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. This is the base of the pyramid. Strategies, goals, challenges. sellingtoexecutives.com.

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

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.

Key Account Management 143

Key Account Management Account Management Management Account Strategy 143

SBI Growth

NOVEMBER 13, 2012

With a premium placed on customer acquisition cloud computing organizations have put account management on the back burner. Before it gets too late implement an Account Management process to reduce customer churn, increases customer lifetime value, generate leads for expansion and proactively identify account risk.

Account Management 123

Account Management Management Value Proposition Onboarding 123

Miller Heiman Group

APRIL 2, 2019

For accounts you’ve lost, you can conduct a similar internal review, based on information from your key relationships inside the customer’s organization. Take the time to analyze all the key factors in an account, including: Key players. Your value proposition. Make Sure Your Value Proposition Is Mutually Beneficial.

Account Management 110

Account Management Value Proposition Management Suppliers 110

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.

Key Account Management 130

Key Account Management Account Management Management Media 130

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?

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

DemandFarm

OCTOBER 23, 2024

Closing high-value agreements exceeding $250,000 typically requires at least six months of strategic planning and execution. 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.

Key Account Management 40

Key Account Management Account Management Management Procurement 40

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

Arpedio

OCTOBER 11, 2021

Key Account Manager or Strategic Ecosystem Leader? Key Account Manager or Strategic Ecosystem Leader? ? On September 15th, more than eighty Key Account Managers (KAM) assembled in Copenhagen and online for a hybrid event. Basic alignment on value drives priority, success, and a long-term partnership.

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

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

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.

Account Management 80

Account Management Management Value Proposition CRM 80

Account Manager Tips

NOVEMBER 19, 2022

The Value Proposition. Reveal the value proposition In other words – the hook. Share your vision for the future and package up everything you've learned into a few sentences that defines your irresistible value. It's a simple framework to help create your value proposition. The Measurement.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

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

Miller Heiman Group

FEBRUARY 13, 2019

Losing a strategic account represents a monumental loss and you may find yourself banging your head against a wall, asking where you went wrong or if you missed early warning signs. Meanwhile, your leadership expects you to initiate a top-to-bottom review of your strategic account management plan. What to Do Instead.

Account Management 69

Account Management Value Proposition Marketing Management 69

Account Manager Tips

SEPTEMBER 7, 2022

A single value proposition can’t appeal to all your clients. A differentiated value proposition is the first step of transforming ideas into results. Adapted from: Maximizing Value Propositions to Increase Project Success Rates Remember: you don’t have to be the best. What does your client want to achieve?

Value Proposition 130

Value Proposition Key Account Management Negotiation Account Management 130

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

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. A differentiated value proposition is the first step of transforming ideas into results.

Value Proposition 130

Value Proposition Negotiation Key Account Management B2B 130

ProlifIQ

DECEMBER 18, 2024

By leveraging AI, you can provide all stakeholders with a consistently excellent product, regardless of the individual account executive’s commitment or diligence. By staying ahead of these signals, account managers can proactively address concerns and strengthen the relationship.

Account Planning 52

Account Planning Management Value Proposition Account Management 52

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.

Account Management 148

Account Management Value Proposition Suppliers Meetings 148

Red Star Kim

FEBRUARY 8, 2024

And to evaluate the relative attractiveness of different segments Malcolm McDonald on value propositions – How to develop them (kimtasso.com) In professional service firm (PSF) marketing there is the challenge that we often span both B2B and B2C markets , across multiple sectors and for sometimes hundreds of service lines in different territories.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 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

Brooks Group

OCTOBER 14, 2024

Strategic Account Planning Teach methods for analyzing and growing key accounts. Develop skills for creating long-term account management strategies. Value Articulation Craft compelling value propositions tailored to each customer. Teach empathy and how to handle difficult conversations.

