Account Manager Tips

JUNE 29, 2021

Create contact plans to keep in touch with key stakeholders in your company and your client's. 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.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

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.

Key Account Management 52

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.

Account Planning 98

Account Planning B2B Decision-making Stakeholders 98

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.

Key Account Management 52

Key Account Management Account Management Management Prioritization 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.

Key Account Management 52

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.

Key Account Management 52

Key Account Management Account Management Digitalization 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.

Key Account Management 52

Key Account Management Account Management Digitalization Sales Management 52

DemandFarm

OCTOBER 23, 2024

This process involves multiple product demonstrations, engaging with IT, procurement, and finance stakeholders, and significant customization to meet the client’s needs. Compared to small or mid-sized business (SMB) sales, enterprise sales typically entail a longer decision-making process, more resources, and more stakeholders.

Key Account Management 40

Key Account Management Account Management Management Procurement 40

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?

Key Account Management 40

Key Account Management Account Management Management Strategic Thinking 40

KAM With Passion

MARCH 17, 2022

Account Management & Delivery. Key Account Management. The term complex refers to the number of stakeholders involved in the buying process, to the duration of the buying process and to the level of stake and risk presented by the purchase for the buying organisation. The Complex Sales Capability.

Key Account Management 130

Key Account Management Account Management Co-Creation Global Accounts 130

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?

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52

Red Star Kim

OCTOBER 25, 2023

CogniClick is a nifty system (backed by an expert team) to enable you to conduct fast, quick polls and pulse surveys amongst your clients and stakeholders and to also develop maturity assessments and similar thought leadership content. There’s also a dashboard facility to show how your campaign performs.

Banking 130

Banking Artificial Intelligence Cybersecurity Key Account Management 130

Account Manager Tips

NOVEMBER 19, 2022

In addition, they're cross referenced with related KPIs which is useful when looking to appeal to multiple stakeholders. B2B elements of value Now I know KPIs aren't for everyone. For an alternative approach, check out the B2B Elements of Value Pyramid. See if you can find at least five elements that matter to your client.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

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. Talk to their stakeholders.

Decision-making 130

Decision-making Key Account Management Account Management B2B 130

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

KAMCast

JULY 8, 2021

He comes from a background working in companies in the Energy, Brand Communications, and Lead Gen software sectors, where he held accounting and IT roles. Today he specialises in the sales process and solving complex problems by aligning processes with internal champions, engaging stakeholders, and facilitating strategic decision-making.

Key Account Management 52

Key Account Management Account Management Management Facilitation 52

Account Manager Tips

NOVEMBER 22, 2022

Who are their internal stakeholders? How do they want to manage supplier relationships? Grab this free easy-to-follow guide that will have you writing a successful key account plan in no time! The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales. Find out their KPI drivers.

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 130

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. Too often, however, this means focusing only on key accounts at the expense of all other accounts.

Account Management 195

Account Management Management Account Planning Decision-making 195

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?

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

KAMCast

DECEMBER 17, 2020

With value being undefinable to many and different to each of your accounts, I wanted to peel back a few layers of this really big onion and explore value with our guest for this episode: Warwick Brown. HIGHLIGHTS FROM THIS EPISODE: If you can hold your hand on your heart and say that you create value for your key accounts…Do they know?

Key Account Management 96

Key Account Management Banking Account Management Stakeholders 96

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. You can work with your stakeholders in real time to unlock conversations, insights and ideas. Learn more about the world's most amazing community of key account managers. The KAM Club.

Co-Creation 130

Co-Creation Value Proposition Account Planning Suppliers 130

ProlifIQ

MARCH 30, 2023

Account Planning Template for B2B Sales Teams You can steal the key account plan template we use with customers here. We’ll cover each part including: Business Overview Objectives & goals Relationship Mapping White Space (Expansion) Action Introduction: What is Account Planning?

Account Planning 98

Account Planning Key Account Management Account Management Stakeholders 98

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.

Account Planning 52

Account Planning B2B Decision-making Stakeholders 52

DemandFarm

MAY 12, 2023

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. Since customer acquisition has changed within the B2B sphere, the sales funnel is a bit outdated. Prospects no longer enter at just the top of the funnel.

