Jermaine Edwards

APRIL 29, 2020

What if leadership was what we really needed in key account management today? It wasn’t until we moved from customer management into personal and customer leadership that things shifted significantly. Leading change as a customer leader. I suddenly realised…. Empowering people.

Key Account Management 130

Key Account Management Account Management Management Leadership 130

Account Manager Tips

SEPTEMBER 7, 2022

More and more companies expect their key account managers to be thought leaders. Why key account managers need a personal brand I've been collecting job descriptions for years. I was a little startled to find key account managers are now expected to be thought leaders. Here's how.

Key Account Management 130

Key Account Management Account Management Management Media 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. Customer Satisfaction: Measure client satisfaction post-sale to ensure long-term retention and potential for upselling.

Key Account Management 40

Key Account Management Account Management Management Procurement 40

Account Manager Tips

SEPTEMBER 28, 2022

Knowing how to use a CRM is an essential competency for sales, key account management, customer success and many more. Dooly have a fun, and interesting quiz to help you figure out just how effective your sales process is. It only takes 2 minutes and it'll show you where potential gaps are. Trailblazer Profile.

Key Account Management 130

Key Account Management Account Management Management Publishing 130

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."

B2B 186

B2B Key Account Management Account Management Innovation 186

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

DemandFarm

AUGUST 31, 2023

In the business world, customer success management is no longer an afterthought; it’s a necessity. Consensus across research confirms: retaining existing customers costs 5 to 25 times less than acquiring new ones. Success lies in a tailored, strategic approach to customer success management.

Key Account Management 52

Key Account Management Account Management Customer Success Management 52

DemandFarm

JANUARY 12, 2025

Key Account Management (KAM) thrives on strong relationships, and there is no denying that. But it also demands precise account planning, strategic execution, data-driven decision-making, and seamless cross-functional collaboration. It shifts the focus from individual departmental objectives to collective success.

Key Account Management 52

Key Account Management Account Management Decision-making Prioritization 52

ProlifIQ

FEBRUARY 27, 2023

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. What is Key Account Management (KAM)?

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

Jermaine Edwards

MAY 27, 2020

Some account managers and key account managers can get paralysed by over research. I want to speak to those working diligently getting to know your customers. Despite this, you can be the expert on delivering results for your customers. There are three influencing market areas. Market Impact (I).

Key Account Management 195

Key Account Management Account Management Innovation Financial Services 195

DemandFarm

MARCH 31, 2023

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. Challenges in Shifting to Digital Key Account Management Shifting to Digital Key Account Management also comes with its fair share of challenges.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

DemandFarm

AUGUST 11, 2023

We have transitioned to cloud-based and software selling models, shifting our focus to the customer’s product experience. In this context, Revenue Operations (RevOps) has emerged as a pivotal strategy that aims to align sales, marketing, and customer success throughout the customer journey.

Key Account Management 52

Key Account Management Account Management Digitalization Digital Transformation 52

DemandFarm

JUNE 2, 2023

Maximizing Customer Retention with Key Account Management Looking for valuable insights into growing your existing customer base? In episode #9 of The Shift Podcast Dr. Karthik Nagendra speaks to Sherrod Patching, VP CSM at Gitlab to delve into customer retention trends, strategies, challenges, and much more.

Key Account Management 52

Key Account Management Account Management Digitalization Government 52

KAM With Passion

MARCH 17, 2022

That, in order to well manage their customers, companies operating in a complex environment need to develop 3 types of commercial capabilities. Account Management & Delivery. Key Account Management. The ultimate KPIs for this part are customer satisfaction and retention. Complex Sales.

Key Account Management 130

Key Account Management Account Management Co-Creation Global Accounts 130

DemandFarm

APRIL 4, 2025

See how DemandFarm is redefining account planning in the era of AI, and finally making it possible for key account management teams to focus on selling.

Account Management 52

Account Management Meetings Account Planning Key Account Management 52

Account Manager Tips

SEPTEMBER 15, 2022

Why key account managers need a personal brand Why I started to build my personal brand Step 1: Figure out your personal brand Step 2: Create a personal branding plan Step 3: Become a student of personal branding Join the Personal Branding Playbook In other news Quote of the week. Table of Contents. Your digital reputation.

Key Account Management 130

Key Account Management Account Management Media Publishing 130

DemandFarm

NOVEMBER 27, 2024

“We know the entire journey of this customer, thanks to sales and marketing,” said no customer success manager, ever. The traditional silos between marketing, sales, and customer success is a recipe for disaster. For Key Account Managers, RevOps is critical as it aligns strategy with execution.

Artificial Intelligence 40

Artificial Intelligence Key Account Management Decision-making Account Growth 40

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. Join a growing community of sales, customer success and key account management readers. What's going on?

Decision-making 130

Decision-making Key Account Management Account Management B2B 130

DemandFarm

MARCH 31, 2025

AI-driven analytics can flag accounts that are at risk of churn by analyzing email response rates, recent product usage, and support interactions. Why do you need an AI Account management tool? Top AI-Powered Tools for Account Managers in 2025 1.

Account Management 40

Account Management Key Account Management Management Account Planning 40

SBI Growth

JANUARY 30, 2020

It was only 20 years ago that Salesforce introduced the revolutionary idea to help companies use cloud-based applications for customer relations management. Remember when a cloud was only a fluffy thing in the sky? The applications would be run over.

Customer Success 106

Customer Success Management Key Account Management Account Management 106

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. Unique qualities that nobody else can claim to do.”

