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15 Reasons Why You Might be a Bad AccountManager Bad key accountmanagers fail to build business relationships and achieve results. Here are fifteen signs you might be a bad key accountmanager and how to turn yourself into a good one. Has no plan Which clients need an account plan? Internal teams.
The idea of executive engagement implies an accountable and engaged member of the account team, rather than a distant back-room player. Strategic accountmanagement is a team sport and requires cross-functional, multi-tiered vertical level engagement and strong accountability.
The answer: Key accountmanagement. In this comprehensive guide to key accountmanagement, you'll learn: The definition of key accountmanagement. How to know whether your company needs a key accountmanagementstrategy. The difference between key accountmanagement and selling.
What if leadership was what we really needed in key accountmanagement today? It wasn’t until we moved from customer management into personal and customer leadership that things shifted significantly. Almost never in the world of success and key accountmanagement, do we hear about the importance of leadership.
Strategic AccountManagement in B2B Welcome to our comprehensive guide on strategic accountmanagement. Whether you’re an experienced strategic accountmanager or aspiring to become one, we share the knowledge and skills needed to excel in this critical role.
Do you know how the top key accountmanagers (KAMs) become the top KAMs? They don’t just respond to an account’s needs—they anticipate them, creating proactive strategies that build trust and deepen relationships. Key Focus Areas for High-Impact AccountManagement Teams 1.
How to Succeed With AccountManagement. Let’s show you how to get the most out of your accountmanagement! In this blog, we’ll break down the concept of accountmanagement, and why it’s so important in order to drive a successful business in today’s increasingly complex B2B industry. Back to blog.
To keep things relatively simple, let’s consider two types of context: AccountManagement and Key AccountManagement 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 AccountManagement context.
Before attempting to develop a key accountmanagementstrategy, 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 accountmanagement is and the best ways to approach it.
Where To Start In the complex world of B2B sales and accountmanagement, success hinges on the ability to develop and execute a robust accountmanagementstrategy. We’ll walk through the key components of building an effective accountmanagementstrategy that drives revenue, customer retention, and loyalty.
This article focuses on individual competencies, especially those of the Key AccountManagers. It provides you with a precise description of the skills and competencies required from a true Key AccountManager (not a plain entreprise customers sales rep). Defining Skills & Competencies.
What is Strategic AccountManagement and Why It Matters Strategic AccountManagement (SAM) manages and grows relationships with an organization’s most critical and high-value customers.
Key AccountManagement (KAM) focuses on building long-term relationships, and aims to improve customer satisfaction – especially in a B2B scenario. A key accountmanager’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.
A connected apps ecosystem in key accountmanagement 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 accountmanagers gain better insights.
Some accountmanagers and key accountmanagers can get paralysed by over research. When studied and applied these will immediately help you as a customer leader or key accountmanager prepare to support, shape and solve real problems with and for your customers. There are three influencing market areas.
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 AccountManagement (GAM) comes into play.
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 AccountManagement. CRMs do not empower accountmanagers to be the captain of the ship.
First things first: find out what they want You can't adapt your accountstrategy until you understand what the new procurement team want. The world's most amazing community of key accountmanager. They start picking over little details. Challenging you on choices that were made months or even years ago. The KAM Club.
An extremely important aspect of accountmanagement 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.
Quality over Quantity: How Focusing on a Select Few Accounts Can Drive Greater Success in Digital Key AccountManagement As digital Key AccountManagement grows in relevance, many organizations find themselves confounded by the question of whether obtaining new customers is more important than retaining existing key clients.
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 accountstrategy planning sheets.
There are 10 immutable laws that shape the philosophy, outcomes and actions of high performing businesses, key accountmanagers 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….
There are 10 immutable laws that shape the philosophy, outcomes and actions of high performing businesses, key accountmanagers 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….
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? Accountmanagement and segmentation is one of the keys in enabling a solid sales strategy.
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 accountmanagement processes. Interested in seeing a Key AccountManagement solution to help you retain and grow key customers?
December 2 What is the primary focus of ARPEDIO's AccountManagement 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.
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 accountmanagement is often missing marketing when time comes to establish its roadmap.
This is especially true when it comes to the application of key accountmanagement 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.
If you’re responsible for growing your company’s revenue, either through a sales or an accountmanagement 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.
As a Key AccountManager 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?
Barbara Weaver Smith has assembled their views and her own thoughts on global accountmanagement into a structured approach for going after and hanging onto large complex accounts. There’s no getting away from it: Key AccountManagement (KAM) and its big brother Global AccountManagement (GAM) are challenging activities.
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 accountstrategy planning. Learn about our Large AccountManagement Process and prepare to take your results to a new level.
In 2016 I wrote a post on the five foundation steps for stakeholder management success in key accountmanagement, that was well received and guided lots of leaders.
I received an email last week from Trevor Borrows who is a newly appointed National Sales Manager in charge of a team of AccountManagers. Here’s what Trevor asked: “Hi Sean, being a new National Sales Manager I need to understand how to develop accountstrategies.
Think of it like this: a marketing strategy that sales, marketing and accountmanagement 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.
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 accountstrategy.
The idea of executive engagement implies an accountable and engaged member of the account team, rather than a distant backroom player. Strategic accountmanagement is a team sport and requires cross-functional, vertical level engagement and strong accountability. Challenge accountstrategy and tactics.
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 accountstrategy planning sheets.
Today, as advisors in the strategic accountmanagement 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.
Trends in AI, accountstrategy, 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.
In today’s economic environment, effective accountmanagement 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 accountmanagers learn, grow, and succeed.
Its Account Plan helps accountmanagers to build, follow, and measure a key accountstrategy. Outside In’s DealSheet gives you a platform for organizing and scoring each opportunity against specific sales processes and steps. Visit Outside In Sales.
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 AccountManagement. The first step in this next phase is developing a customized accountstrategy.
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