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.

Account Management 52

Account Management Management Account Planning Key Account Management 52

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

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

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

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

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. This leads to an increased chance of missed opportunities and ignored red flags, buyer intent to action and strategy.

Account Management 52

Account Management Digitalization Management Account Planning 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 Suppliers 195

DemandFarm

MAY 12, 2023

The management team quickly realized that they were facing a number of obstacles in their quest for global presence. This is where Global Account Management (GAM) comes into play. Intrigued by the potential benefits, the company’s management team decided to give GAM a try. What is Global Account Management?

Global Accounts 52

Global Accounts Account Management Management Logistics 52

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

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. How do they want to manage supplier relationships? The world's most amazing community of key account manager. They start picking over little details. Find out their KPI drivers.

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 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.

Key Account Management 40

Key Account Management Account Management Digitalization Management 40

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

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. There are many external risks to the management and health of a customer account. Here they are…. What do I mean by this? Neither would I.

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. There are many external risks to the management and health of a customer account. Here they are…. What do I mean by this? Neither would I.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

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. Account retention.

Management 48

Management Suppliers Profitability Account Management 48

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

Jermaine Edwards

MARCH 17, 2020

This is such an important question yet most organisations have not established a clear distinctive path, identifiers and actions for effectively managing the full customer relationship journey. Although it is not specific to key customer management, the steps illustrated are powerful and need to be considered.

Customer Life Cycle 130

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

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

Arpedio

AUGUST 24, 2022

Account Planning: Manage Long-Term Account Development. Account Planning: Manage Long-Term Account Development. ? 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.

Account Planning 52

Account Planning Account Development Management Account Management 52

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

Jermaine Edwards

MAY 6, 2020

Pivoting is one type of change and an important change to master when managing and supporting your customers. As a Key Account Manager or Director you must begin with identifying the difference between the customer and the industry. Believe it or not, there are different kinds of changes that are made in business.

Manufacturing 130

Manufacturing Key Account Management Decision-making Digitalization 130

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. Stakeholder management and the health of those relationships are critical predictors of success. Trust goes a long way. The Stakeholder Reality.

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 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

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

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

Deep Insight

AUGUST 16, 2021

It’s not often that I write book reviews but if there’s one book on sales management you should plan to read before the end of the summer holidays, it’s Whale Hunting with Global Accounts. The result is a wonderfully rich, practical – and sometimes quirky – handbook for global sales management and leadership.

Global Accounts 52

Global Accounts Key Account Management Account Management Profitability 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

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

APRIL 3, 2020

According to Deloitte Global’s 2018 crisis management survey, “ Stronger, Fitter, Better: Crisis Management for the Resilient Enterprise ,” nearly 60% of respondents believe that organisations face more crises today than they did ten years ago, yet many may overestimate their capabilities to respond. It goes without saying….

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

Arpedio

JANUARY 5, 2024

In the dynamic terrain of sales, forging a path to success is an intricate dance of strategy, customer insight, and relentless pursuit of growth. Central to this quest is the art of strategic account planning , a methodical approach that marries sales strategy with customer relationship management to foster business growth.

Account Planning 52

Account Planning Value Proposition Account Management Sales 52

Jermaine Edwards

JUNE 29, 2020

Managing multiple people with different agendas, needs and ideas is a challenge. This will help in knowing how best to manage and master what’s happening so the experience and expectations of your customer is met. It’s tough being the one who has to keep things flowing between your and your customers organisation.

Communication 130

Communication Decision-making Finance Key Account Management 130

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

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 Client Relationships 11

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 Investors Account Planning 52

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

Brooks Group

DECEMBER 27, 2022

Obviously, this can be broken down into monthly or annual goals and can be applied to an individual sales rep, sales manager, regional manager, or the company as a whole. For our purposes, we will be discussing sales goals as they relate to the sales manager. A sales goal tells the manager what they are driving toward.

Sales 91

Sales Sales Leadership Leadership CRM 91