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B2B Innovation Key Account Management 
Account Manager Tips
MARCH 23, 2021
Why is key account management important? Well, i f you don't have key account management in place, you could leave money on the table, be helpless to competitor threats and put your most valuable clients at risk of defection. Key account management is the secret to grow revenue and customer retention.
Strategic Account Management Association
DECEMBER 3, 2020
As conveners of the largest community in the world dedicated to strategic and key account management, one of SAMA’s foundational purposes is to help our community both adapt to what’s happening right now and prepare for what may happen next. At the 2020 SAMA Annual Conference (held virtually Nov.
987 
Account Manager Tips
JUNE 23, 2024
Discover game-changing books for B2B sales, customer success, and key account management. Level up your skills and strategies with insights from "Unsticking Deals," "The Innovative Seller," and "The Squiggly Career."
186 
DemandFarm
MARCH 31, 2025
For years, Key Account Management (KAM) has been confined within the walls of CRM systemsSalesforce, Microsoft Dynamics, and HubSpot. The logic was straightforward: if customer data already lives inside a CRM, why manage key accounts elsewhere? Key Account Management is not an extension of sales.
KAM With Passion
OCTOBER 7, 2020
The terms Account Management (AM) and Key Account Management (KAM) appear in a lot of business conversations and articles. Elements related to the customer profile and to the competitive position on the account can also be taken into account. It is often aligned with a focus on selected segments.
Account Manager Tips
AUGUST 4, 2022
B2B Book Club Selection (August 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.
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Red Star Kim
JUNE 15, 2023
Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum. Key Account Management (KAM) – Research companies Larger firms may have access to research and knowledge specialists. Others may find that the M&BD team is responsible for research.
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?
Account Manager Tips
MARCH 23, 2021
Why large accounts are not key accounts Key accounts are your most valuable customers, and organisations frequently rely on volume to identify them. For many B2B companies, their largest customers represent 30 to 50% of total revenue and margin. Which is why key account management is so important.
227 
Red Star Kim
NOVEMBER 17, 2023
Here I summarise brand, referrals, research, key account management (KAM) and new service development case studies. At law firms: Addleshaw Goddard, Collas Crill, LawNet, Ontier, Schillings and accountancy firms: Menzies, Mercer and Hole. The first B2B thought leadership campaign “Poets” achieved 3.2m
130 
Account Manager Tips
SEPTEMBER 7, 2022
Even when they do deliver something innovative, it's not for long. 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. Bain B2B Elements of Value.
Account Manager Tips
NOVEMBER 19, 2022
B2B elements of value Now I know KPIs aren't for everyone. For an alternative approach, check out the B2B Elements of Value Pyramid. Bain has organised 40 distinct kinds of value that B2B solutions provide customers into a pyramid with five levels. Innovation can't happen without experimentation. Will it scale? "We
KAM With Passion
MARCH 17, 2022
Account Management & Delivery. Key Account Management. A close look at the world of complex B2B sales shows that in best-of-class organisations, the reality is much different: marketing and sales are both involved during the whole sales cycle. The Key Account Management Capability.
KAMCast
JULY 8, 2021
We are partnering with the event hosts to bring you fresh conversations with innovative, expert KAM voices straight from KAMCon. Chris is also the community manager and founder at SalesStack , an online community for emerging B2B SaaS leaders to exchange and test new ideas.
Account Manager Tips
AUGUST 31, 2022
Even when they do deliver something innovative, it's not for long. 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. Bain B2B Elements of Value.
Account Manager Tips
AUGUST 10, 2021
84% of B2B decision-makers start the buying process with a referral. But, for B2B companies, it falls to the sales team or the key account management team to ask. quality, size, innovation). They're a cheap way to attract qualified leads that are a good fit for your business. Why are referrals so powerful?
240 
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.
Account Manager Tips
JULY 6, 2022
I stumbled across a research paper on co-creating value in B2B systems and thought it'd make a good topic to chat with you about. Knowledge sharing and openness to generate innovative collaboration Knowledge as socially generated, maintained, and shared in peer-to-peer communities. And why does it even matter? Clarify roles and tasks.
