The Chapman Group

DECEMBER 8, 2020

Greater clarity on title and role within the formalized program often benefit all account managers; including the top achievers. Some organizations have also chosen the terms GAM (Global Account Manager), and CAM (Corporate Account Manager). External business reviews; Collaborative Action Planning with accounts.

Account Management 133

Account Management Management Value Proposition Account Planning 133

KAM With Passion

JUNE 20, 2021

The training module also covers how to build an Account Strategy and the associated Action Plan. If possible, it should also cover the definition of one or several Account-specific Value Proposition. Advanced – Module 5: Driving co-creation with a truly strategic account. Negotiation (base level).

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

The Chapman Group

AUGUST 23, 2020

Greater clarity on title and role within the formalized program often benefit all account managers; including the top achievers. Some organizations have also chosen the terms GAM (Global Account Manager), and CAM (Corporate Account Manager). External business reviews; Collaborative Action Planning with accounts.

Account Management 78

Account Management Management Value Proposition Account Planning 78

Revenue Storm

FEBRUARY 15, 2022

Even when I was leading a $400 million global accounts organization. Typical decision-makers in each client where you can deliver value or create Partner Allies: IT, Finance, Marketing, Sales, Operations, Engineering, Regulatory, Strategy, HR. That provides 45 potential sales targets across five accounts.

Value Proposition 78

Value Proposition Sales Global Accounts Account Management 78

SalesGlobe

FEBRUARY 9, 2022

But there are principles of finance that if you apply them to sales, including incentive plans, you can accelerate what you do. We really try to understand who the customer is and what our value proposition is to that customer. The highest level value proposition is usually communicated at a company level.

Value Proposition 52

Value Proposition Advertising Sales Profitability 52