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

NOVEMBER 22, 2022

First things first: find out what they want You can't adapt your account strategy until you understand what the new procurement team want. As a supplier, if you want to sell to procurement, you really need to understand things like the buying process, supplier management, supply chains, decision making and more.

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 130

Jermaine Edwards

MAY 18, 2020

There are 10 immutable laws that shape the philosophy, outcomes and actions of high performing businesses, key account managers and customer serving professionals over the long term. It’s knowing this that helps you to make better decisions. Here they are…. What do I mean by this? Don’t wait for this.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Jermaine Edwards

MAY 18, 2020

There are 10 immutable laws that shape the philosophy, outcomes and actions of high performing businesses, key account managers and customer serving professionals over the long-term. It’s knowing this that helps you to make better decisions. Here they are…. What do I mean by this? Don’t wait for this.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Jermaine Edwards

MARCH 17, 2020

This is especially true when it comes to the application of key account management and the elements that shape the success of existing customer management. Core question: How are we making ourselves easy to choose as a partner? What improvements can you make to the experience? SELECTION and ASSESSMENT.

Customer Life Cycle 130

Customer Life Cycle Key Account Management Decision-making Account Management 130

Jermaine Edwards

MAY 6, 2020

What changes are your customers making today that may impact your relationship tomorrow? This is one of a dozen questions every organisation and key account team must ask. The Change Decision. In both scenarios, the two organisations had to make some very important decisions. Let me share two examples.

Manufacturing 130

Manufacturing Key Account Management Decision-making Digitalization 130

DemandFarm

JULY 26, 2023

Quality over Quantity: How Focusing on a Select Few Accounts Can Drive Greater Success in Digital Key Account Management As digital Key Account Management grows in relevance, many organizations find themselves confounded by the question of whether obtaining new customers is more important than retaining existing key clients.

Key Account Management 40

Key Account Management Account Management Digitalization Management 40

Jermaine Edwards

APRIL 3, 2020

This doesn’t mean it will be easy nor will you not have to make tough decisions. It just means the effort and tough decisions will be worthwhile. Selecting the right team and identifying those resources makes a big difference. Two – VUCA Decision Making. Identify the exact problem you need to solve.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

DemandFarm

APRIL 1, 2025

This means that for key account managers and sales teams, this means an org chart tool for Salesforce is no longer a nice-to-have its essential. An organizational chart (org chart) integrated with your CRM helps visualize all the decision-makers, influencers, and gatekeepers in one place.

Key Account Management 52

Key Account Management Account Management Stakeholders Account Planning 52

Jermaine Edwards

JUNE 29, 2020

Now, one of the biggest mistakes that we make is assuming that expectations remain the same throughout the course of our relationship with our customers. This is because we’re always looking to mitigate risk and elevate our ability to inspire confidence and particular decision-making. That is just false.

Communication 130

Communication Decision-making Finance Key Account Management 130

Jermaine Edwards

APRIL 16, 2020

Every person and every organisation is currently seeking to make one or all of these adaptations. To make thoughtful changes quickly without impeding or restricting current operations. For your business, and particularly the view of who you’ll become to your customers, you must look at the actions and decisions you make more carefully.

Computers and Electronics 130

Computers and Electronics Supply Chain Telecommunications Financial Services 130

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. How does sales enablement currently manage this data? How do you keep track of all of this data?

Account Management 52

Account Management Digitalization Management Account Planning 52

ProlifIQ

OCTOBER 4, 2023

This strategy forms the foundation of your approach to managing and developing relationships with your most important accounts. Customer Segmentation One of the first steps in crafting your account strategy is customer segmentation. Make sure you have clear measures for the customer, but also your team!

Account Management 52

Account Management Management Account Planning Key Account Management 52

Arpedio

JANUARY 11, 2023

Let’s break it down: So, account management is the process of providing your customers with the best service, support and show opportunities for improvement. The practice involves managing relationships with customers and clients, and keeping them happy by making sure that their needs are met. What Is an Account Manager?

Account Management 52

Account Management Management Key Account Management B2B 52

ProlifIQ

JUNE 21, 2023

It requires thorough analysis, research, and insights to identify the right accounts and formulate effective account management strategies. By leveraging data, market research, and customer insights, account managers can make informed decisions, identify growth opportunities, and mitigate risks.

Account Management 52

Account Management Management Account Planning Stakeholders 52

DemandFarm

MAY 12, 2023

It provides the tools and knowledge to take Global Account Management to the next level and unlock your business’s full potential. Read Now: 4 Ways To Optimize Your Global Key Account Management Understanding Global Account Management Embarking on the Global Account Management journey may seem a bit daunting at first!

Global Accounts 52

Global Accounts Account Management Management Logistics 52

SBI

OCTOBER 22, 2019

With more decision makers at the table and longer sales cycles, obtainable milestones prevent sales teams from feeling overwhelmed. MARK: You’re handicapped as an organization if you don’t have a way to see what’s going on in your key accounts today and identify the pathways for optimal revenue growth tomorrow.

Account Planning 23

Account Planning Key Account Management Account Management Sales 23

SmartKarrot

MAY 27, 2020

Richardson’s Prosperous Account Strategy Training Program . Account management often has to be customer-centric and Richardson’s Prosperous Account Strategy Program hits the nail on its head. Strengthening customer relationships is an important part of account management for customer success.

Account Management 10

Account Management Management Key Account Management Account Growth 10

KAM With Passion

NOVEMBER 11, 2020

By talking to each other and by making sure that conversations are meaningful to both parties. The evolution of social and economic parameters or business models and the disruption caused by the sanitary crisis do not make them less important. Business Reviews in an Account Management context. On the contrary.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Jermaine Edwards

NOVEMBER 25, 2021

In 2016 I wrote a post on the five foundation steps for stakeholder management success in key account management, that was well received and guided lots of leaders. There’s a reduction in frustration and cost of time due to non-decisions, ghosting and a lack of customer cooperation. Trust goes a long way.

Stakeholders 130

Stakeholders Shareholders Decision-making Key Account Management 130

DemandFarm

FEBRUARY 25, 2025

Woody Allen, Annie Hall Key Account Management has always been built on a foundation of intuition backed by the wisdom from innumerable conversations, and strength of human relationships. Then, we build tools to extend our reach, sharpen our senses, and make the invisible visible. A relationship, I think, is like a shark.

Key Account Management 52

Key Account Management Account Management Management Account Planning 52

DemandFarm

FEBRUARY 26, 2025

Woody Allen, Annie Hall Key Account Management has always been built on a foundation of intuition backed by the wisdom from innumerable conversations, and strength of human relationships. Then, we build tools to extend our reach, sharpen our senses, and make the invisible visible. A relationship, I think, is like a shark.

Key Account Management 52

Key Account Management Account Planning Account Management Procurement 52

DemandFarm

FEBRUARY 26, 2025

Woody Allen, Annie Hall Key Account Management has always been built on a foundation of intuition backed by the wisdom from innumerable conversations, and strength of human relationships. Then, we build tools to extend our reach, sharpen our senses, and make the invisible visible. A relationship, I think, is like a shark.

Key Account Management 52

Key Account Management Account Planning Account Management Procurement 52