130 
Hubspot Sales
SEPTEMBER 11, 2018
Of all the questions we receive at Gartner’s Sales practice, some of the toughest and most frequent revolve around key account management. “ How do we build a successful key account management program? ”. “ How do find effective key account managers (KAMs)? ”. “ If not, what’s the point?
Red Star Kim
AUGUST 24, 2023
And there’s a pragmatic guidance on pitching, pricing (six things clients consider, a table of alternative fee structures ) and a simple project management methodology. There’s even an overview of the strategic benefits of different types of clients (linked to Key Account Management strategy). How many do you know?).
130 
Arpedio
JUNE 2, 2021
It’s safe to say that SAMA really went above and beyond this year to bring together the largest virtual, cross-industry community of innovators and decision makers focused on co-creating value with strategic and key customers. So where is the work of strategic and key account management headed? um@arpedio.com.
QYMATIX
JULY 13, 2021
B2B sales intelligence – should you make or buy your tool? Business Intelligence (BI) was always critical in B2B sales. Sales intelligence is no longer just one additional software you can use in B2B. Sales Intelligence is a Game Changer in B2B. Now it has become essential. Make or buy BI for sales – How to decide?
52 
QYMATIX
SEPTEMBER 27, 2022
Facts and trends about the B2B digital transformation. Predictive analytics is becoming increasingly popular in B2B sales. It helps B2B sales teams to become more efficient, sell more and prioritise customers and leads. The buying decision is already taken, when the B2B buyer contacts sales.
DemandFarm
MAY 25, 2023
A digital mindset is an approach to thinking that focuses on embracing change, adapting to new technologies, and constantly seeking innovative ways to solve problems and improve business processes. Effective Key Account Management involves building strong relationships, understanding customer needs, and delivering exceptional service.
Arpedio
MAY 23, 2022
Attention all Sales enthusiasts and Key Account Managers! By integrating the MEDDIC sales methodology into our Opportunity Planning tool, you are now able to simplify even the most complex opportunity management processes without friction. Prev Previous post Account-Based Selling (ABS): Everything you need to know.
Arpedio
OCTOBER 5, 2021
Follow us on LinkedIn to get all the newest perspectives and insights around strategic relationship management and sales innovation. Follow us on LinkedIn to get all the newest perspectives and insights around strategic relationship management and sales innovation. Ulrik Monberg, CEO & Founder. +45 um@arpedio.com.
Arpedio
NOVEMBER 30, 2021
The overlay of various interaction media and multichannel customers complicates ‘how’ buyers now interact with sellers and the speed of innovation makes it difficult for customers to keep track and make informed purchase decisions. We asked Jeppe Tølløse, our Account Manager and Private Equity responsible on some tips.
Jermaine Edwards
APRIL 16, 2020
This can be seen in this simple innovation diagram: The world we’re in today is no longer about whether you can change or how fast the change is happening. Almost every B2B business took on ‘virtual or enhanced virtual delivery’ as a new adaptation. It’s now about how quickly or easily you can change.
Arpedio
JUNE 9, 2022
In reality, account-based selling is all about shifting the focus from inward to outward, and thus getting a deeper understanding of the businesses you operate with. We dived a little deeper into best practices on setting sales goals and how to be successful with key account management and account-based selling.
Arpedio
MAY 4, 2021
In short, the term Key Account Management can be summed up to ‘value creation’ for the customer. If you are a part of a sales/account management team, it is essential to have a thorough understanding of your client in order to improve the strategic relationship with them. Arpedio Org Chart in Salesforce.
Showpad
MARCH 17, 2021
Forrester B2B Summit, North America. Forrester’s B2B Summit leverages the insights, analysis and experience of the brightest B2B minds to spark your curiosity, shape your strategy and fuel double-digit business growth. Guest speakers will share details behind their innovative ideas to help inspire your next move in enablement.
