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Account Planning B2B Key Account Management 
Account Manager Tips
MARCH 23, 2021
Why is key account management important? Well, i f you don't have key account management in place, you could leave money on the table, be helpless to competitor threats and put your most valuable clients at risk of defection. Key account management is the secret to grow revenue and customer retention.
Strategic Account Management Association
DECEMBER 3, 2020
As conveners of the largest community in the world dedicated to strategic and key account management, one of SAMA’s foundational purposes is to help our community both adapt to what’s happening right now and prepare for what may happen next. At the 2020 SAMA Annual Conference (held virtually Nov.
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Upland
MAY 18, 2023
Account planning and effective account management strategies are about much, much more than your key accounts. That said, any account manager worth their salt has a strategy for their key accounts. This is why so many attempts at effective account planning go wrong.
DemandFarm
MARCH 31, 2025
For years, Key Account Management (KAM) has been confined within the walls of CRM systemsSalesforce, Microsoft Dynamics, and HubSpot. The logic was straightforward: if customer data already lives inside a CRM, why manage key accounts elsewhere? Key Account Management is not an extension of sales.
KAM With Passion
OCTOBER 7, 2020
The terms Account Management (AM) and Key Account Management (KAM) appear in a lot of business conversations and articles. Elements related to the customer profile and to the competitive position on the account can also be taken into account. Being crystal clear about this will avoid many trouble.
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. October 11, 2021. October 11, 2021. Back to blog. Denise Freier.
ProlifIQ
MAY 7, 2021
In sales, B2B account planning is kind of like plotting a heist, minus the stealing. The same principle applies: the bigger the prize, the more aggressive and daring your plan has to be. Here’s what the data say about B2B account planning and how sales teams can benefit from creating big plans for big companies.
Account Manager Tips
SEPTEMBER 29, 2020
Are you doing key account management the hard way? Effective key account management requires you to increase profits, develop relationships, increase satisfaction, grow revenue, improve retention and reduce conflict. Let's take a look at 7 of my favourite key account management tools.
ProlifIQ
MARCH 30, 2023
Account Planning Template for B2B Sales Teams You can steal the key account plan template we use with customers here. We’ll cover each part including: Business Overview Objectives & goals Relationship Mapping White Space (Expansion) Action Introduction: What is Account Planning?
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?
Account Manager Tips
MARCH 23, 2021
Why large accounts are not key accounts Key accounts are your most valuable customers, and organisations frequently rely on volume to identify them. For many B2B companies, their largest customers represent 30 to 50% of total revenue and margin. Which is why key account management is so important.
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Deep Insight
AUGUST 10, 2020
All interviews were excellent and insightful but some went off in directions that we had not planned at the outset. This blog is about the fundamentals of Key Account Management (KAM) but that was not the topic I had in mind when I interviewed Joe Edwards. Key Account Management. Key Account Plans.
KAM With Passion
NOVEMBER 11, 2020
As a company, business unit or sales leaders, here are a few facts to keep in mind: First, In B2B, on average, 70% of revenue comes from existing customers. For a blog post on the difference between Account Management and Key Account Management, go here. Business Reviews in a Key Account Management context.
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.
ProlifIQ
MAY 7, 2021
In sales, B2B account planning is kind of like plotting a heist, minus the stealing. The same principle applies: the bigger the prize, the more aggressive and daring your plan has to be. Here’s what the data say about B2B account planning and how sales teams can benefit from creating big plans for big companies.
DemandFarm
MARCH 31, 2025
AI-driven analytics can flag accounts that are at risk of churn by analyzing email response rates, recent product usage, and support interactions. Why do you need an AI Account management tool? Top AI-Powered Tools for Account Managers in 2025 1. suggesting relevant case studies based on industry and deal stage).
ProlifIQ
FEBRUARY 27, 2023
It dawned on me the striking simplicity parallel to B2B selling. If you want to run a successful B2B business, it should be focused on acquiring large customers and growing the number of users or products inside those key accounts. This is typically done through something called key account management.
Upland
APRIL 20, 2023
How can effective account management help you defend and grow revenue? As you’ll see, lone wolf selling is quickly losing efficacy in a B2B business world that puts a premium on relationships. Sellers can take these lessons and use them to land new, key accounts, but also grow revenue in all accounts.
DemandFarm
MARCH 31, 2023
The world of B2B selling has transformed dramatically in recent years, as the shift towards digitalization has changed the way businesses interact with one another. 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.
DemandFarm
MAY 22, 2023
Is a key account manager the same as a sales manager? Meet Anna, a diligent Sales Manager at Brilliant Solutions , a thriving software company specializing in cutting-edge automation tools. Her daily tasks revolve around driving sales, managing the sales team, and ensuring sales targets are met.
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. Many B2B buyers prefer to issue RFPs to Re-evaluate scope, specifications and requirements. Be transparent and accountable for purchasing decisions. Include a SWOT analysis in your account plan.
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DemandFarm
APRIL 21, 2023
The quest for the right solution is never-ending in B2B spheres, as organizational needs constantly change and evolve. With digital key account management tools , sales teams can offer numerous advantages over traditional methods, including increased security, convenience, and visibility.
Account Manager Tips
NOVEMBER 22, 2022
One Page Key Account Plan Guide & Template. Say goodbye to complicated account plans that don't work. Grab this free easy-to-follow guide that will have you writing a successful key account plan in no time! The world's most amazing community of key account manager.
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DemandFarm
APRIL 4, 2023
Why should you adopt Digital Key Account Management? What are some of the benefits of adopting digital account planning solutions for your key accounts? How will it be different from the existing account management strategies that you have adopted for your key accounts?