Key Account Management 96

Key Account Management Banking Account Management Stakeholders 96

Upland

MAY 22, 2024

Relationships are the cornerstone of successful sales whitespace analysis. AI is a powerful tool that can enhance the process, but it’s the human connection that ultimately unlocks hidden potential and fosters long-term customer success.

Artificial Intelligence 195

Artificial Intelligence Media Prioritization Key Account Management 195

Jermaine Edwards

MAY 18, 2020

There are 10 immutable laws that shape the philosophy, outcomes and actions of high performing businesses, key account managers and customer serving professionals over the long term. LAW ONE: You cannot move a customer to a new place without knowing what you need to change. Here they are…. What do I mean by this?

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Jermaine Edwards

MAY 18, 2020

There are 10 immutable laws that shape the philosophy, outcomes and actions of high performing businesses, key account managers and customer serving professionals over the long-term. LAW ONE: You cannot move a customer to a new place without knowing what you need to change. Here they are…. What do I mean by this?

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Jermaine Edwards

MAY 6, 2020

With one single pivot, focusing on becoming a channel partner to the customer, they kept 92% of their customers and developed a new service line that allowed them to offer greater cost savings for customers while remaining profitable. They identified existing assets and relationships to enable the “customer pivot” to happen.

Manufacturing 130

Manufacturing Key Account Management Decision-making Digitalization 130

DemandFarm

MARCH 31, 2025

The tool is designed specifically for key account management and supports multi-stakeholder planning across sales, customer success, and marketing teams. Enterprise teams managing complex B2B sales with multiple stakeholders.

CRM 40

CRM Stakeholders Account Planning Decision-making 40

DemandFarm

JUNE 6, 2024

The truism “creating value for your customers will eventually create revenue for your company” perhaps rings loudest in the targeted, relationship-heavy, high-value space of account-based selling.

Co-Creation 52

Co-Creation Key Account Management Account Management Customer Experience 52

DemandFarm

APRIL 1, 2025

This means that for key account managers and sales teams, this means an org chart tool for Salesforce is no longer a nice-to-have its essential. Imagine trying to manage a Fortune 500 account without a visual of whos who its like flying blind. Below is an unbiased look at the best org chart tools as of 2025 1.

Key Account Management 52

Key Account Management Account Management Stakeholders Account Planning 52

DemandFarm

DECEMBER 27, 2024

What sets exceptional sales managers apart? Nowhere is this more critical than in Key Account Management (KAM) , where stakes are higher, relationships are deeper, and opportunities require strategic finesse. Collaboration Skills KAM involves coordinating with marketing, product, and customer success teams.

Sales Management 40

Sales Management Management Decision-making Negotiation 40

ProlifIQ

OCTOBER 15, 2020

Powered by Salesforce Experience Cloud, the new Community provides Admins, sales, customer success, and marketing professionals a place to collaborate via Salesforce Trailhead as well as access product user training videos, and tap into a robust knowledge base to boost their performance and satisfaction with PROLIFIQ offerings.

Key Account Management 52

Key Account Management Customer Success Stakeholders Account Management 52

ProlifIQ

OCTOBER 15, 2020

Powered by Salesforce Experience Cloud, the new Community provides Admins, sales, customer success, and marketing professionals a place to collaborate via Salesforce Trailhead as well as access product user training videos, and tap into a robust knowledge base to boost their performance and satisfaction with PROLIFIQ offerings.

Key Account Management 52

Key Account Management Customer Success Stakeholders Account Management 52

The Congruity Group

JUNE 5, 2023

with Tim Hinckley : Pages 9-11 Episode #8 – Bringing Your Customers Into the Development Process is a No-Brainer with Nick Ripplinger : Pages 21-23 Episode #16 – My Ideal Customer is the One Who I can Make Successful with Ross G.D.

Key Account Management 52

Key Account Management Account Management Customer Success Management 52

DemandFarm

APRIL 18, 2023

A connected apps ecosystem in key account management involves the integration of your digital key account planning tool with other tools in your sales tech and marketing tech stack. If these data sources are contextualized to strategic accounts then key account managers gain better insights.

Account Management 52

Account Management Digitalization Management Account Planning 52

Hubspot Sales

MAY 10, 2018

Whether you’re a rep attempting to decrease churn or a manager trying to incentivize healthy deals, don’t take the quick win. Build a foundation for growth, success, and scale. And, as with your customers, don’t wait until there’s an issue to reach out. Andrews also recommends offering help before it’s asked for.

Sales 111

Sales Key Account Management Leadership Customer Experience 111

DemandFarm

MAY 12, 2023

Renewal Revenue Platform Sales Tools for Renewal Revenue The sales approach to increasing renewal revenue involves prioritizing customer success. Anticipating customer needs and providing flexibility is vital to this. This can help to increase customer loyalty.

B2B 52

B2B Key Account Management Account Management Manufacturing 52

KAMCast

NOVEMBER 12, 2020

???????? ??????????????: In my discussion with Grant, we touched on his thoughts and insights on my questions like: What role does marketing play in today’s world of key account management? For any businesses who experience a divide between sales and marketing, how would Grant recommend they approach closing the gap?

Marketing 52

Marketing Key Account Management Publishing Account Management 52

KAMCast

FEBRUARY 18, 2021

KILLER QUESTION SEGMENT In each episode we ask you, our listener, a killer question that is designed to get you reflecting on your business, your KAM Culture and where changes in thinking and behaviour could lead to increased customer success.

Shareholders 98

Shareholders Media Account Management Communication 98