52 
Arpedio
JANUARY 26, 2022
White Space Analysis for Key Account Management. There’s no denying that White Space is intriguing for all stakeholders in the SAM (Strategic Account Management) ecosystem. Enter our treasured Key Account Managers. And to discover White Space, White Space Analysis is the way to go. Contact us.
Arpedio
JANUARY 26, 2022
White Space Analysis for Key Account Management. There’s no denying that White Space is intriguing for all stakeholders in the SAM (Strategic Account Management) ecosystem. Enter our treasured Key Account Managers. And to discover White Space, White Space Analysis is the way to go. Contact us.
Arpedio
OCTOBER 21, 2021
Follow us on LinkedIn to get all the newest perspectives and insights around strategic relationship management and sales innovation. Follow us on LinkedIn to get all the newest perspectives and insights around strategic relationship management and sales innovation. Next post Key takeaways from SAMA Global Summit 2021?
Arpedio
OCTOBER 21, 2021
Follow us on LinkedIn to get all the newest perspectives and insights around strategic relationship management and sales innovation. Follow us on LinkedIn to get all the newest perspectives and insights around strategic relationship management and sales innovation. Ulrik Monberg, CEO & Founder. +45 um@arpedio.com.
Arpedio
JUNE 22, 2022
Relationship Mapping, also known as Customer Relationship Mapping, Relationship Management, or Stakeholder Management is a way of mapping B2B relationships between large organizations. Mapping relationships is a very useful sales tool for especially (but not limited to) key account managers and sales professionals.
52 
Arpedio
MARCH 7, 2022
For key or strategic accounts, does it matter if marketing works with sales? Account-based marketing (ABM) revolutionized marketing. So, why do so many strategic/key account management (SAM/KAM) programs not integrate with ABM? Re)Defining account-based marketing. Absolutely yes! Angus Robertson.
52 
Deep Insight
MARCH 10, 2020
DWF is also one of the most innovative legal firms, having been ranked 11th in Europe by the Financial Times. This new Key Account Programme will help DWF understand how each client feels about its relationship with the firm.” Deep-Insight is a leading European B2B Customer Experience (CX) company. ” **.
52 
Arpedio
JUNE 16, 2022
As a salesperson you want to have a smooth and seamless relationship with your customer, and effective sales opportunity management allows you to do exactly that – by better understanding your clients, and thus allowing you to prioritize your interactions with them based on their potential. What are the benefits of pipeline management?
QYMATIX
MARCH 26, 2024
Although the market is highly competitive, there are innovative strategies that companies can use to capture markets and retain customers for the long term. But how can mid-market wholesalers and B2B companies keep up? The financial benefits of a B2B loyalty program come from suppliers and buyers rewarding each other’s trust.
52 
Arpedio
NOVEMBER 23, 2021
Secondly, Anders emphasizes that the importance of account reviews needs to be anchored throughout the executive management team. Follow us on LinkedIn to get all the newest perspectives and insights around strategic relationship management and sales innovation. Anders Gyldenløve Pedersen, VP of Sales. +45 45 30 93 42 09.
Arpedio
NOVEMBER 23, 2021
Secondly, Anders emphasizes that the importance of account reviews needs to be anchored throughout the executive management team. Follow us on LinkedIn to get all the newest perspectives and insights around strategic relationship management and sales innovation. Anders Gyldenløve Pedersen, VP of Sales. +45 45 30 93 42 09.
Arpedio
JUNE 17, 2022
As a Key Account Manager or a Sales Manager it’s not always easy to know why one opportunity is progressing and why another one isn’t. Follow us on LinkedIn to get all the newest perspectives and insights around strategic relationship management and sales innovation. Maximilian Opp, Account Manager. +45
Red Star Kim
DECEMBER 5, 2023
Key insights raised by delegates included View marketing qualifications from a professional services perspective – Half the delegates had marketing qualifications. Another delegate suggested using monday.com | A new way of working to integrate all action lists and help avoid being overwhelmed by so many tasks.
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