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.

Key Account Management 52

Key Account Management Account Management Management Procurement 52

DemandFarm

OCTOBER 23, 2024

This process involves multiple product demonstrations, engaging with IT, procurement, and finance stakeholders, and significant customization to meet the client’s needs. Actionable Insights for Key Account Managers Focus on Strategic Alignment: Align your sales strategy with the enterprise’s long-term goals and initiatives.

Key Account Management 40

Key Account Management Account Management Management Procurement 40

Strategic Account Management Association

OCTOBER 26, 2021

The idea of executive engagement implies an accountable and engaged member of the account team, rather than a distant back-room player. Strategic account management is a team sport and requires cross-functional, multi-tiered vertical level engagement and strong accountability.

Account Management 520

Account Management Co-Creation Leadership Decision-making 520

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.

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

Account Management Skills

MAY 22, 2023

In this episode, I chat to Mike Lander, CEO of Piscari, a former procurement director who now assists sales teams in negotiating with procurement departments. We also dive into a five-step framework to help you negotiate more effectively and shed light on some questionable tactics employed by less experienced procurement professionals.

Procurement 52

Procurement Negotiation Supply Chain Insurance 52

Account Management Skills

MARCH 31, 2023

b) In an article entitled “The future of AI in client-agency relationships” in Marketing Procurement IQ ” it encourages brands to ask their agencies questions about AI. It says “brand advertisers should ask the following questions to their agencies”: Are you currently using AI or planning to do so?

Account Management 52

Account Management Procurement e-Learning Management 52

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. A detailed list of all the activities you need to do to get settled into your new account management role, grouped into 30 day periods. Are you moving to account management from a different profession?

Account Management 130

Account Management Management Key Account Management Stakeholders 130

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

Account Management Skills

JANUARY 25, 2022

I spoke to Jessica Bowler and Iris Gatzweiler , two senior procurement clients who shared some insights into the pitching process. Don’t forget to go back to Episode 9 , where Jessica and Iris talked about how to approach and develop relationships with procurement. Welcome to Episode 54. So welcome Iris and Jess. Wonderful, Jess.

Procurement 52

Procurement Suppliers Stakeholders Decision-making 52

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.

Account Management 98

Account Management Management Account Planning Co-Creation 98

The SAMA Podcast

SEPTEMBER 3, 2022

The global COVID pandemic and subsequent supply chain issues have dramatically changed how SAMs (Strategic Account Managers) do their jobs. However, these same forces affected Procurement/Purchasing professionals too, which begs the question: How have procurements’ lives changed?

Supply Chain 80

Supply Chain Procurement Account Management Management 80

Red Star Kim

SEPTEMBER 8, 2023

Differential pricing is rarely discussed in professional services although it is often implicit in key account management. Although developments in technology to analyse large data sets of past project costs has led to some firms taking a more sophisticated approach to estimating, predictive pricing and risk and project management.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Account Management Skills

APRIL 20, 2021

This is the top 10 tips to be successful in agency account management. And she said, good account management makes everything run smoothly. But great account management is what transforms the relationship from a client supplier to one of a real partnership. Tina has 25 years working in marketing procurement.

Account Management 52

Account Management Management Decision-making Procurement 52

Account Management Skills

NOVEMBER 8, 2023

We discuss: why David describes the relationship between the agency, the client and the client’s procurement department as the triangle of doom. So if all of this sounds interesting, then please visit the homepage where you can book a call, have a chat with me and see if this might be a good fit for you or a member of your team.

Procurement 52

Procurement Account Growth Account Management Advertising 52

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. Interested in seeing a Key Account Management solution to help you retain and grow key customers?

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

Account Manager Tips

NOVEMBER 16, 2022

Too many clients, not enough time Key account managers have a lot of clients. From procurement, to executives, to end users and everything in between. Too many key account managers arrange their quarterly reviews as they go. The world's most amazing community of key account manager. The KAM Club.

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

Account Management Skills

JANUARY 29, 2024

The account manager’s job is to keep and grow client relationships. What holds account managers back from growing accounts? I’ll be talking more about pricing with Alfie Wenegieme FCCA , Managing Partner at Cactus on the next podcast episode “Creative Agency Account Manager”

Account Management 40

Account Management Profitability Account Growth Procurement 40

Flevy

JUNE 12, 2024

Raw material sourcing ensures the procurement of high-quality inputs, while product development focuses on creating products that meet consumer needs. Procurement secures essential materials and services, while technology development drives innovation.

Supply Chain 52

Supply Chain Food and Beverage Procurement Manufacturing 52

MTD Sales Training

MAY 3, 2020

You’ll be asked to pitch for work as part of a procurement process but any work that you’ve done or any relationship that you have with them counts for nothing as far as this is concerned. We cover a lot of material on how to be a trusted advisor within our Online Sales Training and our Key Account Management Training courses.

Suppliers 140

Suppliers Procurement Key Account Management Sales Training 140

Account Management Skills

APRIL 4, 2024

You can listen to the episode here.

Procurement 52

Procurement Account Management Management Leadership 52

Clarity Engagement Solutions

NOVEMBER 9, 2020

A survey conducted by Cegedim revealed that Key Account Management (KAM) was the technique that procured the best results for market access strategies. To combat the challenges of the current economic climate the survey revealed that 76% of respondents would implement KAM strategies.

