Arpedio

JANUARY 5, 2024

At the heart of every thriving enterprise lies a keen focus on business relationship optimization , a task achieved through strategic roles that many might find overlapping—Account Management and Customer Success.

Account Management 52

Account Management Customer Success Management Energy and Utilities 52

The Congruity Group

APRIL 5, 2022

Betsy Westhafer presents "How Executive Customer Advisory Boards Help Grow and Retain Your Key Accounts" to hundreds of Key Account Managers at KAMCon 2022 in Boulder, CO. Executive customer engagement matters now more than ever, and Betsy explains why during the annual event hosted by Kapta.

Customer Value 52

Customer Value Key Account Management Account Management Management 52

Account Manager Tips

SEPTEMBER 7, 2022

Adapted from: Maximizing Value Propositions to Increase Project Success Rates Remember: you don’t have to be the best. The KAM CLUB You’re only seconds away from the essential training, advice and support you need for an exceptional career in key account management. Bain B2B Elements of Value. What do B2B customers value?

Value Proposition 130

Value Proposition Key Account Management Negotiation Account Management 130

DemandFarm

AUGUST 11, 2023

The integration of digital tools and platforms has also created a more agile and adaptable approach to key account management, enabling swift adaptation to evolving market conditions, consumer expectations, and technological advancements.

Key Account Management 52

Key Account Management Account Management Digitalization Digital Transformation 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. Empowers account managers to drive key account growth.

Key Account Management 40

Key Account Management Account Management CRM Management 40

Account Manager Tips

AUGUST 31, 2022

Adapted from: Maximizing Value Propositions to Increase Project Success Rates The KAM CLUB You’re only seconds away from the essential training, advice and support you need for an exceptional career in key account management. And that’s the secret to differentiate your value and really stand out. Learn more. Save my spot.

Value Proposition 130

Value Proposition Negotiation Key Account Management B2B 130

Upland

MAY 22, 2024

Here’s what’s coming in the world of Account Based Selling (ABS): Artificial intelligence will offer a new era of insights AI will offer sellers a far wider range of insights, giving them unprecedented levels of knowledge about their customers and how best to serve them.

Artificial Intelligence 195

Artificial Intelligence Media Prioritization Key Account Management 195

Account Manager Tips

JULY 6, 2022

By the way, check out my interview with Phil in which he shares the 12 Tenets of Account Management. In other news + Creating customer value through shared accountability. I thoroughly enjoyed this interview with Scott McCorkle, CEO at MetaCX for the Customer Valuecast. The KAM Club. Henry Ford.

Co-Creation 130

Co-Creation Value Proposition Account Planning Suppliers 130

Jermaine Edwards

MAY 18, 2020

It’s organisations like Chik-fil-A, Southwest Airlines and Apple who connect through intentional relationships, build highly-valued and sought after results to create unforgettable moments. LAW ONE: You cannot move a customer to a new place without knowing what you need to change. Here they are…. What do I mean by this?

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Jermaine Edwards

MAY 18, 2020

It’s organisations like Chik-fil-A, Southwest Airlines and Apple who connect through intentional relationships, build highly-valued and sought after results to create unforgettable moments. LAW ONE: You cannot move a customer to a new place without knowing what you need to change. Here they are…. What do I mean by this?

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Hubspot Sales

JANUARY 14, 2021

When account managers create opportunities proactively with their buyers, client satisfaction sky rockets (they report 83% significantly higher satisfaction ). Instead of saying "I don’t want to bother my customers," say, "my customers value my opinion and I know I can help them make better decisions."

Sales 140

Sales Decision-making Meetings Account Management 140

Upland

JANUARY 29, 2024

Greater team collaboration: Account planning often involves multiple departments, such as marketing, customer success, and technical support. This cross-functional teamwork helps you foster more unified and effective customer account management. Happier customers: Landing new deals isn’t the only incentive.

