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Account Planning Key Account Management Organization 
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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Account Manager Tips
MAY 25, 2021
Definition of key account management. If you're not sure what key account management is, don't worry, you're not alone. Before we get to that, let me explain how key account management became a business strategy. Key account managers kept them. Burnett, K.
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.
Strategic Account Management Association
AUGUST 6, 2021
A new central commercial organization was born. To ensure the inclusion of external insights to shape and direct the new commercial organization, we partnered with SAMA for thought leadership on Strategic Account Management (SAM), as well as with Rain Group for continuous education of our sales teams.
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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. How to identify key accounts.
DemandFarm
NOVEMBER 22, 2024
Do you know how the top key account managers (KAMs) become the top KAMs? They don’t just respond to an account’s needs—they anticipate them, creating proactive strategies that build trust and deepen relationships. Getting there requires more than assuming the role.
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. Are they on the chopping block too? That’s not all.
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.
Account Manager Tips
OCTOBER 11, 2021
15 Reasons Why You Might be a Bad Account Manager Bad key account managers fail to build business relationships and achieve results. Here are fifteen signs you might be a bad key account manager and how to turn yourself into a good one. Has no plan Which clients need an account plan?
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?
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. Warwick: I love that.
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.
ProlifIQ
APRIL 8, 2021
Create a systematic plan to go after major accounts without dragging out sales cycles and inaccurately forecasting your quarterly pipeline. . Here, we’ll talk about how an account planning strategy can help you shorten your selling cycle and close major deals even faster than before. How do you do this?
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?
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.
DemandFarm
SEPTEMBER 24, 2024
Key Account Management Maturity Framework In today’s competitive landscape, focusing solely on acquiring new business often leads to missed opportunities within existing key accounts. In fact, key account management (KAM) can drive significant growth—improving deal closure rates by up to 25%.
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.
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. This provides structure to your organization’s interactions. They are no longer efficient and just don’t cut it anymore.
DemandFarm
APRIL 21, 2023
Large organizations rely on technology to streamline their processes and improve their efficiency – and are constantly looking for tools that can help them in this regard. With digital key account management tools , sales teams can offer numerous advantages over traditional methods, including increased security, convenience, and visibility.
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. Try ARPEDIO's Account-Based Selling Platform!
Arpedio
JANUARY 30, 2024
Evolving Key Account Management: Perstorp's Journey with ARPEDIO Download full case study About Perstorp With a 140-year legacy, Perstorp stands as a pioneer in organic chemistry, shaping industries from mobile tech to animal nutrition, driven by sustainable solutions. Enhance forecast accuracy.
DemandFarm
JANUARY 12, 2025
Key Account Management (KAM) thrives on strong relationships, and there is no denying that. But it also demands precise account planning, strategic execution, data-driven decision-making, and seamless cross-functional collaboration. How RevOps Helps in Key Account Management?
Arpedio
SEPTEMBER 25, 2023
Key account management vs. traditional sales ← Back to blog The game of sales and customer relations has changed – staying competitive is no longer just about making the sale; it’s about nurturing valuable, long-lasting relationships with your top-tier clients. Table of Contents What is Key Account Management?
ProlifIQ
FEBRUARY 27, 2023
This is typically done through something called key account management. What is Key Account Management (KAM)? Key Account Management is a strategic approach to managing a company’s relationships with its most valuable customers.
PandaDoc
APRIL 21, 2023
Key accounts are the 20% of accounts that generate 80% of your company revenue. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Let’s examine what strategic account management is and the best ways to approach it.
DemandFarm
APRIL 11, 2023
Digital Key Account Management is the process of managing and growing a company’s most important customers using digital tools and technologies. It is essential for Sales Enablement , as it enables businesses to manage their key accounts more efficiently and effectively.
ProlifIQ
APRIL 5, 2023
Account Planning Best Practices Sales account planning is a critical aspect of any business that seeks to manage its customers effectively and generate more revenue. An action plan that outlines the sales account planning process is crucial for any company that wants to succeed.
DemandFarm
APRIL 4, 2023
In case that person leaves your accounts, the amount they were bringing into the organization is automatically at risk. In such a situation, it is important to give visibility to the organizations that relationships are important. Why should you adopt Digital Key Account Management?
DemandFarm
MARCH 15, 2024
After guiding 100s of organizations through their Key Account management tool buying journeys, we’ve compiled the insights and perspectives into a comprehensive buyer’s guide for KAM tools.
Upland
APRIL 20, 2023
Sellers can take these lessons and use them to land new, key accounts, but also grow revenue in all accounts. Through a combination of best practices, relationship mapping, and account planning, sellers and account managers can retain their status as trusted advisors, and keep the howling, lone wolves at bay.
Account Manager Tips
JUNE 29, 2021
Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop.
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ProlifIQ
JUNE 29, 2020
Financial services and account planning go together like peanut butter and jelly, like bacon and eggs, or like a burger and fries. Here are 8 reasons financial services companies need account planning. . Financial Services Relies on Relationship Management. Stay Organized. Org Charts. Identify Opportunities.
ProlifIQ
JUNE 29, 2020
Financial services and account planning go together like peanut butter and jelly, like bacon and eggs, or like a burger and fries. Here are 8 reasons financial services companies need account planning. . Financial Services Relies on Relationship Management. Stay Organized. Org Charts. Identify Opportunities.
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. Emerging Trends in Customer Success Management Several trends are reshaping how customer success management is viewed.
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
DECEMBER 27, 2024
DemandFarm DemandFarm is purpose-built for key account managers, particularly for those who manage complex account-based sales processes. Relationship Mapping Visualize stakeholder connections and influence within an organization. This helps KAMs see who is connected with whom within the organization.
Account Manager Tips
NOVEMBER 16, 2022
Too many clients, not enough time Key account managers have a lot of clients. Share the load You don't have to be the only one in your organization communicating with key stakeholders. Use project management tools These platforms are perfect to collaborate asynchronously. Keep track of special occasions 12.
ProlifIQ
APRIL 8, 2021
Create a systematic plan to go after major accounts without dragging out sales cycles and inaccurately forecasting your quarterly pipeline. . Here, we’ll talk about how an account planning strategy can help you shorten your selling cycle and close major deals even faster than before. How do you do this?
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
AUGUST 3, 2022
When to give up Forms of communication (from most to least effective) Favourite book on follow up In other news Have your say on the future of key account management Quote of the week. Learn more about the world's most amazing community of key account managers.
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. Think about your own company: how is your marketing integrated with your strategic account planning and work?
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Revegy
OCTOBER 16, 2018
While CRMs can serve as the global warehouse for customer data, they were not purpose built for KAM and they alone do not provide the actionable intelligence required to drive key accounts growth. Why CRMs Alone are not Adequate for Key Account Management. Here’s why. .
Account Manager Tips
JULY 6, 2022
And to stay on track, you need account planning and coordination processes in place. Bring the wider organization into your value co-creation mission. I use Hyper Island all the time to improve engagement, interactivity and creative thinking especially in client business reviews and account planning sessions. +
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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. Gartner research has shown that account-based upsell campaigns have increased Lifetime Value by 150%.
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