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Account Management Account Strategy Decision-making 
Strategic Account Management Association
OCTOBER 26, 2021
We too often confuse strategic account sponsorship with corporate project sponsorship, where sponsorship is a way to escalate issues or decision-making when in need. When done right, strategic account sponsorship begs to have a very different definition. This name implies buy-in from the executive and the “be-in” mindset.
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?
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.
DemandFarm
NOVEMBER 22, 2024
Do you know how the top key account managers (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 Account Management Teams 1.
DemandFarm
MARCH 31, 2025
For years, Key Account Management (KAM) has been confined within the walls of CRM systemsSalesforce, Microsoft Dynamics, and HubSpot. The logic was straightforward: if customer data already lives inside a CRM, why manage key accounts elsewhere? Key Account Management is not an extension of sales.
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?
ProlifIQ
JUNE 21, 2023
Strategic Account Management in B2B Welcome to our comprehensive guide on strategic account management. Whether you’re an experienced strategic account manager or aspiring to become one, we share the knowledge and skills needed to excel in this critical role.
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.
Cosawi
JANUARY 24, 2025
Customer-Led and Team-Enabled Marketing In the evolving landscape of Key Account Management (KAM), Account-Based Marketing (ABM) has emerged as a cornerstone for driving customer-centric innovation. By Dominique Ct CEO & Founder Cosawi Why isnt Marketing in the KAM/ SAM journey ?
40 
ProlifIQ
OCTOBER 4, 2023
Where To Start In the complex world of B2B sales and account management, success hinges on the ability to develop and execute a robust account management strategy. We’ll walk through the key components of building an effective account management strategy that drives revenue, customer retention, and loyalty.
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.
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. How does sales enablement currently manage this data? How do you keep track of all of this data?
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.
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.
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. As a supplier, if you want to sell to procurement, you really need to understand things like the buying process, supplier management, supply chains, decision making and more.
130 
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.
120 
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. It’s knowing this that helps you to make better decisions. Arguably every sale we make has an element of risk to the person in front of us.
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. It’s knowing this that helps you to make better decisions. Arguably every sale we make has an element of risk to the person in front of us.
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. Core question: How are we making ourselves easy to choose as a partner? What improvements can you make to the experience? SELECTION and ASSESSMENT.
Jermaine Edwards
MAY 6, 2020
What changes are your customers making today that may impact your relationship tomorrow? This is one of a dozen questions every organisation and key account team must ask. The Change Decision. In both scenarios, the two organisations had to make some very important decisions. Let me share two examples.
130 
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.
Jermaine Edwards
APRIL 3, 2020
This doesn’t mean it will be easy nor will you not have to make tough decisions. It just means the effort and tough decisions will be worthwhile. Selecting the right team and identifying those resources makes a big difference. Two – VUCA Decision Making. Identify the exact problem you need to solve.
130 
Miller Heiman Group
JANUARY 31, 2019
On face value, that may sound good, but merely meeting expectations actually has the effect of making you, as an individual seller, indistinguishable from the rest. This is understandable: No one wants to lose an account altogether by taking a risk attempting to upsell and then making a fatal mistake if it doesn’t go well.
DemandFarm
APRIL 1, 2025
This means that for key account managers and sales teams, this means an org chart tool for Salesforce is no longer a nice-to-have its essential. An organizational chart (org chart) integrated with your CRM helps visualize all the decision-makers, influencers, and gatekeepers in one place.
Jermaine Edwards
JUNE 29, 2020
Now, one of the biggest mistakes that we make is assuming that expectations remain the same throughout the course of our relationship with our customers. This is because we’re always looking to mitigate risk and elevate our ability to inspire confidence and particular decision-making. That is just false.
130 
Jermaine Edwards
APRIL 16, 2020
Every person and every organisation is currently seeking to make one or all of these adaptations. To make thoughtful changes quickly without impeding or restricting current operations. For your business, and particularly the view of who you’ll become to your customers, you must look at the actions and decisions you make more carefully.
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.
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. At another point, decision remorse may be setting in.
52 
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.
Hubspot Sales
JULY 1, 2019
Customer success managers deliver a custom onboarding experience, then work to develop relationships with multiple stakeholders at multiple levels (rather than leaving an account’s success to a single advocate, power user, or internal champion). If your average sales cycle lasts three or more months, ABS makes sense.
100 
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.
Cosawi
DECEMBER 28, 2021
We too often confuse strategic account sponsorship with corporate project sponsorship, where sponsorship is a way to escalate issues or decision-making when in need. When done right, strategic account sponsorship begs to have a very different definition. This name implies buy-in from the executive and the “be-in” mindset.
52 
Brooks Group
DECEMBER 27, 2022
The day-to-day activities of an inside account manager, or “farmer”, are going to differ from those of a more traditional “hunter”. We often hear of sales managers tracking how many calls a salesperson makes without making a distinction between the type of calls being made. What makes a prospect qualified?
97 
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.
52 
Revegy
JULY 17, 2018
A good strategic account program requires a clear understanding of the customer’s internal structure, personnel and decision-making process, including the buying centers with responsibility for initiatives and budgets. Increase forecast visibility: JDA increased forecast horizon from 3 months to 3 years.
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 .
SBI
OCTOBER 22, 2019
With more decision makers at the table and longer sales cycles, obtainable milestones prevent sales teams from feeling overwhelmed. MARK: You’re handicapped as an organization if you don’t have a way to see what’s going on in your key accounts today and identify the pathways for optimal revenue growth tomorrow.
SmartKarrot
OCTOBER 17, 2022
Account mining can help your business identify, recognize and expedite potential areas of account growth, future account projections, and much more. Account mining allows companies to monitor existing accounts and maintain a comprehensive, centralized data repository. Identifying Unexplored Business Functions.
KAM With Passion
NOVEMBER 11, 2020
By talking to each other and by making sure that conversations are meaningful to both parties. The evolution of social and economic parameters or business models and the disruption caused by the sanitary crisis do not make them less important. Business Reviews in an Account Management context. On the contrary.
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. There’s a reduction in frustration and cost of time due to non-decisions, ghosting and a lack of customer cooperation. Trust goes a long way.
130 
Arpedio
FEBRUARY 17, 2025
From Strategy to Execution: How Leaders Are Winning With Account-Based Selling Join our next Leadership Forum Back to blog Following ARPEDIOs Leadership Forum in Paris, weve gathered the key takeaways on Account-Based Selling (ABS) and the role of AI in strategic account management.
ProlifIQ
FEBRUARY 27, 2025
We’ve got a few account planning tips: Challenge Impact on Sales Teams Scattered, Offline Tools No real-time updates, leading to outdated and conflicting info. Limited Visibility into Stakeholders Hard to track decision-makers, influencers, and blockers. Your team can build and update account plans directly in Salesforce.
DemandFarm
FEBRUARY 25, 2025
Woody Allen, Annie Hall Key Account Management has always been built on a foundation of intuition backed by the wisdom from innumerable conversations, and strength of human relationships. The best Account Managers in the world have always had an innate ability to detect whats happening beneath the surface.
DemandFarm
FEBRUARY 26, 2025
Woody Allen, Annie Hall Key Account Management has always been built on a foundation of intuition backed by the wisdom from innumerable conversations, and strength of human relationships. The best Account Managers in the world have always had an innate ability to detect whats happening beneath the surface.
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