Account Planning 195

Account Planning Sales Decision-making Shareholders 195

Hubspot Sales

DECEMBER 2, 2020

Regardless of how the prospect is trained to buy, explain that your best customers value their vendor relationship. Is the purchase price the critical issue or does the cost include installation, training, ongoing support, account management, maintenance or other aspects of the ongoing use of the product?

Suppliers 137

Suppliers Decision-making Publishing Meetings 137

Showpad

DECEMBER 5, 2021

I’ve worked myself into a marketing job, but 80% of my career has been in sales, account management, and creating marketing programming and other services to support sales teams. . My passion is around creating customer value—and I saw an opportunity to do this at Kaiser Permanente. .

Digitalization 98

Digitalization B2B Sales Customer Value 98

Mercuri International

JULY 1, 2021

Most people think that the biggest challenge for a Key Account Manager is the need to understand their account but is this all that is needed? In most cases no; a good KAM also spends time internally trying to win over the expertise and resources they need to serve their customer. Winner takes all? Johansson, E.

Key Account Management 64

Key Account Management Value Proposition Account Management Profitability 64

Arpedio

JUNE 1, 2023

Key Takeaways From SAMA 2023 Annual Conference ← Back to blog Once again, The Strategic Account Management Association (SAMA) brought together sales and strategic account management professionals from around the globe for their annual conference.

Co-Creation 52

Co-Creation Account Management Account Planning B2B 52

Sales Management Plus -- SMP

MARCH 5, 2024

Let’s say you have a customer who consistently buys power tools but never drilling accessories. Your account manager can use the missing category as a springboard to understand the customer’s specific needs within that area. That could be a “hole,” in their purchasing patterns that you’ve identified.

Account Management 52

Account Management Facilitation Sales Prioritization 52

Flevy

JUNE 20, 2024

Client Engagement and Account Management: Managing client relationships and ensuring continuous engagement. Download an in-depth presentation breaking down all the Management Consulting Value Chain activities here. Frequently Asked Questions 1.

Management 52

Management Digital Transformation Artificial Intelligence Innovation 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

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. Leading the organizational customer-centric culture.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

Flevy

JUNE 23, 2024

Finance and Accounting: Managing financial resources and investments. Public and Stakeholder Relations: Managing relationships with stakeholders and the public. Procurement secures essential materials, technology development drives innovation, and human resource management ensures a skilled workforce.

Healthcare 52

Healthcare Manufacturing Artificial Intelligence Innovation 52

Cosawi

SEPTEMBER 13, 2021

The COE can provide capability and training development as well and help them established their customized Strategic account management roadmap aligned with the global strategy. It can bring expertise for more customer value and differentiation, which will result in your customer remembering that you care about their success.

Account Management 52

Account Management Leadership Account Planning Communication 52

Flevy

JUNE 14, 2024

Human resource management ensures a skilled workforce, and firm infrastructure supports overall operations. Download an in-depth presentation breaking down all the Digital Health Value Chain activities here. Each organization operates under unique conditions dictated by its product offerings, market position, and patient needs.

Digitalization 52

Digitalization Healthcare Artificial Intelligence Manufacturing 52

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

MTD Sales Training

DECEMBER 3, 2014

So I thought it appropriate to cover a few ideas that you could use if you feel that it’s very difficult to know what customers actually think about you and your services. Get higher and lower-level department managers to visit their counterparts in the customer’s company to ensure the businesses are still partnering effectively.

Finance 48

Finance Sales Training Account Management Customer Value 48

Flevy

JUNE 12, 2024

Human resource management ensures a skilled workforce, and firm infrastructure supports overall operations. Finance and accounting manage resources and investments, while legal and compliance ensure adherence to regulations. Download an in-depth presentation breaking down all the CPG Value Chain activities here.

