the most out of your account management! In this blog, we’ll break down the concept of account management, and why it’s so important in order to drive a successful business in today’s increasingly complex B2B industry. Back to blog.

Account Management 52

Account Management Management Key Account Management B2B 52

Revegy

MAY 24, 2023

What is Strategic Account Management and Why It Matters Strategic Account Management (SAM) manages and grows relationships with an organization’s most critical and high-value customers.

Account Growth 52

Account Growth Account Management Management Organization 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 18, 2023

A connected apps ecosystem in key account management involves the integration of your digital key account planning tool with other tools in your sales tech and marketing tech stack. If these data sources are contextualized to strategic accounts then key account managers gain better insights.

Account Management 52

Account Management Digitalization Management Account Planning 52

DemandFarm

MAY 12, 2023

Among the challenges was gaining visibility into various aspects of their strategic accounts, leveraging best practices from different teams, and institutionalizing processes and systems to ensure smooth operations across their international offices. This is where Global Account Management (GAM) comes into play.

Global Accounts 52

Global Accounts Account Management Management Logistics 52

DemandFarm

JULY 26, 2023

Quality over Quantity: How Focusing on a Select Few Accounts Can Drive Greater Success in Digital Key Account Management As digital Key Account Management grows in relevance, many organizations find themselves confounded by the question of whether obtaining new customers is more important than retaining existing key clients.

Key Account Management 40

Key Account Management Account Management Digitalization Management 40

Revegy

OCTOBER 16, 2018

While CRMs can serve as the global warehouse for customer data, they were not purpose built for KAM and they alone do not provide the actionable intelligence required to drive key accounts growth. Why CRMs Alone are not Adequate for Key Account Management. CRMs do not empower account managers to be the captain of the ship.

Key Account Management 40

Key Account Management Account Management CRM Management 40

ProlifIQ

OCTOBER 30, 2024

KAM Technology & Use Cases in 2025 KAM technology plays a crucial role in supporting these best practices by providing powerful tools and features that streamline and enhance key account management processes. Interested in seeing a Key Account Management solution to help you retain and grow key customers?

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

KAM With Passion

JUNE 20, 2021

This article focuses on individual competencies, especially those of the Key Account Managers. It provides you with a precise description of the skills and competencies required from a true Key Account Manager (not a plain entreprise customers sales rep). Defining Skills & Competencies.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

KAM With Passion

NOVEMBER 11, 2020

To keep things relatively simple, let’s consider two types of context: Account Management and Key Account Management and let’s see how the execution of Business Reviews adapts to the depth of relationship between the supplier and each customer. Business Reviews in an Account Management context.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Arpedio

NOVEMBER 29, 2023

December 2 What is the primary focus of ARPEDIO's Account Management solution? Enter draw #1 Account-Based Selling Platform Treat your colleagues to an early Christmas present Relationship Mapping & Org Chart Improve your critical stakeholder relationships.

Account Management 52

Account Management Account Planning Account Strategy Stakeholders 52

SmartKarrot

APRIL 13, 2023

In today’s economic environment, effective account management is essential for building and maintaining strong client relationships and achieving growth. From podcasts and webinars to blogs and social media posts, these influencers are using a range of channels to help other account managers learn, grow, and succeed.

Account Management 11

Account Management Key Account Management Management B2B 11

Cosawi

JANUARY 29, 2024

In the work we do, we find fascinating to see that Marketing as a function is often missing at the strategic account table. In our more traditional groups, marketing, and sales work in locked steps but it seems that the shift to strategic account management is often missing marketing when time comes to establish its roadmap.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

Revegy

NOVEMBER 18, 2024

Trends in AI, account strategy, and collaboration are becoming central to successful sales operations, helping businesses not only grow but build long-term value for their clients. As companies focus more on scalable revenue growth, the revenue enablement field is evolving rapidly.

Account Strategy 52

Account Strategy Sales Account Planning Account Management 52

Arpedio

NOVEMBER 22, 2023

← Back to case studies What is the primary focus of ARPEDIO's Account Management solution?

Account Strategy 52

Account Strategy Account Management Communication Management 52

Account Manager Tips

NOVEMBER 22, 2022

First things first: find out what they want You can't adapt your account strategy until you understand what the new procurement team want. The world's most amazing community of key account manager. They start picking over little details. Challenging you on choices that were made months or even years ago. The KAM Club.

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 130

SmartKarrot

MAY 27, 2020

Has your mind been pondering around these questions like – ‘What skills are the top account management companies looking for’? Are they even looking for account managers to hire? Let’s see how you can benefit from the best account manager training available online. LAMP Account Management Training .

Account Management 10

Account Management Management Key Account Management Account Growth 10

Deep Insight

AUGUST 16, 2021

Barbara Weaver Smith has assembled their views and her own thoughts on global account management into a structured approach for going after and hanging onto large complex accounts. There’s no getting away from it: Key Account Management (KAM) and its big brother Global Account Management (GAM) are challenging activities.

Global Accounts 52

Global Accounts Key Account Management Account Management Profitability 52

Jermaine Edwards

MAY 27, 2020

Some account managers and key account managers can get paralysed by over research. When studied and applied these will immediately help you as a customer leader or key account manager prepare to support, shape and solve real problems with and for your customers. There are three influencing market areas.

