Account Manager Tips

JANUARY 22, 2022

Why Don't Clients Make Decisions (and How to Help Them Commit) As a key account manager, your goal is to keep your clients happy and satisfied with your solutions. But it's hard to get to that point if those clients never make a decision. And they wouldn't make a decision? No urgency.

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Decision-making Key Account Management Account Management B2B 130

DemandFarm

OCTOBER 23, 2024

In this guide, we’ll delve into the intricacies of enterprise sales, their importance, key stages, and the metrics that will help you optimize your strategy as a key account manager. Longer Decision-Making Process: Enterprise sales often require extensive negotiations and multiple rounds of discussions.

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Key Account Management Account Management Management Procurement 40

Account Manager Tips

SEPTEMBER 29, 2020

Are you doing key account management the hard way? Effective key account management requires you to increase profits, develop relationships, increase satisfaction, grow revenue, improve retention and reduce conflict. Let's take a look at 7 of my favourite key account management tools.

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Key Account Management Account Management Management Onboarding 130

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. The post Key Account Manager or Strategic Ecosystem Leader?

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Account Manager Tips

SEPTEMBER 28, 2022

Instead of supporting internal team decisions, you champion your client's cause. Worth a click + B2B Book Club Selection. I love that you can create clips from your favourite episodes and make audio notes. Knowing how to use a CRM is an essential competency for sales, key account management, customer success and many more.

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Key Account Management Account Management Management Publishing 130

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?

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Key Account Management Stakeholders Account Planning Account Management 52

Account Manager Tips

JULY 5, 2022

B2B Book Club Selection (July 2022) A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers. We read the winner and each week a summary and companion podcast explore the key themes and big ideas. But they do exist.

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B2B Key Account Management Healthcare Account Management 130

Account Manager Tips

NOVEMBER 24, 2022

Every month I share a selection of popular titles to help with your professional development as a key account manager. Key account managers rely on influence to get things done. You need to inspire, align objectives, coordinate resources, prioritize task, manage crises and ask for help when you need it.

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B2B Key Account Management Account Management Decision-making 130

Account Manager Tips

NOVEMBER 19, 2022

Imagine you're at the front of a boardroom about to make a presentation. Make your first impression count The goal of any executive level presentation is to make sure everyone immediately feels this will be time well spent. B2B elements of value Now I know KPIs aren't for everyone. How can you make them more efficient?

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Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop. Do you make the first move and present a compelling proposal that positions you as the partner of choice? Define price strategy.

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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.

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Key Account Management Account Management Management Value Proposition 52

ProlifIQ

MAY 7, 2021

In sales, B2B account planning is kind of like plotting a heist, minus the stealing. Here’s what the data say about B2B account planning and how sales teams can benefit from creating big plans for big companies. Account-Based Selling = Higher Revenue Growth. The stakes are high, but so are the obstacles.

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Account Planning B2B Decision-making Stakeholders 98

Deep Insight

AUGUST 10, 2020

This blog is about the fundamentals of Key Account Management (KAM) but that was not the topic I had in mind when I interviewed Joe Edwards. Before we got to that point, Joe talked about his first job as a sales manager at Hewlett-Packard (HP). Key Account Management. Key Account Management.

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Key Account Management Account Management Management Account Planning 52

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.

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Key Account Management Account Management Digitalization Sales Management 52

DemandFarm

APRIL 21, 2023

The quest for the right solution is never-ending in B2B spheres, as organizational needs constantly change and evolve. With digital key account management tools , sales teams can offer numerous advantages over traditional methods, including increased security, convenience, and visibility.

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Key Account Management Account Management Digitalization Management 52

DemandFarm

MARCH 31, 2023

The world of B2B selling has transformed dramatically in recent years, as the shift towards digitalization has changed the way businesses interact with one another. 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.

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Key Account Management Account Management Digitalization Management 52

Account Manager Tips

SEPTEMBER 7, 2022

Does the return on investment provide significant benefits to make them worth pursuing? The KAM CLUB You’re only seconds away from the essential training, advice and support you need for an exceptional career in key account management. In other news + How to Add Customer Value for B2B in 3 Easy Steps. Learn more.

Value Proposition 130

Value Proposition Key Account Management Negotiation Account Management 130

Account Manager Tips

AUGUST 10, 2021

84% of B2B decision-makers start the buying process with a referral. 61% of customers make at least one referral. But, for B2B companies, it falls to the sales team or the key account management team to ask. Warwick Brown // Account Manager Tips. Make your connection look good.

Decision-making 240

Decision-making Account Management Value Proposition B2C 240

QYMATIX

OCTOBER 19, 2021

How will artificial intelligence redefine sales management? What long-term influence does digitisation have on B2B sales? Key Account Managers had to prepare a visit to a potential client thoroughly. Key Account Managers can now call clients in seconds – even to meet them virtually thanks to video and webinars.

Artificial Intelligence 98

Artificial Intelligence B2B Computers and Electronics Internet 98

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. While the key account management practice is demanding, it also offers many benefits. What does a Key Account Manager do?

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Key Account Management Account Management Interpersonal Skills Management 52

KAM With Passion

MARCH 17, 2022

Account Management & Delivery. Key Account Management. Other relevant KPIs measure how efficiently the sales process is driven from its early stage to the final decision. That is why Account Management must be handled as an element of the company’s business model and not only as a sales task.

