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)?

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Key Account Management Account Management Management Prioritization 52

Jermaine Edwards

NOVEMBER 25, 2021

In 2016 I wrote a post on the five foundation steps for stakeholder management success in key account management, that was well received and guided lots of leaders. What is a stakeholder? A stakeholder is either an individual, group or organisation who is impacted by the outcome of a project or relationship.

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Stakeholders Decision-making Shareholders Key Account Management 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?

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

ProlifIQ

JUNE 12, 2024

Stakeholders: Understanding “who is who” and the footprint of an account. This will determine how you leverage your team for communication with different stakeholders across the organization. Planning in Key Account Management Grab our template on account planning! Also, areas for quick wins!

Key Account Management 52

Key Account Management Account Planning Stakeholders Account Management 52

ProlifIQ

MARCH 30, 2023

The account planning process includes assessing an account’s business needs, goals, and structure and making sure your product or service delivery and value meet and exceed the expectations of your key accounts. An account plan should be interactive and a living, breathing document used as a framework for the account.

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Account Planning Key Account Management Account Management Stakeholders 98

SmartKarrot

MAY 12, 2023

Key Account Management (KAM) is a strategic approach that focuses on fostering long-term, value-driven relationships with a select group of high-potential customers. This article will discuss the top 6 Key Account Management skillsets that are crucial for driving business success.

Key Account Management 10

Key Account Management Account Management Management Interpersonal Skills 10

SmartKarrot

OCTOBER 25, 2023

A well-documented crisis playbook empowers KAMs with actionable insights, enabling them to navigate crisis with agility and decisiveness. Key Elements of an Effective Crisis Playbook Key Account Managers navigate business and people. They can swiftly implement predefined strategies, mitigating potential damages.

Key Account Management 10

Key Account Management Account Management Management Construction 10

Account Manager Tips

JULY 9, 2020

For example don't say "meet with key stakeholders" when the job description has identified who those stakeholders are and you can say "meet with Product Management and Technical" instead. Here's the job description for a Senior Key Account Manager at Amazon , advertised in July 2020.

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Account Management Management Key Account Management Stakeholders 130

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. GRAHAM Different stakeholders will value different things. Stakeholders value business improvement.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Flevy

JULY 6, 2022

By using the ABM approach , we can mechanize and trim down the protracted process of finding target accounts and minimize the effort, time, and cost involved in courting these prospective accounts. ABM systems document this data, automate sharing it between various units, and maintain Marketing funnels or sales pipelines.

Marketing 109

Marketing Account Management Facilitation CRM 109

ProlifIQ

NOVEMBER 15, 2022

With fewer large companies open to purchasing technology at this moment, it’s critical to understand these things when enterprise selling: Who are your top strategic accounts? . Tier your top accounts and align with key account managers and sellers to decide if they’re who you should be pursuing as customers.

Account Management 52

Account Management Stakeholders CRM Key Account Management 52

ProlifIQ

MAY 4, 2023

Operations, strategic account management teams, and sales should work together to analyze and identify the accounts that are most likely to spend more with your business. Are you documenting upsell potential in your CRM? What is White Space Analysis? Are there any pre-existing relationships between the teams?

Stakeholders 52

Stakeholders Account Management CRM Key Account Management 52

DemandFarm

OCTOBER 8, 2024

Two key practices to keep in mind: Clarify the Meeting Agenda : Discuss and document the agenda, key discussion points, and review action items for the next phase. Document Expectations : Clearly outline the prospect’s expectations for the product or solution to ensure everyone is aligned.

Client Relationships 40

Client Relationships Decision-making Stakeholders Onboarding 40

ProlifIQ

JUNE 21, 2023

This team consists of dedicated professionals who work collaboratively to support the strategic account manager in delivering value to the strategic accounts. In conclusion, strategic accounts are the key customers that hold immense value for an organization’s growth and success. We touch on this more below.