Emotional Intelligence 70

Emotional Intelligence Negotiation Sales Training Construction 70

Red Star Kim

NOVEMBER 1, 2023

A challenging role requiring deep insight into potential clients and value propositions as well as a great deal of confidence. Amongst the delegates were business development executives and managers with responsibility for between three and five clients as part of their firm’s Key Client Programme (KCP) or Key Account Management (KAM).

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

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

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

Account Manager Tips

AUGUST 10, 2021

But, for B2B companies, it falls to the sales team or the key account management team to ask. Warwick Brown // Account Manager Tips. Would you be open to setting aside some time so I can explain our value proposition? A step-by-step guide to client engagementKey Account Managers aren't short of people.

Decision-making 240

Decision-making Account Management Value Proposition Brainstorming 240

Red Star Kim

SEPTEMBER 8, 2023

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

Account Manager Tips

NOVEMBER 19, 2022

Introduce your value proposition and start with your conclusion. Introduce your value proposition and start with your conclusion. Executive level presentation framework in 22 minutes Introduction (2 minutes). Keep it simple - who you are and why you're there. The hook (2 minutes). In other words, put the last slide first.

Value Proposition 246

Value Proposition Decision-making Shareholders Government 246

Arpedio

AUGUST 22, 2023

Key account management best practices ← Back to blog In today’s competitive landscape, effectively managing key accounts is not just a strategy: It’s a necessity. Now, let’s dive into the best practices of key account management. Ready to increase customer lifetime value?

Key Account Management 52

Key Account Management Account Management Management Onboarding 52

Arpedio

JANUARY 9, 2024

Elevating Account Management Through Metrics and KPIs Explore ARPEDIO's Account Management Software ← Back to blog As companies strive to build lasting relationships with their clients, the need for effective Account Management strategies and tools becomes paramount.

Account Management 52

Account Management Management Client Relationships Account Planning 52

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

Red Star Kim

OCTOBER 24, 2022

One delegate was struck by my fun use of dinosaurs in portfolio management. On a more serious note, we considered the advice of Malcolm McDonald on categorising clients from his book Malcolm McDonald on value propositions – How to develop them (kimtasso.com). Key Account Management (KAM) programme (kimtasso.com).

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Cosawi

JANUARY 24, 2025

Customer-Led and Team-Enabled Marketing In the evolving landscape of Key Account Management (KAM), Account-Based Marketing (ABM) has emerged as a cornerstone for driving customer-centric innovation. By Dominique Ct CEO & Founder Cosawi Why isnt Marketing in the KAM/ SAM journey ?

Co-Creation 40

Co-Creation Marketing Key Account Management Value Proposition 40

Account Manager Tips

MAY 1, 2021

As a key account manager, you not only need to keep your clients, you need to keep them profitable. Sales and key account management Too often, key account managers retreat from sales-focused conversations because it feels manipulative. All the things key account managers work hard to avoid.

Negotiation 130

Negotiation Key Account Management Suppliers Value Proposition 130

Account Manager Tips

SEPTEMBER 15, 2022

Why key account managers need a personal brand Why I started to build my personal brand Step 1: Figure out your personal brand Step 2: Create a personal branding plan Step 3: Become a student of personal branding Join the Personal Branding Playbook In other news Quote of the week. Account Director, Key Strategic Accounts, Refinity.

Key Account Management 130

Key Account Management Account Management Media Publishing 130

Flevy

OCTOBER 24, 2024

As customers shift toward digital banking and self-service channels, traditional banks are forced to rethink their value proposition. In a highly competitive market, banks must balance customer expectations with regulatory requirements and risk management, all while ensuring profitability.

Banking 52

Banking Retail Acquisition Value Proposition 52

Hubspot Sales

FEBRUARY 7, 2018

For instance, someone who loves to get to know their customers and help them achieve their goals over an extended period would likely be best in account management. Account Executive (AE). Account Manager. Sales Manager. Account Manager. Regional Sales Manager. Outside Salesperson.

Account Management 145

Account Management Sales Interpersonal Skills Sales Management 145