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

PandaDoc

APRIL 21, 2023

Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value. Let’s examine what strategic account management is and the best ways to approach it.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

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

Revegy

NOVEMBER 18, 2024

Trends in AI, account strategy, and collaboration are becoming central to successful sales operations, helping businesses not only grow but build long-term value for their clients. As companies focus more on scalable revenue growth, the revenue enablement field is evolving rapidly.

Account Strategy 52

Account Strategy Sales Account Planning Account Management 52

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. Nostalgia for traditional ways of working Some key account managers have built careers on relationship-focused sales models.

Co-Creation 40

Co-Creation Marketing Key Account Management Value Proposition 40

MTD Sales Training

NOVEMBER 13, 2017

I received an email last week from Trevor Borrows who is a newly appointed National Sales Manager in charge of a team of Account Managers. Here’s what Trevor asked: “Hi Sean, being a new National Sales Manager I need to understand how to develop account strategies. Account retention.

Management 48

Management Suppliers Profitability Account Management 48

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. How do they want to manage supplier relationships? The world's most amazing community of key account manager. They start picking over little details. Find out their KPI drivers.

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 130

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.

Account Management 52

Account Management Management Account Planning Key Account Management 52

Upland

MARCH 2, 2023

In fact, for large B2B enterprises, their revenue growth moving forward will be based largely on the strength of their relationships with existing accounts. Account planning in Salesforce is one of the best ways effective sales leaders can ensure they are staying ahead of the game given the current headwinds.

Account Planning 195

Account Planning CRM Account Strategy B2B 195

Arpedio

JANUARY 11, 2023

How to Succeed With Account Management. Let’s show you how to get the most out of your account management! In this blog, we’ll break down the concept of account management, and why it’s so important in order to drive a successful business in today’s increasingly complex B2B industry. Back to blog.

Account Management 52

Account Management Management Key Account Management B2B 52

DemandFarm

APRIL 26, 2023

Key Account Management (KAM) focuses on building long-term relationships, and aims to improve customer satisfaction – especially in a B2B scenario. A key account manager’s primary responsibility is ensuring that the needs of key clients are met, and that they remain satisfied with the company’s products and services.

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52

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. This leads to an increased chance of missed opportunities and ignored red flags, buyer intent to action and strategy.

Account Management 52

Account Management Digitalization Management Account Planning 52

Customer Think

MARCH 6, 2023

Advanced AI & NLP empower sellers to instantly transform complex financial data and insights into deeply tailored account strategies, plans, and content using prompts, guides, and one-click downloads

Account Strategy 52

Account Strategy Management Sales 52

Jermaine Edwards

MAY 27, 2020

Some account managers and key account managers can get paralysed by over research. When studied and applied these will immediately help you as a customer leader or key account manager prepare to support, shape and solve real problems with and for your customers. There are three influencing market areas.

Key Account Management 195

Key Account Management Account Management Innovation Suppliers 195

Revegy

MAY 24, 2023

What is Strategic Account Management and Why It Matters Strategic Account Management (SAM) manages and grows relationships with an organization’s most critical and high-value customers.

Account Growth 52

Account Growth Account Management Management Organization 52

Arpedio

AUGUST 24, 2022

Account Planning: Manage Long-Term Account Development. Account Planning: Manage Long-Term Account Development. ? Think of it like this: a marketing strategy that sales, marketing and account management professionals use in order to maintain marketing efforts to their existing clients.

Account Planning 52

Account Planning Account Development Management Account Management 52

Corporate Visions

JANUARY 23, 2020

But while you’re having a quarterly business review with your customer about utilization metrics and project status updates, that same customer’s name is moving through your competitor’s sales funnel—being targeted with marketing campaigns, discussed in sales forecasts, and being put through account strategy planning sheets.

Customer Success 120

Customer Success Decision-making Account Strategy Account Management 120

SalesPop

MARCH 19, 2021

An extremely important aspect of account management is the strategic aspect, the plans of dealing with various accounts. I recently discovered through research just how much of an impact real account planning can have on company success. Account Planning Basics. Planning Specifics.

Account Planning 98

Account Planning Energy and Utilities Account Management CRM 98

DemandFarm

MAY 12, 2023

The management team quickly realized that they were facing a number of obstacles in their quest for global presence. This is where Global Account Management (GAM) comes into play. Intrigued by the potential benefits, the company’s management team decided to give GAM a try. What is Global Account Management?

Global Accounts 52

Global Accounts Account Management Management Logistics 52

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. CRMs do not empower account managers to be the captain of the ship.