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Key Account Management Account Management Co-Creation Global Accounts 130

DemandFarm

MARCH 31, 2025

Why do you need an AI Account management tool? Key Account Managers (KAMs) handle long-term, high-value customer relationships where understanding stakeholder dynamics, expansion opportunities, and risks is crucial. Top AI-Powered Tools for Account Managers in 2025 1.

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Account Management Key Account Management Management Account Planning 40

Upland

APRIL 20, 2023

How can effective account management help you defend and grow revenue? As you’ll see, lone wolf selling is quickly losing efficacy in a B2B business world that puts a premium on relationships. Account management benefits As you can see, it takes a lot of work, discipline, and rigor to get account management right.

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DemandFarm

APRIL 4, 2023

In case that person leaves your accounts, the amount they were bringing into the organization is automatically at risk. Why should you adopt Digital Key Account Management? What are some of the benefits of adopting digital account planning solutions for your key accounts?

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Key Account Management Account Management Digitalization Management 52

DemandFarm

MARCH 31, 2025

Managing B2B deals means dealing with buying committees theres rarely a single decision-maker. You can see key players in HubSpot, that can strategize: e.g., identify a VP who needs nurturing or spot a missing contact in finance who could veto my deal. This visibility is pure gold.

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Account Manager Tips

AUGUST 31, 2022

Does the return on investment provide significant benefits to make them worth pursuing? Adapted from: Maximizing Value Propositions to Increase Project Success Rates The KAM CLUB You’re only seconds away from the essential training, advice and support you need for an exceptional career in key account management.

Value Proposition 130

Value Proposition Negotiation Key Account Management B2B 130

Red Star Kim

FEBRUARY 8, 2024

And to evaluate the relative attractiveness of different segments Malcolm McDonald on value propositions – How to develop them (kimtasso.com) In professional service firm (PSF) marketing there is the challenge that we often span both B2B and B2C markets , across multiple sectors and for sometimes hundreds of service lines in different territories.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

DemandFarm

NOVEMBER 27, 2024

This cost-saving benefit is achieved by streamlining processes and eliminating inefficiencies, allowing marketing teams to allocate resources more effectively RevOps is more than just a framework—it’s the backbone of transformative business strategies like Account-Based Marketing (ABM), Product-Led Growth (PLG), and advanced sales enablement.

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Artificial Intelligence Key Account Management Decision-making Account Growth 40

KAMCast

JULY 8, 2021

The evolution of an account manager , over the decades, has taken us on a bit of a journey: Let’s visit the 70s… Where the gift of the gab was enough to see you into a meeting with a key decision maker - armed with a bag full of good stories and friendly chat.

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DemandFarm

DECEMBER 27, 2024

DemandFarm DemandFarm is purpose-built for key account managers, particularly for those who manage complex account-based sales processes. Org Chart Visualization: Easily understand decision-making hierarchies and identify champions or blockers within your target accounts. Why Does It Matter?

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Key Account Management Stakeholders Sales Account Planning 52

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. Shockingly, just over 20% of B2B companies consistently measure and act on insights from customer experience.

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Key Account Management Account Management Customer Success Management 52

QYMATIX

MAY 18, 2021

Companies not paying enough attention to its S&OP will face tough choices between making customers happy or increasing sales productivity, for the S&OP links monthly sales and marketing planning directly to the operations side of their business. It is a well-known fact in B2B that sales teams love straightforward procedures.

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Key Account Management Sales Account Management Decision-making 98

Account Manager Tips

NOVEMBER 22, 2022

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. Grab this free easy-to-follow guide that will have you writing a successful key account plan in no time! The KAM Club.

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Procurement Suppliers Supply Chain Key Account Management 130

QYMATIX

OCTOBER 19, 2021

How will artificial intelligence redefine sales management? What long-term influence does digitisation have on B2B sales? Key Account Managers had to prepare a visit to a potential client thoroughly. Key Account Managers can now call clients in seconds – even to meet them virtually thanks to video and webinars.

Artificial Intelligence 72

Artificial Intelligence B2B Computers and Electronics Internet 72

QYMATIX

MAY 31, 2022

One of the critical tasks of a sales manager is to timely identify which opportunities have better chances of closing and what makes a “good” sales opportunity. Key Account Managers in B2B typically serve hundreds of customers and oversee dozens of new and existing sales opportunities.

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Sales Analytics Artificial Intelligence Key Account Management Sales 98

DemandFarm

MAY 12, 2023

Here are three examples where this breaks How does funnel make sense if 67% of the sales cycle is completed on digital channels before contacting the company? Is the B2B Sales Funnel relevant anymore? One of the main issues with the sales funnel, especially in the B2B industry, is that the customer journey is no longer linear.

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B2B Key Account Management Account Management Manufacturing 52

DemandFarm

DECEMBER 27, 2024

But how do you make your sales enablement strategy effective? Yet that is what is happening with the majority of B2B sales teams. So, how do you think sales enablement will benefit key account managers? Lets see how a tool like DemandFarm helps in effective sales enablement for key account managers: 1.

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