KAM With Passion

JUNE 20, 2021

This article focuses on individual competencies, especially those of the Key Account Managers. Other articles on this blog explore the collective KAM capabilities an organisation must develop to be successful with KAM. Advanced – Module 5: Driving co-creation with a truly strategic account.

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KAM With Passion

FEBRUARY 22, 2021

This articles is intended for business owners, board members and senior executives with the aim to motivate them to take a closer look at the KAM topic before deciding if they should start a true KAM initiative and on which perimeter. Increasingly, KAM approaches include co-creation in the field of R&D or of go-to-market models.

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KAM With Passion

MARCH 17, 2022

Complex sales is about generating and winning opportunities and acquiring new customers in a B2B (private) or B2G (public/government) environment where different stakeholders are involved on the buyer’s side and the solution is partially or totally co-constructed with the customer. Why distinguishing these 3 capabilities matters so much?

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Cosawi

JANUARY 31, 2020

SAMs traditionally are the experts at co-creation, identifying customer pain points and solutions connecting them – guiding customers through the steps of exploration, research, validation, purchase and, ultimately, advocacy. This Venn Diagram illustrates how these two roles can work together to co-create value for the customer.

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Cosawi

JULY 14, 2021

Along with the Key Account Manager, marketing is the co-orchestrator of KAM – they are intrinsically linked. CO-ORCHESTRATION AND CO-CREATION . Bring these skills and knowledge together to help co-create and implement solutions that deliver value for the Key Account and ultimately patients.

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Cosawi

DECEMBER 28, 2021

Clarifying the executive sponsor role, behaviors (internally and externally) and expectations is critical to leverage the role as an accelerator and create executive accountability within the account team. Dominique Co?te? Download the Article HERE. Figure 3: Matching the right executive sponsor. What’s next?

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Mercuri International

MAY 23, 2023

In the world of sales, AI offers huge potential — and it could be what strategic account managers have been waiting for…if used correctly. Selection and deselection of strategic accounts. Fostering co-creation and innovation using AI. Even the developers of AI are often not 100% sure of the mechanics of their creations.

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