Key Account Management 40

Key Account Management Account Management CRM Management 40

Jermaine Edwards

MARCH 17, 2020

This is such an important question yet most organisations have not established a clear distinctive path, identifiers and actions for effectively managing the full customer relationship journey. Although it is not specific to key customer management, the steps illustrated are powerful and need to be considered.

Customer Life Cycle 130

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

Jermaine Edwards

APRIL 3, 2020

According to Deloitte Global’s 2018 crisis management survey, “ Stronger, Fitter, Better: Crisis Management for the Resilient Enterprise ,” nearly 60% of respondents believe that organisations face more crises today than they did ten years ago, yet many may overestimate their capabilities to respond. It goes without saying….

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

Red Star Kim

JUNE 7, 2023

ACCOUNTANCY UK accounting industry turnover up 16.6% Mishcon Future builds on its reputation as trusted advisors, drawing on its innovation ecosystem, including MDR Group businesses such as MDR Brand Management , digital transformation specialists MDRxTech and in-house accelerator, MDR Lab.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

Arpedio

NOVEMBER 22, 2023

← Back to case studies What is the primary focus of ARPEDIO's Account Management solution?

Account Strategy 52

Account Strategy Account Management Communication Management 52

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. There are many external risks to the management and health of a customer account. Here they are…. What do I mean by this? Neither would I.

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. There are many external risks to the management and health of a customer account. Here they are…. What do I mean by this? Neither would I.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Arpedio

NOVEMBER 29, 2023

December 2 What is the primary focus of ARPEDIO's Account Management solution? Enter draw #1 Account-Based Selling Platform Treat your colleagues to an early Christmas present Relationship Mapping & Org Chart Improve your critical stakeholder relationships.

Account Management 52

Account Management Account Planning Account Strategy Stakeholders 52

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

MAY 6, 2020

Pivoting is one type of change and an important change to master when managing and supporting your customers. As a Key Account Manager or Director you must begin with identifying the difference between the customer and the industry. Believe it or not, there are different kinds of changes that are made in business.

Manufacturing 130

Manufacturing Key Account Management Decision-making Digitalization 130

Clarity Engagement Solutions

APRIL 26, 2021

New types of stakeholders, little swayed by the strength of a product sales pitch, have been looking to pharmaceutical companies to sit more consistently at the patient population management table. Only a few were in the process of pivoting in response, but everyone knew that their way of engaging with their customers needed to change.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Clarity Engagement Solutions

APRIL 26, 2021

New types of stakeholders, little swayed by the strength of a product sales pitch, have been looking to big pharmaceutical companies to sit more consistently at the patient population management table. Only a few were in the process of pivoting in response, but everyone knew that their way of engaging with their customers needed to change.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Clarity Engagement Solutions

APRIL 26, 2021

New types of stakeholders, little swayed by the strength of a product sales pitch, have been looking to big pharma to sit more consistently at the patient population management table. Long before the COVID-19 outbreak, pharmaceutical companies knew that the customer engagement game had changed.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Clarity Engagement Solutions

APRIL 26, 2021

New types of stakeholders, little swayed by the strength of a product sales pitch, have been looking to big Pharma to sit more consistently at the patient population management table. Long before the COVID-19 outbreak, pharmaceutical companies knew that customer engagement game had changed.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Miller Heiman Group

JANUARY 31, 2019

These three essential selling skills can have a great impact on your long-term success in large accounts. We know a thing or two about account strategy planning. Learn about our Large Account Management Process and prepare to take your results to a new level.

Account Planning 83

Account Planning Decision-making Account Strategy Prioritization 83

Jermaine Edwards

JUNE 29, 2020

Managing multiple people with different agendas, needs and ideas is a challenge. This will help in knowing how best to manage and master what’s happening so the experience and expectations of your customer is met. It’s tough being the one who has to keep things flowing between your and your customers organisation.

Communication 130

Communication Decision-making Finance Key Account Management 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. This visual map of relationships lets you track each stakeholders influence and sentiment, identify champions vs. detractors, and plan your account strategy accordingly.

Key Account Management 52

Key Account Management Account Management Stakeholders Account Planning 52

Brooks Group

DECEMBER 27, 2022

Obviously, this can be broken down into monthly or annual goals and can be applied to an individual sales rep, sales manager, regional manager, or the company as a whole. For our purposes, we will be discussing sales goals as they relate to the sales manager. A sales goal tells the manager what they are driving toward.

Sales 97

Sales Sales Leadership Leadership CRM 97