DemandFarm

APRIL 13, 2023

KAM Glossary (with 65 Definitions) To help strategic account managers / key account managers /sales professionals enhance their understanding of Key Account Management (KAM) , this glossary provides clear and concise definitions and explanations of essential terms, definitions, and concepts related to key account management.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

Account Manager Tips

SEPTEMBER 28, 2022

Worth a click + B2B Book Club Selection. Knowing how to use a CRM is an essential competency for sales, key account management, customer success and many more. You're supposed to represent the voice of the customer and your organisation, but you lose perspective and neutrality. Listen to your professional instincts.

Key Account Management 130

Key Account Management Account Management Management Publishing 130

Account Manager Tips

JUNE 23, 2024

Discover game-changing books for B2B sales, customer success, and key account management. Level up your skills and strategies with insights from "Unsticking Deals," "The Innovative Seller," and "The Squiggly Career."

B2B 186

B2B Key Account Management Account Management Innovation 186

DemandFarm

MAY 22, 2023

Is a key account manager the same as a sales manager? Meet Anna, a diligent Sales Manager at Brilliant Solutions , a thriving software company specializing in cutting-edge automation tools. Her daily tasks revolve around driving sales, managing the sales team, and ensuring sales targets are met.

Key Account Management 52

Key Account Management Account Management Digitalization Sales Management 52

Arpedio

FEBRUARY 20, 2024

What is Key Account Management? Key Account Management (KAM) is a strategic approach to managing and nurturing relationships with a select group of high-value customers or clients, known as key accounts. Book demo The post Key Account Management – What is it?

Key Account Management 40

Key Account Management Account Management Management Strategic Thinking 40

DemandFarm

OCTOBER 23, 2024

In this guide, we’ll delve into the intricacies of enterprise sales, their importance, key stages, and the metrics that will help you optimize your strategy as a key account manager. Beyond the immediate revenue boost, several other advantages make enterprise sales a strategic priority for key account managers.

Key Account Management 40

Key Account Management Account Management Management Procurement 40

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.

Key Account Management 130

Key Account Management Account Management Management Onboarding 130

ProlifIQ

FEBRUARY 27, 2023

It dawned on me the striking simplicity parallel to B2B selling. If you want to run a successful B2B business, it should be focused on acquiring large customers and growing the number of users or products inside those key accounts. This is typically done through something called key account management.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

DemandFarm

APRIL 21, 2023

The quest for the right solution is never-ending in B2B spheres, as organizational needs constantly change and evolve. With digital key account management tools , sales teams can offer numerous advantages over traditional methods, including increased security, convenience, and visibility.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

DemandFarm

MARCH 31, 2023

The world of B2B selling has transformed dramatically in recent years, as the shift towards digitalization has changed the way businesses interact with one another. With the growing size of buying groups in the digital age, it is imperative to consider factors that play into the challenges and benefits of digital key account management.

Key Account Management 52

Key Account Management Account Management Digitalization Management 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. While the key account management practice is demanding, it also offers many benefits. What does a Key Account Manager do?

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52

Upland

APRIL 20, 2023

How can effective account management help you defend and grow revenue? As you’ll see, lone wolf selling is quickly losing efficacy in a B2B business world that puts a premium on relationships. You need a strategy to defend and grow revenue in not only key accounts, but in every account.

Account Management 195

Account Management Management Account Planning Decision-making 195

Deep Insight

AUGUST 10, 2020

This blog is about the fundamentals of Key Account Management (KAM) but that was not the topic I had in mind when I interviewed Joe Edwards. Before we got to that point, Joe talked about his first job as a sales manager at Hewlett-Packard (HP). Key Account Management. Key Account Management.

Key Account Management 52

Key Account Management Account Management Management Account Planning 52

Strategic Account Management Association

DECEMBER 3, 2020

As conveners of the largest community in the world dedicated to strategic and key account management, one of SAMA’s foundational purposes is to help our community both adapt to what’s happening right now and prepare for what may happen next. Sales and account management – no longer an expense but an investment.

Co-Creation 987

Co-Creation Value Proposition Account Management Suppliers 987

DemandFarm

APRIL 4, 2023

In uncertain times, what is generally seen with customers is that the tacit knowledge of key accounts is retained by certain account managers. Unfortunately, in circumstances where those account managers get laid off or furloughed, the critical knowledge they possess is also lost.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

DemandFarm

AUGUST 31, 2023

Success lies in a tailored, strategic approach to customer success management. One that leverages Key Account Management (KAM) principles to retain customers and transform them into brand advocates. Shockingly, just over 20% of B2B companies consistently measure and act on insights from customer experience.

Key Account Management 52

Key Account Management Account Management Customer Success Management 52

Account Manager Tips

AUGUST 4, 2022

B2B Book Club Selection (August 2022) A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers. We read the winner and each week a summary and companion podcast explore the key themes and big ideas. Table of Contents.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

KAMCast

JULY 8, 2021

Or are you winging it along the way, relying on personality to build those relationships with key contacts? If all businesses existed to solve a problem, then account managers needed to become problem solvers. What role does today’s account manager play then?