Arpedio
FEBRUARY 20, 2024
What is Key Account Management? Key Account Management (KAM) is a strategic approach to managing and nurturing relationships with a select group of high-value customers or clients, known as key accounts. Book demo The post Key Account Management – What is it?
DemandFarm
MARCH 31, 2025
Managing B2B deals means dealing with buying committees theres rarely a single decision-maker. You can see key players in HubSpot, that can strategize: e.g., identify a VP who needs nurturing or spot a missing contact in finance who could veto my deal. Its a must-have for strategic sales and account planning.
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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. Shockingly, just over 20% of B2B companies consistently measure and act on insights from customer experience.
DemandFarm
DECEMBER 27, 2024
DemandFarm DemandFarm is purpose-built for key account managers, particularly for those who manage complex account-based sales processes. Performance Tracking Monitor account KPIs in real-time, ensuring your efforts are data-driven and aligned with organizational objectives. Why Should You Consider It?
Account Manager Tips
JULY 6, 2022
I stumbled across a research paper on co-creating value in B2B systems and thought it'd make a good topic to chat with you about. You need a long term planning horizon for co-creation. And to stay on track, you need account planning and coordination processes in place. And why does it even matter? You can do this alone.
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DemandFarm
MAY 9, 2024
Why should B2B organizations adopt KAM Technology With recent economic headwinds tightening everyone’s purse strings, driving growth from existing customers is in vogue. As acquisition becomes increasingly expensive, cross-sell and up-sell initiatives are the latest poster child(ren) of B2B revenue growth.
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DemandFarm
DECEMBER 27, 2024
Yet that is what is happening with the majority of B2B sales teams. So, how do you think sales enablement will benefit key account managers? Proper sales enablement tools will enable key account managers to effectively do upsells and cross-sells and share information on the companys happenings and improvements.
ProlifIQ
APRIL 21, 2023
Account Planning Growth Strategy For businesses looking to grow their revenue and achieve their goals, an effective account growth strategy is essential. This strategy involves developing a comprehensive plan to manage and grow the customer accounts that are critical to the business’s success.
ProlifIQ
MARCH 11, 2021
Fortunately, Salesforce and the right key account management platform can make finding and reaching the key stakeholders easier than you think. Here are five strategies top B2B sales teams use to find buying groups, connect with customers, and drive purchasing decisions into deals. ” Why?
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ProlifIQ
MARCH 11, 2021
Fortunately, Salesforce and the right key account management platform can make finding and reaching the key stakeholders easier than you think. Here are five strategies top B2B sales teams use to find buying groups, connect with customers, and drive purchasing decisions into deals. ” Why?
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Revegy
OCTOBER 2, 2019
of sales organizations don’t take advantage of account planning to grow their strategic accounts. Why isn’t everyone successful when it comes to key account management? The 5 Challenges of Growing Key Accounts. 5. Managing Your Tech Stack. Unfortunately, CSO Insights notes that 56.5%
DemandFarm
APRIL 5, 2024
Recent economic headwinds have spurred organizations to rethink key account management (KAM). B2B companies are keen on swapping hit-or-miss approaches with repeatable processes that guarantee retention and growth. Static plans and lack of clarity on how to standardize best practices across their key accounts.
DemandFarm
APRIL 18, 2023
A connected apps ecosystem in key account management involves the integration of your digital key account planning tool with other tools in your sales tech and marketing tech stack. When a lot of tools are used to keep track of your accounts, you will often operate in silos within your ecosystem.
Point N Time
MARCH 13, 2018
[siteorigin_widget class=”SiteOrigin_Widget_Headline_Widget”][/siteorigin_widget] When you break it down there are 5 elements for highly successful B2B marketing campaigns to nurture customers and prospects, regardless of your. The post Five Key Elements for Successful B2B Marketing appeared first on Point N Time.
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ProlifIQ
OCTOBER 4, 2023
Where To Start In the complex world of B2B sales and account management, success hinges on the ability to develop and execute a robust account management strategy. We’ll walk through the key components of building an effective account management strategy that drives revenue, customer retention, and loyalty.
Point N Time
APRIL 4, 2018
Point N Time Software, a Salesforce ISV partner and leader in key account management in the Salesforce.com ecosystem and Leading Edge Coaching, B2B sales growth. The post Strategic Partnership For Managing Complex Key Accounts appeared first on Point N Time.
DemandFarm
JUNE 3, 2024
As turbulent socioeconomic factors continue to put revenue forecasts at risk, B2B organizations are looking inward to strengthen the strongest player in their arsenal – their strategic accounts. Technology is no longer a nice-to-have to boost the performance of your strategic accounts. vs DemandFarm Pricing Pricing model.
DemandFarm
APRIL 8, 2024
If you’re part of a B2B sales team, chances are that ABS as a strategy is on your radar. Account Based Selling (ABS) burst into the spotlight in the mid 2010s and has been steadily gaining traction as the go-to approach among B2B sales organizations. Who wouldn’t want to unlock the full potential of their key accounts?
DemandFarm
MAY 25, 2023
Watch Now: Prasad Varahabhatla (Senior Director, Sales & Data Operations at Philips) shares about Digital transformation within sales function Understanding Key Account Management and Sales Enablement Before understanding the role of a digital mindset, let’s take a look at the fundamentals of key account management and sales enablement.
Arpedio
JUNE 9, 2022
In reality, account-based selling is all about shifting the focus from inward to outward, and thus getting a deeper understanding of the businesses you operate with. We dived a little deeper into best practices on setting sales goals and how to be successful with key account management and account-based selling.
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