The Chapman Group

DECEMBER 8, 2020

It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. Some organizations have also chosen the terms GAM (Global Account Manager), and CAM (Corporate Account Manager).

Account Management 133

Account Management Management Value Proposition Account Planning 133

DemandFarm

OCTOBER 23, 2024

A multinational software company might spend nearly a year negotiating a $5 million deal with a Fortune 500 company. 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. What is Enterprise Sales?

Key Account Management 40

Key Account Management Account Management Management Procurement 40

Account Manager Tips

JULY 22, 2022

25 problems that stop key account managers from doing their job Favourite books about problem solving Coming up: How to Build a Successful Executive Sponsorship Program Just for fun: #GorgeousGrandma Day In other news Quote of the week. Key account management is a role that requires both sales skills and strategic thinking.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

Account Management Skills

JANUARY 21, 2022

What’s the most useful skill you need in your Account Manager role and how much formal training have you received? This was the question I posted in a LinkedIn Account Manager Group. Top 10 Skills and Expertise You Need As Account Manager. Essential Account Managers Skills Varies for Each Industry.

Account Management 98

Account Management Management Communication Negotiation 98

Account Manager Tips

MAY 1, 2021

A simple sales negotiation tactic. As a key account manager, you not only need to keep your clients, you need to keep them profitable. To do that, you need sales negotiation skills to convince them to buy more and, when the time comes, to renew. Here's a simple negotiation tactic that will help. Negotiation.

Negotiation 130

Negotiation Key Account Management Suppliers Value Proposition 130

Account Manager Tips

MAY 1, 2021

Successful Sales Negotiation Strategy. As an Account Manager, there's always something to negotiate. But there's a simple sales negotiation strategy that works which is. Sooner or later, for one reason or another, you will have to negotiate. Selling feels manipulative. Selling feels manipulative.

Negotiation 130

Negotiation Suppliers Sales Decision-making 130

Account Manager Tips

AUGUST 17, 2022

We all have to negotiate with our clients sooner or later, but for lots of reasons, most of us avoid it if we can. Anchoring is a simple tactic that can help you gain control of the negotiation and give you a bargaining advantage too. Why make the first move in a negotiation? Why make the first move in a negotiation?

Negotiation 130

Negotiation Key Account Management Account Management Decision-making 130

The Chapman Group

AUGUST 23, 2020

It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. Some organizations have also chosen the terms GAM (Global Account Manager), and CAM (Corporate Account Manager).

Account Management 78

Account Management Management Value Proposition Account Planning 78

Account Manager Tips

OCTOBER 21, 2021

They don't need anything As a key account manager, if you've done your job right, there's no reason for them to keep in touch. I once had a client who told me my category was 5% of their spend, so they only wanted to spend 5% of their time managing it. And if they don't, at least you know where things stand. The more you know.

Key Account Management 246

Key Account Management Client Relationships Negotiation Suppliers 246

Hubspot Sales

NOVEMBER 7, 2023

A successful negotiation is like a tango. And nothing ruins a productive negotiation like one of the participants using one of the 14 phrases listed below. 14 Phrases That'll Instantly Sabotage Your Negotiation 1. The focus must always be on the buyer — yes, even during the negotiation. I’ll be honest.”

Negotiation 105

Negotiation Software Software Prioritization 105

Brooks Group

OCTOBER 14, 2024

To use this approach effectively, sales professionals must be able to ask open-ended questions , listen actively, problem-solve, negotiate, and focus on value rather than price. Strategic Account Planning Teach methods for analyzing and growing key accounts. Develop skills for creating long-term account management strategies.

Emotional Intelligence 84

Emotional Intelligence Negotiation Sales Training Construction 84

Engage Selling

JUNE 8, 2018

I was running your sales team and there had to be one thing that I would insist on, it would be this non-negotiable, mandatory behavior from all salespeople. ??????????????????If All salespeople should be required to have four or more active relationships inside … Read More »

Negotiation 55

Negotiation Account Management Management Sales 55

Brooks Group

APRIL 22, 2025

Develop Account Management Expertise Existing customers represent your safest revenue stream during a downturn. Implement strategic account management processes that help identify expansion opportunities and protect against competitive threats. Enhance Negotiation Skills Economic pressure often leads to discounting.

Shareholders 52

Shareholders Negotiation Sales Training Sales 52

Arpedio

DECEMBER 15, 2023

Account management is a crucial component of any successful business. But what is account management exactly? At its core, account management is all about ensuring customer satisfaction and driving business growth through effective client management.

Account Management 52

Account Management Management Client Relationships Negotiation 52

Hubspot Sales

AUGUST 17, 2020

Essentially, account development is the go-to organization for managing the sales process and determining the revenue-generating potential of customer accounts. While some companies have entire teams devoted to account development, it is also common to have one individual in charge of the customer engagement strategy.

Account Development 127

Account Development Management Advertising Profitability 127

Arpedio

JANUARY 25, 2023

Successful Strategic Account Management ← Back to blog There’s no doubt about it: Strategic Account Management is the key to success in today's competitive market. But you need the right tools and processes to unlock the power of Strategic Account Management before you can watch your business soar.

