Strategic Account Management Association

SEPTEMBER 13, 2021

The pandemic has presented an opportunity to reflect on what matters most in our personal and professional lives. A shared success plan is one of the most important tools in the strategic account management toolbox. Putting strategic account managers out on the line to figure it out on their own is a recipe for disaster.

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Strategic Account Management Association

APRIL 5, 2021

the committee responsible for overseeing purchasing decisions), I met thousands of salespeople and strategic account managers through the years, and I would say that no more than 3 percent or so had bothered going through my company’s 10-K. Present yourself as the solution! Excellent question! Here are my personal guidelines.

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Account Manager Tips

JUNE 23, 2020

Phil is an account management and sales professional professional with a wealth of experience and wisdom he's distilled into The Tenets of Account Management. These guiding principles have served Phil well and I know they will help you find success as a key account manager. The Tenets of Account Management.

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DemandFarm

OCTOBER 15, 2024

So is AI expected to eat up your Key Account Manager’s jobs as well? It depends on your Key Account Management (KAM) maturity level, your approach to your KAM program, your goals, and how you want to roll with the AI punches. The dreaded side instils fear that it will usurp the role of the Key Account Manager.

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Hubspot Sales

MARCH 18, 2019

The answer: Key account management. In this comprehensive guide to key account management, you'll learn: The definition of key account management. How to know whether your company needs a key account management strategy. The difference between key account management and selling.

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Strategic Account Management Association

AUGUST 24, 2021

This blog post is based on a keynote presentation from the 2021 SAMA Annual Conference. From all this, we stress tested long-held views about strategic account management. The post The Future of SAM – Revisited appeared first on Strategic Account Management Association blog. The future is now.

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DemandFarm

NOVEMBER 7, 2024

Your work as a key account manager is similar to undertaking a long journey. There is more coming your way as we ride down the road that connects Zen and the Art of Motorcycle Maintenance and Key Account Management. Isn’t that true about prudent account management as well? Hop in for a short ride.

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Account Manager Tips

NOVEMBER 29, 2022

What are your options when you're a key account manager and ready for your next move? Life after key account management How to prepare for your next career move 1. Life after key account management What are your options when you're a key account manager and ready for your next move?

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Account Manager Tips

JULY 28, 2020

How does your account management team keep up with the challenges and opportunities presented by growth? And how do you define account management objectives that deliver results? I'm excited to share my conversation with Calin Muresan , Existing Business Manager at Netguru. 07:27 Example of aligned KPIs.

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Account Manager Tips

JULY 27, 2020

Which means as an account manager, you’ve got to rely on instincts (and maybe a little prayer). You can’t run an account management team like that, let alone a business. I’m excited to share my conversation with Calin Muresan , Existing Business Manager, at Netguru. 03:34 The best thing about account management.

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Account Management Business Growth Management Account Planning 130

Sales Gravy

NOVEMBER 20, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. You'll learn why a focused and intentional account management strategy is essential for net revenue retention and account expansion.

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Account Management Management Client Relationships Business Growth 111

Red Star Kim

JUNE 15, 2023

Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum. Key Account Management (KAM) – Research companies Larger firms may have access to research and knowledge specialists. How should firms identify their strategic accounts? Why do law firms needs SAM?

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Account Manager Tips

SEPTEMBER 7, 2022

More and more companies expect their key account managers to be thought leaders. Why key account managers need a personal brand I've been collecting job descriptions for years. I was a little startled to find key account managers are now expected to be thought leaders. Here's how. Table of Contents.

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Account Manager Tips

JULY 9, 2020

Your first 90 days in a new job as an account manager are the most challenging.and with the most at stake. Create two versions: 30 60 90 day plan presentation. Present your plan over three slides - one for each month. Sample slides from the 90 Day Plan Presentation available in The KAM CLUB. People will judge you.

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Account Manager Tips

OCTOBER 13, 2020

Is your business and your key account management team growing fast? Do you feel like you're always playing catch-up and never have time for important projects, like developing processes that drive business growth or creating career paths for your key account managers? Click to Tweet. Laura: It's never boring.

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Brooks Group

MARCH 27, 2025

To be fully effective, a customer-centric approach must go beyond the sales department to include your customer service, marketing, and account management teams. Your customer service and account management teams are an integral part of the buyer experience. Some companies only give lip service to a customer-first focus.

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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.

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Strategic Account Management Association

JUNE 30, 2021

So when they know that their version is being presented by the SAMs, they’re more bought in because they know that’s their personal message. The post The Challenge of Selling Expertise (Not Product) appeared first on Strategic Account Management Association blog. Register here.