Supply Chain 52

Supply Chain Food and Beverage Procurement Manufacturing 52

SBI

JULY 1, 2020

Success requires streamlined, silo-shattering processes that highlight the optimal path to revenue and enable the right high-value activities to efficiently, predictably and strategically drive growth. To uncover hidden revenue in your key accounts, focus on these 5 strategies that great companies get right. Deepen Customer Insights.

Account Planning 72

Account Planning Decision-making Stakeholders Leadership 72

Flevy

JUNE 18, 2024

Human resource management ensures a skilled workforce, and firm infrastructure supports overall operations. Download an in-depth presentation breaking down all the Healthcare Value Chain activities here. Hospital Management Tailoring hospital management involves streamlining operations to improve patient outcomes and reduce costs.

Healthcare 52

Healthcare Artificial Intelligence Cybersecurity Innovation 52

Flevy

JUNE 9, 2024

Human resource management ensures the availability of skilled personnel, and firm infrastructure supports overall operations. Finance and accounting manage resources and investments, and legal affairs handle intellectual property and contractual obligations. Recent innovations in the biotech sector have had profound impacts.

Manufacturing 52

Manufacturing Innovation Healthcare Procurement 52

OnStrategyHQ

JULY 8, 2022

Competitive advantages help us understand what we’re best at in the market, what unique strengths we possess, and what our customers value. Full participation in the government’s privatization efforts means the company aligns its partners with its primary customers. Check out this post for an overview on competitive advantages.

Insurance 52

Insurance Logistics Construction Manufacturing 52

Planview

NOVEMBER 3, 2022

The panel discussion included Russell Moss, VP and Divisional Technology Officer, Technical Delivery and Support at HCSC, Darrell Fernandes, former Head of Project Technologies at TIAA, and Emily Kelsey, Strategic Account Manager at Planview. How Their Project to Product Journey Began. How VSM Drives Continuous Improvement.

Financial Services 52

Financial Services Healthcare Decision-making Organization 52

SmartKarrot

OCTOBER 5, 2023

Businesses today strive to get growth from existing accounts and, the role of Enterprise Account Management has come to the forefront in that regard. Designing and implementing the perfect playbook for managing large-scale clients is crucial to ensuring consistent customer experience and business growth.

Account Management 10

Account Management Management Value Proposition Stakeholders 10

Nutshell

APRIL 23, 2020

According to research, the likelihood that an existing customer will respond to an upsell is 60 to 70%. This is especially true for B2B companies, where 90% of customer value comes after the first sale. Finding new customers is expensive. Another reason you absolutely must retain customers in the long-term?

Sales 71

Sales Customer Success CRM Communication 71

Janek Performance Group: Account Planning

OCTOBER 25, 2023

Altify notes account planning has increased from 36 percent of companies in 2013 to 50 percent today. Plus, with account planning, 74 percent see increased win rates. However, according to Gartner , 51 percent of sales leaders agree account management channels fall short. Continued attention is your greatest value.

Account Planning 52

Account Planning Decision-making Communication B2B 52

SalesGlobe

FEBRUARY 11, 2021

She had an introductory meeting with the telco customer and learned that they had to be selling at least $200 million a year to the telco to be taken seriously, considered a partner, and have opportunities for bigger projects. The account manager was shocked. You’ll probably be surprised.

Account Planning 52

Account Planning Supply Chain Value Proposition Account Management 52

Gordian Business

SEPTEMBER 2, 2019

But what does the customer care about? What’s important to your customer? A 2006 classic Harvard business Review article, Customer Value Propositions in Business Markets , by James C. Answering the question about why should they buy from you instead of the competitors is a good start.

Value Proposition 52

Value Proposition Customer Value Management Marketing 52

Whetstone

APRIL 14, 2020

So given that, and given that the folks that we care about, which is our strategic account managers and people in sales, how do you advise all of us to take advantage of your observation that the value has changed, in all probability for all of their customers? And then we assign value to it. Harvey Dunham : Wow.

Marketing 40

Marketing Management Software Software 40