Account Management 52

Account Management Management Account Planning Co-Creation 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

DemandFarm

DECEMBER 27, 2024

Behind every high-performing sales team is a manager who doesnt just oversee but inspires, strategizes, and drives impactful results. Sales management today demands more than ever beforeits a delicate balance of leadership, technology, and insight. What sets exceptional sales managers apart?

Sales Management 40

Sales Management Management Decision-making Negotiation 40

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

Arpedio

JANUARY 3, 2024

In the intricate world of business operations , the distinction between roles in sales and client management is pivotal. Specifically, sales positions such as Account Executive and Account Manager are critical in driving a business’s success. Who is an Account Executive? Who is an Account Manager?

Account Management 52

Account Management Management Acquisition Account Growth 52

Account Manager Tips

NOVEMBER 9, 2020

Is there anything worse a key account manager has to do than tell clients about a price increase? Define the context, your communication strategy, negotiation tactics and contingency plans in the event of an escalation. Will you negotiate? Let me speak to your manager. Manage your feelings. Now what? .

Negotiation 130

Negotiation Account Management Key Account Management Communication 130

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

Arpedio

MARCH 6, 2024

Account management serves as the backbone of successful businesses, playing a pivotal role in fostering lasting relationships with clients or customers. At its core, account management involves the strategic oversight and nurturing of client accounts, aiming to maximize their value and satisfaction.

Account Management 52

Account Management Management Prioritization Client Relationships 52

Arpedio

FEBRUARY 14, 2024

Two such important functions that often go hand in hand are account management and sales. Understanding the nuances between account management and sales can help businesses optimize their strategies and ensure long-term client relationships. Two such crucial roles are account management and sales.

Account Management 52

Account Management Management Sales Client Relationships 52

Arpedio

OCTOBER 17, 2023

How to build a winning account management team Account Management Software ← Back to blog A winning account management team can be your secret weapon to supercharge your company’s growth and customer satisfaction. But how do you assemble, nurture, and lead a high-performing account management team?

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

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

Hubspot Sales

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape.

Account Planning 142

Account Planning Co-Creation Account Management Negotiation 142

Account Manager Tips

SEPTEMBER 7, 2022

When clients say "price" they really mean value Steps to stand out from the competition World Letter Writing Day Workshop: How to successfully execute a negotiation strategy In other news Quote of the week. Document all your high potential ideas and share progress to management. Table of Contents. Your goal is to be the preferred.

Value Proposition 130

Value Proposition Key Account Management Negotiation Account Management 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

Janek Performance Group: Account Planning

JULY 21, 2021

We’re revisiting the topic of Strategic Account Management (SAM) today. In this edition, we’ll be looking at the inverse – the mistakes that will cause your strategic account management efforts to fail. Patience is more than virtue when you’re an account manager – it’s a necessity.

Account Management 52

Account Management Management Negotiation Account Planning 52

Account Manager Tips

JUNE 29, 2021

Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop. You'll need to understand the decision-making process, the competitive landscape, develop solutions, pricing, negotiation tactics and lots more. Include your management team in recovery plans.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

DemandFarm

MARCH 31, 2023

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. Challenges in Shifting to Digital Key Account Management Shifting to Digital Key Account Management also comes with its fair share of challenges.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Brooks Group

SEPTEMBER 7, 2023

The hiring manager said, “As soon as you get the orders, we can negotiate what type of development team you’ll have supporting you.” The same is true for implementing a new strategic account management plan. Do you need to restructure your business so you can allocate an account manager to oversee the ongoing business?

Account Management 52

Account Management Management Account Planning Sales 52

Red Star Kim

DECEMBER 12, 2023

In early December (and despite the train strike), we gathered at the offices of London | Simmons & Simmons (simmons-simmons.com) for a workshop on “Future Marketing and Business Development Manager”. Future Marketing and Business Development Manager: Connections, Collaboration, Context, Creativity, Cause and Continuous learning.

Marketing 130

Marketing Emotional Intelligence Management Leadership 130

Account Manager Tips

AUGUST 31, 2022

When clients say "price" they really mean value How to differentiate through value Steps to stand out from the competition World Letter Writing Day Workshop: How to successfully execute a negotiation strategy In other news Quote of the week. Document all your high potential ideas and share progress to management. Learn more.

Value Proposition 130

Value Proposition Negotiation Key Account Management B2B 130

Red Star Kim

NOVEMBER 1, 2023

Data – CRM (Client Relationship Management) and CDP (Client Data Platforms) are often lacking. Processes and skills for managing opportunities and pipelines can be lacking. Time and capacity – Many fee-earners are stretched and compelled to manage large amounts of client work under heavy time pressures.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Mike Kunkle

FEBRUARY 5, 2023

Total Quality Management (TQM), Business Process Management (BPM), Six Sigma, and Lead Sigma are powerful methods for this sort of work. The seller side can actually align to the larger customer lifecycle with the “sales process” or Opportunity Management aligning with the buying process or purchase pursuit.

B2B 231

B2B Sales Decision-making Negotiation 231