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

DemandFarm

JUNE 2, 2023

Maximizing Customer Retention with Key Account Management Looking for valuable insights into growing your existing customer base? Learn how to leverage customer success and account management teams to drive growth. Learn how to leverage customer success and account management teams to drive growth.

Key Account Management 52

Key Account Management Account Management Digitalization Government 52

Red Star Kim

AUGUST 24, 2023

And there’s a pragmatic guidance on pitching, pricing (six things clients consider, a table of alternative fee structures ) and a simple project management methodology. There’s even an overview of the strategic benefits of different types of clients (linked to Key Account Management strategy).

Finance 130

Finance Government Profitability Banking 130

Red Star Kim

JANUARY 16, 2023

Improving/establishing account management. Improving project management on client engagements. In terms of the M&BD function’s current role in developing firms’ ESG (Environment Social & Governance) strategy and goals: 12% Limited. Obtaining feedback from clients. Research in growth markets and client segments.

Marketing 130

Marketing Co-Creation Government Artificial Intelligence 130

PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. 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.

Key Account Management 52

Key Account Management Account Management Management Prioritization 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. Masterclass by Forrester Principal Analyst Anthony McPartlin: Why companies fail with key account management?

Key Account Management 52

Key Account Management Account Management Customer Success Management 52

PandaDoc

FEBRUARY 8, 2024

If your company wants to increase sales and nurture existing customers, account management software could be the perfect tool to propel you to success. This guide will discuss what account management software can offer you, the main benefits and features to look for, and our assessment of the best solutions on the market.

Account Management 52

Account Management Software Software Management 52

Arpedio

MARCH 26, 2021

Another is a much larger project involving designing a complete data governance and management model between Pardot and Salesforce to deliver a 360-degree customer overview for sales people. We are confident that Arpedio can benefit your work with complex B2B Sales and Strategic Account Management. Start free trial.

Meetings 98

Meetings B2B Government Account Management 98

Flevy

OCTOBER 24, 2024

A robust value chain not only ensures operational efficiency but also drives customer loyalty and enhances risk management. Lastly, the growing emphasis on environmental, social, and governance (ESG) criteria is influencing product development in retail banking.

Banking 52

Banking Retail Acquisition Value Proposition 52

Mike Kunkle

NOVEMBER 21, 2023

The Current State Situation Historically, due to being in a mature vertical where you have serviced many customers for many years, with upgrades, maintenance, services, and expansions, you have focused on territory management and account management and experienced reasonable growth in your industry.

Acquisition 130

Acquisition Sales Decision-making Account Management 130

Account Manager Tips

SEPTEMBER 11, 2022

Every month I share a selection of popular titles to help with your professional development as a key account manager. Listen to this article. Here are the book recommendations for September 2022. Table of Contents.

B2B 130

B2B Interpersonal Skills Key Account Management Government 130

Hubspot Sales

AUGUST 4, 2020

Jill Fratianne , HubSpot North American Channel Account Manager, frequently reminds me that your quota is not an indication of your effort, your thoughtfulness, or your values. "If Some of my favorite artists to listen to when I need to pump myself up are Aerosmith, Tool, and Government Mule. Focus on relationship-building.

Sales 141

Sales Account Management Government Prioritization 141

Red Star Kim

FEBRUARY 1, 2024

Develop our understanding Skills Ambition and purpose People and productivity Services Marketing, communications, fundraising Accountability Data Governance Inclusion The speakers shared several examples where AI had had a profound impact on marketing and communications and beyond.

Marketing 130

Marketing Leadership Profitability Digitalization 130

Red Star Kim

SEPTEMBER 8, 2023

Government policy and regulation – a key element of PESTLE analysis – also drives many new work opportunities for both lawyers and accountants. Differential pricing is rarely discussed in professional services although it is often implicit in key account management.

Procurement 113

Procurement Value Proposition Finance Artificial Intelligence 113

Peter Simoons

MARCH 26, 2021

They need to be managed carefully to maximise their potential. Just as we have seen CRM tools benefit the sales and account management processes, there is a need for similar digital tools to support the alliance management processes and jointly manage information with your alliance partners. .

Management 98

Management Stakeholders Government Account Management 98

Clarity Engagement Solutions

NOVEMBER 9, 2020

the evolving healthcare industry, pharma and bio-tech companies are now focusing on each component of market access: – Price – Channel – Stakeholders – Government agencies How do these elements apply to new types of decision makers, previously unknown to market access teams?

Marketing 91

Marketing Healthcare Value Proposition Procurement 91

Clarity Engagement Solutions

NOVEMBER 9, 2020

– Government agencies. A survey conducted by Cegedim revealed that Key Account Management (KAM) was the technique that procured the best results for market access strategies. Thus, market access involved little engagement with a small set of stakeholders.In – Channel. – Stakeholders.

Marketing 91

Marketing Healthcare Value Proposition Procurement 91

Account Management Skills

NOVEMBER 21, 2022

He’s brilliant, just go and ask for his advice and I went and had a coffee with him, and he just said, there’s an account management position open, do you want it? I hadn’t really been trained professionally as an account manager. So, the product manager and the account manager seem to gel really well.

Digitalization 104

Digitalization Marketing Account Management Leadership 104

Red Star Kim

FEBRUARY 8, 2024

Similarly, a Key Account Management (KAM) or Account Based Marketing (ABM) approach may help. There are many articles on both of these topics. But in essence, this is an internal cultural issue – do you have a “one firm” approach?

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 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

Red Star Kim

MARCH 16, 2023

One way is to embed the right cross-selling and referrer management attitudes and behaviours into other programmes – for example, into campaigns, content management, networking and Key Account Management (KAM). Another cultural shift. Internal communication – Why, how and what (kimtasso.com).