B2B 52

B2B Key Account Management Account Management Manufacturing 52

Red Star Kim

OCTOBER 24, 2022

This article is a reminder of the key points valued by the delegates: Nine insights: Sales processes and selling skills for targeting and meetings. Numerous B2B (and B2C) sales processes were considered – from proprietary sales frameworks to firm-specific processes. Portfolio management. Behaviour in sales meetings).

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

ProlifIQ

MARCH 11, 2021

When selling into key accounts tied to large opportunities, that saying carries a lot of truth – relationships are everything. The faster you can reach and influence decision makers or key stakeholders, the faster you’ll turn opportunities into deals. You can’t just reach one or two key stakeholders anymore.

B2B 52

B2B Account Planning Stakeholders Decision-making 52

ProlifIQ

MARCH 11, 2021

When selling into key accounts tied to large opportunities, that saying carries a lot of truth – relationships are everything. The faster you can reach and influence decision makers or key stakeholders, the faster you’ll turn opportunities into deals. You can’t just reach one or two key stakeholders anymore.

B2B 52

B2B Account Planning Stakeholders Decision-making 52

DemandFarm

APRIL 8, 2024

If you’re part of a B2B sales team, chances are that ABS as a strategy is on your radar. Account Based Selling (ABS) burst into the spotlight in the mid 2010s and has been steadily gaining traction as the go-to approach among B2B sales organizations. Who wouldn’t want to unlock the full potential of their key accounts?

Key Account Management 52

Key Account Management Account Management Stakeholders Meetings 52

Revegy

OCTOBER 2, 2019

Why isn’t everyone successful when it comes to key account management? The 5 Challenges of Growing Key Accounts. Key accounts are complex, dynamic clients that continuously evolve. If a key account stakeholder isn’t happy with your performance, the search for a replacement is relatively simple.

Account Growth 69

Account Growth Key Account Management Account Management Account Planning 69

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.

Digital Transformation 40

Digital Transformation B2B Digitalization Artificial Intelligence 40

ProlifIQ

APRIL 21, 2023

To scale this strategy, businesses should incorporate these techniques into their strategic account management process through strategic account planning. Strategic Account Management and Strategic Account Planning In a B2B business, sales growth is crucial for success.

Account Growth 52

Account Growth Account Planning Key Account Management Account Management 52

ProlifIQ

OCTOBER 4, 2023

Where To Start In the complex world of B2B sales and account management, success hinges on the ability to develop and execute a robust account management strategy. We’ll walk through the key components of building an effective account management strategy that drives revenue, customer retention, and loyalty.

Account Management 52

Account Management Management Account Planning Key Account Management 52

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. It can be a complex task, as large enterprises often involve multiple stakeholders in a buying decision.

Stakeholders 52

Stakeholders Decision-making Sales B2B 52

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.

Account Management 52

Account Management B2B Stakeholders Key Account Management 52

DemandFarm

MAY 25, 2023

He must now call and find out if any of these stakeholders are still relevant to the task he needs to do. He is so pleased to be able to see, at one glance, all the key stakeholders in his key account. Agility and Adaptability: A digital mindset creates an agile and adaptable approach to Key Account Management.

Account Management 52

Account Management Digitalization Key Account Management Management 52

Arpedio

MARCH 15, 2022

ARPEDIO announces inclusion in New Tech Account-Based Selling Technologies Report. ? ARPEDIO, a leader in Key Account Management (KAM) software for B2B sales professionals, is included in the Forrester New Tech: Account-Based Sales Technologies, Q1 2022. Read the full report. March 15, 2022. Back to blog.

Sales Technology 10

Sales Technology Co-Creation Account Management B2B 10

Arpedio

NOVEMBER 30, 2021

Interactions with customers are becoming more complex due to an overwhelming amount of information and products and therefore there is an opportunity for sellers to shift from the traditional role of information provision to the new role of information management to create value for buyers. Bain & Company.

Digitalization 52

Digitalization Account Management B2B Decision-making 52