Key Account Management 52

Key Account Management Account Management Management Facilitation 52

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

Account Manager Tips

NOVEMBER 24, 2022

Every month I share a selection of popular titles to help with your professional development as a key account manager. Key account managers rely on influence to get things done. You need to inspire, align objectives, coordinate resources, prioritize task, manage crises and ask for help when you need it.

B2B 130

B2B Key Account Management Account Management Decision-making 130

Account Manager Tips

JULY 5, 2022

B2B Book Club Selection (July 2022) A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers. We read the winner and each week a summary and companion podcast explore the key themes and big ideas. Table of Contents.

B2B 130

B2B Key Account Management Healthcare Account Management 130

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

DemandFarm

MAY 25, 2023

Let’s explore how a digital mindset is powering the next wave of growth in account management and its subsequent impact on sales enablement. Key Account Management : It’s a strategic approach to managing and nurturing relationships with a company’s most valuable customers or ‘key accounts’.

Account Management 52

Account Management Digitalization Key Account Management 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. Over time, the sales tech and marketing tech landscape for most B2B organizations becomes crowded.

Account Management 52

Account Management Digitalization Management Account Planning 52

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.

Account Management 52

Account Management Management Account Planning Stakeholders 52

SBI Growth

JANUARY 24, 2020

Benjamin Franklin once said, “By failing to prepare, you are preparing to fail.” ” In a survey of 226 economists published by the National Association for Business Economics in August 2019, 72% of the respondents said they believe the U.S.

Key Account Management 90

Key Account Management Account Management Publishing Management 90

KAM With Passion

OCTOBER 27, 2020

Because in B2B sales the average win rate of offers is less than 50% and because the #1 competitor to any B2B sales person is the status quo which leads to no purchase and wasted time for all involved parties. Second, Account Management , i.e. the management of existing customers. Why does it matter?

B2B 130

B2B Co-Creation Account Management Key Account Management 130

DemandFarm

MAY 9, 2024

Why should B2B organizations adopt KAM Technology With recent economic headwinds tightening everyone’s purse strings, driving growth from existing customers is in vogue. As acquisition becomes increasingly expensive, cross-sell and up-sell initiatives are the latest poster child(ren) of B2B revenue growth.

B2B 52

B2B Organization Key Account Management Acquisition 52

SmartKarrot

MAY 12, 2023

Key Account Management (KAM) is a strategic approach that focuses on fostering long-term, value-driven relationships with a select group of high-potential customers. This article will discuss the top 6 Key Account Management skillsets that are crucial for driving business success.

Key Account Management 10

Key Account Management Account Management Management Interpersonal Skills 10

The SAMA Podcast

JULY 14, 2022

What does key account management look like in a major educational institution? We find out with host Harvey Dunham as he takes Liz Pettinger, the Director of Key Account Management and Operations at Bellevue University on to the show.

Key Account Management 104

Key Account Management B2C Account Management B2B 104

SmartKarrot

MAY 15, 2023

In the fast-paced and ever-evolving world of business, nurturing strong and lasting relationships with key clients is crucial for success. Key Account Management (KAM) is the art of strategically managing and nurturing these vital accounts, unlocking their full potential and driving long-term growth.

Key Account Management 10

Key Account Management Account Management Management Suppliers 10

KAM With Passion

MARCH 17, 2022

Once this organisation will have progressed enough on complex sales and on basic account management, it be in a much stronger position to enhance and expand its KAM intiative. That, in order to well manage their customers, companies operating in a complex environment need to develop 3 types of commercial capabilities.

Key Account Management 130

Key Account Management Account Management Co-Creation Global Accounts 130

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. The education of team members is easier with the key data in one place.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 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

KAM With Passion

NOVEMBER 11, 2020

As a company, business unit or sales leaders, here are a few facts to keep in mind: First, In B2B, on average, 70% of revenue comes from existing customers. For a blog post on the difference between Account Management and Key Account Management, go here. Business Reviews in an Account Management context.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Red Star Kim

NOVEMBER 17, 2023

Here I summarise brand, referrals, research, key account management (KAM) and new service development case studies. At law firms: Addleshaw Goddard, Collas Crill, LawNet, Ontier, Schillings and accountancy firms: Menzies, Mercer and Hole. The first B2B thought leadership campaign “Poets” achieved 3.2m

Marketing 130

Marketing Key Account Management Innovation Account Management 130

Red Star Kim

OCTOBER 25, 2023

Blick Rothenberg: Annual Landlords survey – Spotlight on EPC Compare yourself live with your industry peers Personalised report: EPC Survey Report Impact of AI on B2B The impact of AI on B2B Report Arrow: Cybersecurity spot check 2023 Cogniclick can be used for assessment and evaluation to support consulting and sales conversations.

Banking 130

Banking Artificial Intelligence Cybersecurity Key Account Management 130