Key Account Management 195

Key Account Management Account Management Innovation Financial Services 195

Arpedio

JANUARY 5, 2024

In the competitive landscape of today’s market, understanding the trifecta of sales targets , business strategy , and client dynamics can propel a sales team’s success exponentially. Let us delve into the specifics that underscore the potency of a carefully crafted account strategy.

Account Planning 52

Account Planning Value Proposition Account Management Sales 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. Account Planning Basics. Planning Specifics.

Account Planning 98

Account Planning Energy and Utilities Account Management CRM 98

Arpedio

AUGUST 24, 2022

Think of it like this: a marketing strategy that sales, marketing and account management professionals use in order to maintain marketing efforts to their existing clients. Keep on reading as we define account planning and dive into how you can perform efficient and successful account planning. Share on facebook.

Account Planning 52

Account Planning Account Development Management Account Management 52

Revegy

AUGUST 12, 2020

If you’re responsible for growing your company’s revenue, either through a sales or an account management role, the panic of deal slippage or limited revenue opportunities may feel unavoidable. To keep your goals on track and to uncover new opportunities, focus on establishing a customer-centric strategy.

Account Planning 69

Account Planning Account Management Stakeholders Client Development 69

Jermaine Edwards

MAY 18, 2020

There are 10 immutable laws that shape the philosophy, outcomes and actions of high performing businesses, key account managers and customer serving professionals over the long term. When you think about customer relationship management, customer growth, customer success do you immediately think LEADERSHIP ? Here they are….

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Jermaine Edwards

MAY 18, 2020

There are 10 immutable laws that shape the philosophy, outcomes and actions of high performing businesses, key account managers and customer serving professionals over the long-term. When you think about customer relationship management, customer growth, customer success do you immediately think LEADERSHIP ? Here they are….

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

DemandFarm

JULY 20, 2023

By building and managing long-term relationships with your key accounts, you can create a foundation for sustainable growth. The 30-60-90-Day Blueprint is a time-bound, comprehensive approach to Key Account Management. The first step in this next phase is developing a customized account strategy.

Key Account Management 40

Key Account Management Account Management Meetings Account Strategy 40

Corporate Visions

JANUARY 23, 2020

But while you’re having a quarterly business review with your customer about utilization metrics and project status updates, that same customer’s name is moving through your competitor’s sales funnel—being targeted with marketing campaigns, discussed in sales forecasts, and being put through account strategy planning sheets.

Customer Success 120

Customer Success Decision-making Account Strategy Account Management 120

Cosawi

FEBRUARY 27, 2023

Today, as advisors in the strategic account management space, we are surprised and disheartened to see that marketing is often not only missing at the strategic account team table but also working from an inside-out products focus, rather than an outside-in customer focus. But this is only the starting point.

Marketing 52

Marketing Suppliers Account Planning Investors 52

Cosawi

DECEMBER 28, 2021

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

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

SBI Growth

JANUARY 31, 2018

Will you touch the right accounts and how is your sales leader assigning the reps to the right accounts? What accounts get you bigger deal sizes? Account management and segmentation is one of the keys in enabling a solid sales strategy.

Account Management 98

Account Management Management Sales Client Relationships 98

MTD Sales Training

NOVEMBER 13, 2017

I received an email last week from Trevor Borrows who is a newly appointed National Sales Manager in charge of a team of Account Managers. Here’s what Trevor asked: “Hi Sean, being a new National Sales Manager I need to understand how to develop account strategies.

Management 48

Management Suppliers Profitability Account Management 48

SBI

FEBRUARY 25, 2018

Its Account Plan helps account managers to build, follow, and measure a key account strategy. Outside In’s DealSheet gives you a platform for organizing and scoring each opportunity against specific sales processes and steps. Visit Outside In Sales.

Account Planning 26

Account Planning Account Strategy Account Management Organization 26

Miller Heiman Group

JANUARY 31, 2019

These three essential selling skills can have a great impact on your long-term success in large accounts. We know a thing or two about account strategy planning. Learn about our Large Account Management Process and prepare to take your results to a new level.

Account Planning 83

Account Planning Decision-making Account Strategy Prioritization 83

Jermaine Edwards

MARCH 17, 2020

This is especially true when it comes to the application of key account management and the elements that shape the success of existing customer management. While this might be a helpful starting place, it is certainly not where it ends.

Customer Life Cycle 130

Customer Life Cycle Key Account Management Decision-making Account Management 130

Arpedio

JANUARY 4, 2024

In the competitive world of B2B sales, harnessing the power of an effective account mapping strategy is key to sales optimization and revenue growth. As businesses vie for market dominance, an articulate account strategy empowers organizations to deepen customer relationships and scale their operations effectively.

Sales 52

Sales B2B Decision-making CRM 52

Jermaine Edwards

MAY 6, 2020

As a Key Account Manager or Director you must begin with identifying the difference between the customer and the industry. Not every pivot is a huge investment and neither was this. They identified existing assets and relationships to enable the “customer pivot” to happen. Does this pivot fit in with your core proposition and offering?

Manufacturing 130

Manufacturing Key Account Management Decision-making Digitalization 130