Account Manager Tips

NOVEMBER 29, 2022

What are your options when you're a key account manager and ready for your next move? Life after key account management How to prepare for your next career move 1. Life after key account management What are your options when you're a key account manager and ready for your next move?

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Key Account Management Account Management Management Procurement 130

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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B2B Key Account Management Sales Leadership Leadership 243

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.

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Key Account Management Account Management Management Client Relationships 130

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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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. Beyond the immediate revenue boost, several other advantages make enterprise sales a strategic priority for key account managers.

Key Account Management 40

Key Account Management Account Management Management Procurement 40

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

Worth a click + B2B Book Club Selection. Knowing how to use a CRM is an essential competency for sales, key account management, customer success and many more. You're supposed to represent the voice of the customer and your organisation, but you lose perspective and neutrality. Listen to your professional instincts.

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Key Account Management Account Management Management Publishing 130

KAM With Passion

OCTOBER 27, 2020

Because in B2B sales the average win rate of offers is less than 50% and because the #1 competitor to any B2B sales person is the status quo which leads to no purchase and wasted time for all involved parties. Second, Account Management , i.e. the management of existing customers. Why does it matter?

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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. Why this book?

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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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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.

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Co-Creation Key Account Management Account Management Suppliers 227

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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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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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

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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ProlifIQ

FEBRUARY 27, 2023

It dawned on me the striking simplicity parallel to B2B selling. If you want to run a successful B2B business, it should be focused on acquiring large customers and growing the number of users or products inside those key accounts. This is typically done through something called key account management.

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Account Manager Tips

SEPTEMBER 11, 2022

Every month I share a selection of popular titles to help with your professional development as a key account manager. Listen to this article. Here are the book recommendations for September 2022. Table of Contents.

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B2B Interpersonal Skills Key Account Management Government 130

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

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

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

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

NOVEMBER 11, 2020

As a company, business unit or sales leaders, here are a few facts to keep in mind: First, In B2B, on average, 70% of revenue comes from existing customers. For a blog post on the difference between Account Management and Key Account Management, go here. Business Reviews in a Key Account Management context.

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Key Account Management Suppliers Account Management Account Planning 130

QYMATIX

MAY 25, 2021

What is the role of Sales Controllers and Business Analysts in B2B? Sales Controllers in B2B medium size organisation are usually responsible for the planning, coordination and controlling of sales. Sales Controllers in B2B medium size organisation are usually responsible for the planning, coordination and controlling of sales.

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Artificial Intelligence B2B e-Learning Sales 98

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.

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Artificial Intelligence B2B Computers and Electronics Internet 98

SBI Growth

JANUARY 24, 2020

Benjamin Franklin once said, “By failing to prepare, you are preparing to fail.” ” In a survey of 226 economists published by the National Association for Business Economics in August 2019, 72% of the respondents said they believe the U.S.

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Key Account Management Account Management Publishing Management 69

Arpedio

FEBRUARY 20, 2024

What is Key Account Management? Key Account Management (KAM) is a strategic approach to managing and nurturing relationships with a select group of high-value customers or clients, known as key accounts. Book demo The post Key Account Management – What is it?

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Key Account Management Account Management Management Strategic Thinking 40

Account Manager Tips

SEPTEMBER 7, 2022

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. What do B2B customers value? Your goal is to be the preferred.

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The SAMA Podcast

JULY 14, 2022

What does key account management look like in a major educational institution? We find out with host Harvey Dunham as he takes Liz Pettinger, the Director of Key Account Management and Operations at Bellevue University on to the show.

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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.

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Key Account Management Account Management Co-Creation Global Accounts 130

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. B2B decisions are made by committees of people with different opinions. People problems B2B decisions are by committee. What's going on? Disengaged.

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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?

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Red Star Kim

OCTOBER 25, 2023

Blick Rothenberg: Annual Landlords survey – Spotlight on EPC Compare yourself live with your industry peers Personalised report: EPC Survey Report Impact of AI on B2B The impact of AI on B2B Report Arrow: Cybersecurity spot check 2023 Cogniclick can be used for assessment and evaluation to support consulting and sales conversations.

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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. See if you can find at least five elements that matter to your client.

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KAMCast

JULY 8, 2021

He specifically focuses on the niche area of Product Tours, which he describes as interactive click-through demonstrations that strategic-minded KAMs can use to create a meticulous customer experience before, during, and after meetings with their key contacts.

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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

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Marketing Key Account Management Innovation Account Management 130

Account Manager Tips

JUNE 29, 2021

Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop. Many B2B buyers prefer to issue RFPs to Re-evaluate scope, specifications and requirements. Be transparent and accountable for purchasing decisions. And why wouldn't they award you the contract?

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Suppliers Shareholders Stakeholders Decision-making 246

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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