Marketing 91

Marketing Healthcare Stakeholders Value Proposition 91

Clarity Engagement Solutions

NOVEMBER 9, 2020

A survey conducted by Cegedim revealed that Key Account Management (KAM) was the technique that procured the best results for market access strategies. To combat the challenges of the current economic climate the survey revealed that 76% of respondents would implement KAM strategies.

Marketing 91

Marketing Healthcare Stakeholders Value Proposition 91

Cosawi

DECEMBER 2, 2024

This model being based on account teams, where both the customer and the pharma put teams together to resolve issues and co-create solutions that have the most impact for the healthcare, the patient population and at a more strategic level.

Healthcare 52

Healthcare Innovation Procurement Decision-making 52

Account Management Skills

JUNE 8, 2021

One of the things that account managers who come on my Account Accelerator programme tell me is that they have a barrier to growing existing business, because they don’t feel like they’re talking to the decision maker. The second one is to decide whether you have a good relationship with the procurement department.

Procurement 40

Procurement Decision-making Account Management Investors 40

Red Star Kim

FEBRUARY 8, 2024

Our target markets span large and small businesses; private, public sector and not for profit sectors; centralised and decentralised buying processes; procurement and user-led purchasing behaviour. Similarly, a Key Account Management (KAM) or Account Based Marketing (ABM) approach may help.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Arpedio

OCTOBER 14, 2021

Scope 1, 2, 3 are what you own, what you operate, what you control and what energy is procured in order to power your operation. We are confident that Arpedio can benefit your work with complex B2B Sales and Strategic Account Management. Start free trial. Contact us. Stay ahead. Sign me up! Explore the opportunities?.

Procurement 52

Procurement B2B Account Management Innovation 52

Openview

MAY 29, 2019

Reliable uptime, disaster recovery (DR) and business continuity (BC) are crucial aspects of relationship management with enterprise customers, who tend to view a lot of their software as “critical” and will want to know you have a reliable uptime track record and the systems in place for disaster recovery and business continuity.

Procurement 93

Procurement Decision-making Account Management Meetings 93

Flevy

JUNE 23, 2024

Support Activities: Procurement: Sourcing materials and components for device production. Finance and Accounting: Managing financial resources and investments. Public and Stakeholder Relations: Managing relationships with stakeholders and the public.

Healthcare 52

Healthcare Manufacturing Artificial Intelligence Innovation 52

Flevy

JUNE 14, 2024

Procurement secures essential materials and services, while technology development drives continuous innovation. Human resource management ensures a skilled workforce, and firm infrastructure supports overall operations. Support activities provide the necessary infrastructure and resources.

Digitalization 52

Digitalization Healthcare Artificial Intelligence Manufacturing 52

Arpedio

MAY 31, 2024

A learning environment that’s anything but conventional ARPEDIO was right in the middle of it all, surrounded by Strategic Account Management (SAM) professionals who shared our drive for success and eagerness to push boundaries and exchange game-changing ideas about the future of SAM.

Leadership 52

Leadership Account Management Facilitation Innovation 52

Account Management Skills

JANUARY 11, 2022

And because we’re not tracking that, so what that means is our ability to negotiate is just reduced and procurement just kind of played with us. I remember reading, I think he was a procurement director, global procurement Director at P&G. But your right procurement will say yes, how many FTEs? Chris 15:22.

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 52

Flevy

JUNE 9, 2024

Procurement secures essential resources, while technology development drives innovation. Human resource management ensures the availability of skilled personnel, and firm infrastructure supports overall operations. Support activities are equally crucial.

Manufacturing 52

Manufacturing Innovation Healthcare Procurement 52

Flevy

JUNE 18, 2024

Procurement secures essential medical supplies and equipment, while technology development drives innovation in medical technologies. Human resource management ensures a skilled workforce, and firm infrastructure supports overall operations. Support activities provide the necessary infrastructure and resources.

Healthcare 52

Healthcare Artificial Intelligence Cybersecurity Innovation 52

Revegy

JANUARY 18, 2021

Revegy’s Relationship Maps take the blinders off of megadeals, and allow sales teams to do the following: Quickly and easily map contacts from your CRM and visually connect the dots – from coaches and stakeholders to decision-makers and procurement, organizational charts are easily built with drag and drop functionality.

CRM 119

CRM Procurement Stakeholders Facilitation 119

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. Your client's procurement team is involved 3 to 6 months before the end of the contract. The key account manager must scream and shout to keep their renewals in focus.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Brooks Group

SEPTEMBER 8, 2022

It’s incumbent on the buyer to understand what’s important to procurement. T he way we believe you get there is to have team selling enabled with good technology so that if a potential client reaches the account manager or project manager as opposed to the salesperson, they still know what’s going on inside of that account.

Procurement 52

Procurement Sales Decision-making Sales Training 52

Flevy

OCTOBER 24, 2024

A robust value chain not only ensures operational efficiency but also drives customer loyalty and enhances risk management.

Banking 52

Banking Retail Acquisition Value Proposition 52