Red Star Kim

JUNE 1, 2023

Whilst there are many ways to differentiate (see below) it does imply that you will consider – from the client’s perspective – how your firm’s offering or value proposition is different from the competitors. There’s an introduction to value propositions at: What is a value proposition or USP – and how do I create one?

Value Proposition 130

Value Proposition Innovation Marketing Media 130

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

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. In doing so, coach your team to tailor their value propositions to different organizations and people, which is guaranteed to create a slew of new opportunities to fill the pipeline…whether they reach the one meeting per week target or not!

Value Proposition 78

Value Proposition Sales Global Accounts Account Management 78

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.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

5600 Blue

NOVEMBER 29, 2017

We recently conducted negotiation coaching for over $1b in revenue on over 100 renewal opportunities for a global client of ours. We weren’t training their new reps, but working with some of their most seasoned global account managers to help them be more strategic and successful. Improve renewal rate and renewal deal size.

Negotiation 52

Negotiation Value Proposition Global Accounts Procurement 52

Cosawi

JULY 14, 2021

Along with the Key Account Manager, marketing is the co-orchestrator of KAM – they are intrinsically linked. Marketing within KAM is an ABM approach, rather than one focused on a therapeutic area or brand and connects with brand marketing to build value beyond the products and services. ABM supports KAM in three main ways: .

Co-Creation 52

Co-Creation Marketing Value Proposition Key Account Management 52