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

Clarity Engagement Solutions

NOVEMBER 9, 2020

There’s a reason why stakeholders in ONE ecosystem setting, (payers and government health authorities) want Pharma to understand concerns around care protocols and costs in a SECOND ecosystem setting, (hospitals, HCPs and provider decision makers).

Supply Chain 91

Supply Chain Healthcare Suppliers Stakeholders 91

ClearPoint Strategy

AUGUST 24, 2021

See how individual departments, ranging from sales to account management, are performing with customer-related metrics using a department performance dashboard. Local Government Dashboard. Local government dashboards are often used for benchmarking. Local Government KPIs. Customer Dashboard. Healthcare KPIs.

Healthcare 98

Healthcare Government Finance Construction 98

ProlifIQ

NOVEMBER 3, 2021

Previous purchases/contracts the customer has entered into (this info is usually public for a government entity if that’s your target market). Uploading this information into Salesforce (preferably through your key account management app ) can give you a solid base of knowledge so you can start proving value from first contact.

Profitability 98

Profitability Account Planning Sales Key Account Management 98

Gordian Business

AUGUST 27, 2019

The Health Economics team brings extraordinary focus to an account or market or key government stakeholders. Companies that look at this team as a value creation point of difference, actively use them in their major accounts — deeply understanding their markets and what added value can help their top accounts be successful.

Digitalization 52

Digitalization Suppliers Government Healthcare 52

Louise Collins Associates

JANUARY 25, 2018

For those of you who have read Animal Farm, you will be familiar with George Orwell’s famous line: “All animals are equal, but some animals are more equal than others” Orwell wrote this in 1945, referring to the hypocrisy of governments that proclaim equality of citizens, but give power and privileges to the elite few.

Government 52

Government Key Account Management Account Management Stakeholders 52

Red Star Kim

DECEMBER 12, 2023

Industry specialists – Beyond our firm we need to connect with industry and sector experts, government bodies and regulators. Delegates represented a variety of roles – many were MBD generalists covering a range of activities (planning, marketing communications, client listening, account management, campaigns, pitches etc).

Marketing 130

Marketing Emotional Intelligence Management Leadership 130

Jermaine Edwards

APRIL 16, 2020

Less than 24 hours later, the maker of Jameson Whiskey and Absolut Vodka had received all the government approvals needed. Sourcing brand new ingredients including glycerin and hydrogen peroxide, which it doesn’t usually use, it used its dozens of distilleries located across the globe to produce industrial quantities of the hand gel.

Computers and Electronics 130

Computers and Electronics Supply Chain Telecommunications Financial Services 130

SalesGlobe

APRIL 26, 2022

Due to a recent acquisition , the goal was to implement a consistent definition and pursuit strategy that supported account management and new business development. The two roles in question, account managers and sales executives had no clear role definition based on expectations.

Transportation 52

Transportation Account Management Acquisition Innovation 52

Sales Management Matters

AUGUST 8, 2019

A strategic account manager with one or two accounts or a new sales ‘hunter’ focused on significant regional or global businesses might only have three or four opportunities in a year. So, there is significant complexity here that makes governance essential. FORESEEN CIRCUMSTANCES.

Account Management 64

Account Management Government Negotiation Decision-making 64

Arpedio

MARCH 20, 2024

Get started today Problems with scaling account-based selling efforts Adapting to complex sales structures Scaling ABS efforts becomes increasingly challenging in larger organizations with complex sales structures, diverse product portfolios, and global footprints.

Government 52

Government Innovation Facilitation Prioritization 52

CMOE

MARCH 6, 2023

McKinsey & Company A global management consulting firm, McKinsey & Company is a trusted advisor to leading businesses, governments, and institutions. McKinsey & Company’s blog features comprehensive stories centered on the consulting firm’s latest research, achievements, and team members.

Finance 98

Finance e-Learning Innovation Leadership 98

Aepiphanni

JANUARY 26, 2021

A new government will be formed, which will further affect operations, taxes, finances and much more. Account management for repeat sales. Strive to add value to account management as this will help you retain customers and significantly reduce customer churn rate.

Luxury Goods 40

Luxury Goods Co-Creation Account Management Virtual Selling 40

DemandFarm

APRIL 28, 2023

Download: The Future of Key Account Management Report – A Global CSO study by DemandFarm AI-driven strategies: Innovations transforming sales enablement Artificial intelligence is reshaping the world of sales and strategic account management. Thus standardizing sales excellence across teams.

Artificial Intelligence 52

Artificial Intelligence Key Account Management Decision-making Account Management 52

ClearPoint Strategy

DECEMBER 29, 2020

In August 2020, we teamed up with ELGL to launch the 2020 Strategy and Performance Management Cohort, a three-month program to help local governments draft and implement a strategic plan quickly. Following an application process, we welcomed 11 participants representing 9 different local governments across the United States.

Government 40

Government Management Customer Success Organization 40

Arpedio

MAY 10, 2023

Forrester also defines the market maturity in this new report, claiming that account-based selling has evolved from a set of tools focused mainly on embedding a sales process or sales methodology to now focuses on data governance and cleansing, and uses multiple data sources and AI to provide more meaningful insights and predictive actions for these (..)

Account Planning 52

Account Planning Innovation Stakeholders Government 52

Account Management Skills

JULY 17, 2023

Roy Murphy from Synthetic is going to provide an update on the current AI landscape, how brands & agencies are using AI, ethical considerations and challenges and we’ll be sharing some specific use cases for account managers. So all of that to say, the idea of being an account manager was not on my radar whatsoever.

Account Management 52

Account Management Meetings Management Digitalization 52