SBI Growth
JANUARY 8, 2020
It is the start of 2020, a new year for your organization. You are just getting back from vacation, coming into a flurry of activity. Last year probably had some ups and downs, but you are ready for a new.
KAM With Passion
MAY 27, 2021
KAM skills development is not only for Key Account Managers. I remember a very successful global medium-size industrial company who has appointed a few Global Account Managers chartered to manage the most strategic customers.
SBI Growth
JUNE 22, 2013
This is a high level article for the top sales leader in the company. I reviewed 8 specific recent termination situations for this article. For the rest of this article we’ll focus on 2 of the items above. For example, he didn’t move fast enough on the global account program. 40% of revenue came from 19 accounts.
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. Key Account Management is a rich and complex area and few practitioners write about it.
Account Manager Tips
NOVEMBER 29, 2022
Some of your career options for key account managers: Strategic Account Manager. Look after bigger, more complex, more prestigious accounts. Global account manager. Manage accounts in multiple regions, where decision making and policies are centrally decided. Manager/Director. Have a great week.
KAM With Passion
MARCH 17, 2022
The Head of the KAM Programme and the Key/Global Account Managers are the leading contributors but many other functions are involved both in the delivery and commercial management aspects. Let’s go back to the two stories presented at the beginning of this article. Why distinguishing these 3 capabilities matters so much?
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. At the opposite end of the spectrum, many business leaders remain cautious, if not suspicious, about KAM/SAM.
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