Account Management 52

Account Management Management Account Planning Stakeholders 52

ProlifIQ

APRIL 5, 2023

Additionally, the sales team should regularly review the account plan’s performance to identify areas for improvement and make necessary adjustments. Another best practice for sales account planning is to foster strong collaboration. This plan should also identify any potential risks or challenges associated with the account.

Account Planning 52

Account Planning Value Proposition Account Management Key Account Management 52

Louise Collins Associates

JULY 20, 2017

Of course, it is critical to know the external stakeholders who make the decisions within the account. It is not uncommon for these organisations to have very specific ‘target’ lists of key stakeholders to see within an account. Access to key decision makers has become increasingly difficult.

Account Planning 52

Account Planning Stakeholders Decision-making Value Proposition 52

KAMCast

JANUARY 21, 2021

The kind of conversations that will support you in influencing wider stakeholders and winning new business. Is it documented and shared as an actual process in your business? David is the principal KAM consultant & Managing Director at KAMGuru.com, a specialist Key Account Management training and consultancy business, based in the UK.

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Customer Experience Internet Advertising Stakeholders 52

Arpedio

OCTOBER 17, 2023

Regularly back up your account management software to prevent data loss in case of unexpected events. Documentation: Create internal documentation for your team. Relationship Mapping & Org Chart Manage internal and external relationships with key stakeholders. Superior together.

Account Management 52

Account Management Software Software Management 52

SmartKarrot

DECEMBER 1, 2022

Review functional scope documents (for enhancements with the system) with internal organization to ensure full details of new functionality have been captured. Drive aggressive product adoption and account expansion by attaining a deep understanding of client needs and opportunities for upsells. Attend client meetings as needed.

Customer Success 19

Customer Success Client Onboarding Onboarding Key Account Management 19

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.

Account Management 52

Account Management B2B Key Account Management Co-Creation 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.

Account Management 52

Account Management B2B Key Account Management Co-Creation 52

SmartKarrot

NOVEMBER 30, 2023

One common challenge is the transition of key decision-makers during the sales process. Pragya stressed the importance of maintaining communication with stakeholders, ensuring that both the decision-makers and end-users understand the product’s purpose and value.

Management 10

Management Stakeholders Value Proposition Onboarding 10

Arpedio

OCTOBER 30, 2023

When presented with the topic of account plans , the CEO proudly fetched a hefty binder from a locked cupboard, blowing off the dust and revealing their “current” account plan. This binder, updated perhaps once a year during the budgeting process, perfectly illustrates the outdated approach to account planning.

Co-Creation 52

Co-Creation Account Planning Artificial Intelligence Leadership 52

SmartKarrot

NOVEMBER 9, 2022

This is where account 360 comes into the picture. Finding the time to dedicate to key account planning is one of the biggest issues for key account managers and strategic planning executives alike. How SmartKarrot keeps account planning simple? Account planning terms that you ought to know.

Account Planning 10

Account Planning Key Account Management Account Management Client Relationships 10

Arpedio

DECEMBER 22, 2021

It has allowed us to connect with stakeholders that we may not have gotten face-to-face time with before. Just like that, SAMs are forced to be better prepared, to really think through and document the key points they want to make and get right to it. Senior Director, Premier Inc. Best recommendations for KAM leaders.

Supply Chain 52

Supply Chain Account Management B2B Stakeholders 52

Arpedio

DECEMBER 22, 2021

It has allowed us to connect with stakeholders that we may not have gotten face-to-face time with before. Just like that, SAMs are forced to be better prepared, to really think through and document the key points they want to make and get right to it. Senior Director, Premier Inc. Best recommendations for KAM leaders.

Supply Chain 52

Supply Chain Account Management B2B Stakeholders 52

Account Management Skills

AUGUST 24, 2021

Not project management systems, not CRM systems, but having a dedicated system to guide the agency account management team, when it comes to managing and delve developing existing client relationships. Kapta is a key account management platform. And Kapta is a key account management platform.

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Account Management Management Account Planning Co-Creation 98