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The Chapman Group

NOVEMBER 19, 2020

The Profile of a Best-in-Class Strategic Account Manager. Definitive Guide to Identifying the Best Candidates to Manage and Lead Strategic Accounts. Many strategic account management (SAM) programs are built upon a successful sales operation and sales team. Get the eBook here.

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Hubspot Sales

SEPTEMBER 26, 2018

Beyond renewals, existing accounts present a great deal of new revenue and partnership opportunities for sales pros who understand their continued role as account manager. In this space, account managers identify and create opportunities by positioning solutions aligned with customer goals, challenges, and initiatives.

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Revegy

JANUARY 5, 2021

SiriusDecisions defines account-based models , or account management, as representations of a strategic approach that align resources against a set of defined accounts and goals in a way that is relevant and valuable to those accounts and to sales/partners. Global Account Management.

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Account Management Global Accounts Management Account Planning 105

SalesPop

MARCH 25, 2021

Sales most definitely have two sides, and this is also true of account management. This is also true of account management. If we didn’t need sales or account management skills, people would simply buy products or services—which they obviously don’t. Bubble-area* advertising was obviously wasteful.

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SalesPop

MAY 21, 2021

Through the articles in this series, we’ve now covered all aspects of account management, and its related features within Pipeliner CRM. Let’s now take an overview of the subject and pull all the pieces together, and see how Pipeliner powerfully supports account management. Account View. Account Matrixes.

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Account Management CRM Management Account Planning 98

Miller Heiman Group

APRIL 2, 2019

Soon after, he brought Miller Heiman Group in to present solutions to his team. If you’re concerned about losing a strategic account or need to reevaluate how your sales process aligns with your customer’s path, let Miller Heiman Group guide you. The seller connected the contact to resources to help further his career.

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Account Management Skills

AUGUST 24, 2021

In this episode, I talk to Alex Raymond from Kapta about everything to do with account management processes. Not project management systems, not CRM systems, but having a dedicated system to guide the agency account management team, when it comes to managing and delve developing existing client relationships.

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Account Management Management Account Planning Co-Creation 98

SalesPop

MAY 7, 2021

One place where project management really comes into account management is bringing a broadly stated goal into realistic terms. They can use account planning and project management to figure out just how realistic that goal is. Numerous parts of project management will be part of this tool.

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SalesPop

APRIL 30, 2021

It has prioritized lead and opportunity management over account management. Guided by both the industry and the CRM solutions they were using, businesses and organizations never really dug into real account management. A vital key to strategic account management is creating value for the customer.

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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. Account Manager Tips · 1. As a key account manager, you get things done through influence, not power. Why this book?

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Account Manager Tips

DECEMBER 28, 2021

Inherit Another Account Manager's Mess? 12 Ways to Clean it Up Now There’s nothing worse than inheriting a mess left behind by another key account manager. But as the new key account manager, you're left to figure out where things went wrong, how to fix them and restore the client's trust. Client Revenue.

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Key Account Management Account Management Decision-making Client Relationships 182

The Chapman Group

NOVEMBER 9, 2020

After 25 years of educating and training sales and account management professionals on what it takes to gain access to the C-Suite, and stay on the top of their mind… I can honestly say that accessing and/or gaining access to these most influential (and powerful) leaders can be boiled down to 3 key considerations. By: Denny Chapman Jr.

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Account Management Value Proposition Suppliers Meetings 148

ProlifIQ

MAY 17, 2024

Core Facets Of Key Account Management In Life Sciences Managing relationships and building strategic plans to grow revenue across complex accounts is a part of day-today life for anybody in sales, marketing, or account management in the Life Sciences space.

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ProlifIQ

MAY 17, 2024

Core Facets Of Key Account Management In Life Sciences Managing relationships and building strategic plans to grow revenue across complex accounts is a part of day-today life for anybody in sales, marketing, or account management in the Life Sciences space.

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Arpedio

MARCH 5, 2024

In the intricate dance of business success, one partner often overlooked is account management. In this digital age where competition is fierce and customer expectations are soaring, the need for robust account management strategies has never been more pronounced.

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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.

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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.

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Key Account Management Account Management Co-Creation Global Accounts 130

DemandFarm

JUNE 22, 2023

ROI of a Key Account Management Software This comprehensive guide equips you with the knowledge and strategies to convincingly demonstrate the value of investing in Key Account Management software to your company’s CFO.

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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.

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