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As conveners of the largest community in the world dedicated to strategic and keyaccountmanagement, one of SAMA’s foundational purposes is to help our community both adapt to what’s happening right now and prepare for what may happen next. Sales and accountmanagement – no longer an expense but an investment.
21 free courses for keyaccountmanagers to boost your skills now A keyaccountmanager has to grow and retain their clients. Find out what those skills are, along with 21 free courses to help you become a better keyaccountmanager. FAQ Do I need a degree to be a keyaccountmanager?
And it should almost always look different to their strategy for smaller accounts. There are many reasons for this. While all your accounts are important, keyaccounts are where most organizations receive their greatest revenue. Attracting them is an entire process. Todd says he knows it sounds simple.
Do you know how the top keyaccountmanagers (KAMs) become the top KAMs? They don’t just respond to an account’s needs—they anticipate them, creating proactive strategies that build trust and deepen relationships. Core Traits of High-Performing AccountManagers 1.Relationship
A new central commercial organization was born. To ensure the inclusion of external insights to shape and direct the new commercial organization, we partnered with SAMA for thought leadership on Strategic AccountManagement (SAM), as well as with Rain Group for continuous education of our sales teams.
The answer: Keyaccountmanagement. In this comprehensive guide to keyaccountmanagement, you'll learn: The definition of keyaccountmanagement. How to know whether your company needs a keyaccountmanagement strategy. How to identify keyaccounts.
So is AI expected to eat up your KeyAccountManager’s jobs as well? It depends on your KeyAccountManagement (KAM) maturity level, your approach to your KAM program, your goals, and how you want to roll with the AI punches. That’s a lot of human work hours up for grabs by robots!
How Data Analysis Adds Value to KeyAccountManagement Data analysis has quickly become a valuable tool for just about every type of business. The more data you generate and process, the bigger the opportunity for data analysis and management. Data analysis is changing how keyaccountmanagement is delivered.
While this customer’s staff demonstrated both passion and expertise, to make this process a reality, they needed a project focused on innovative thinking, data-driven insights, stakeholder connectivity and patient/provider resources. Stakeholdermanagement. The customer in this case is a large, U.S. health system.
This process involves multiple product demonstrations, engaging with IT, procurement, and finance stakeholders, and significant customization to meet the client’s needs. Enterprise sales involve selling goods or services to large businesses or organizations, often resulting in long-term, high-value contracts.
15 Reasons Why You Might be a Bad AccountManager Bad keyaccountmanagers fail to build business relationships and achieve results. Here are fifteen signs you might be a bad keyaccountmanager and how to turn yourself into a good one. Keyaccountmanagers without an action plan will fail.
KeyAccountManager or Strategic Ecosystem Leader? KeyAccountManager or Strategic Ecosystem Leader? ? On September 15th, more than eighty KeyAccountManagers (KAM) assembled in Copenhagen and online for a hybrid event. The post KeyAccountManager or Strategic Ecosystem Leader?
How you reward KeyAccountManagers is seen as a critical ingredient in the overall success of any KeyAccountManagement KAM strategy. The role of a keyaccountmanager requires effective coordination of a web of complex activities. Reward schemes fall into three categories: .
How you reward KeyAccountManagers is seen as a critical ingredient in the overall success of any KeyAccountManagement KAM strategy. The role of a keyaccountmanager requires effective coordination of a web of complex activities. . Reward schemes fall into three categories: 1.
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 keyaccountmanagement processes. Interested in seeing a KeyAccountManagement solution to help you retain and grow key customers?
KAM Glossary (with 65 Definitions) To help strategic accountmanagers / keyaccountmanagers /sales professionals enhance their understanding of KeyAccountManagement (KAM) , this glossary provides clear and concise definitions and explanations of essential terms, definitions, and concepts related to keyaccountmanagement.
Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Create contact plans to keep in touch with keystakeholders in your company and your client's. GRAHAM Different stakeholders will value different things.
Large organizations rely on technology to streamline their processes and improve their efficiency – and are constantly looking for tools that can help them in this regard. With digital keyaccountmanagement tools , sales teams can offer numerous advantages over traditional methods, including increased security, convenience, and visibility.
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 keyaccountmanagement. This provides structure to your organization’s interactions. They are no longer efficient and just don’t cut it anymore.
Your KeyAccountManagement (KAM) shouldn’t be time-consuming or difficult. It must be organized, results driven (KPIs), dynamic (change with your business and your customers). The post Four Aspects of KeyAccountManagement appeared first on Point N Time.
Keyaccountmanagement best practices ← Back to blog In today’s competitive landscape, effectively managingkeyaccounts is not just a strategy: It’s a necessity. Now, let’s dive into the best practices of keyaccountmanagement. Try ARPEDIO's Account-Based Selling Platform!
Is a keyaccountmanager 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.
This is typically done through something called keyaccountmanagement. What is KeyAccountManagement (KAM)? KeyAccountManagement is a strategic approach to managing a company’s relationships with its most valuable customers.
Evolving KeyAccountManagement: Perstorp's Journey with ARPEDIO Download full case study About Perstorp With a 140-year legacy, Perstorp stands as a pioneer in organic chemistry, shaping industries from mobile tech to animal nutrition, driven by sustainable solutions. Superior together. Enhance forecast accuracy.
Keyaccountmanagement vs. traditional sales ← Back to blog The game of sales and customer relations has changed – staying competitive is no longer just about making the sale; it’s about nurturing valuable, long-lasting relationships with your top-tier clients. Table of Contents What is KeyAccountManagement?
KeyAccountManagement (KAM) focuses on building long-term relationships, and aims to improve customer satisfaction – especially in a B2B scenario. A keyaccountmanager’s primary responsibility is ensuring that the needs of key clients are met, and that they remain satisfied with the company’s products and services.
KeyAccountManagement (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. Organizations increasingly recognize the inefficiencies caused by siloed operations.
Digital KeyAccountManagement is the process of managing and growing a company’s most important customers using digital tools and technologies. It is essential for Sales Enablement , as it enables businesses to manage their keyaccounts more efficiently and effectively.
In case that person leaves your accounts, the amount they were bringing into the organization is automatically at risk. In such a situation, it is important to give visibility to the organizations that relationships are important. Why should you adopt Digital KeyAccountManagement?
DemandFarm DemandFarm is purpose-built for keyaccountmanagers, particularly for those who manage complex account-based sales processes. Account Profiling Helps you get a 360-degree view of your accounts, including revenue streams, stakeholder hierarchies, and business units.
What is KeyAccountManagement? KeyAccountManagement (KAM) is a strategic approach to managing and nurturing relationships with a select group of high-value customers or clients, known as keyaccounts. Book demo The post KeyAccountManagement – What is it?
Too many clients, not enough time Keyaccountmanagers have a lot of clients. Share the load You don't have to be the only one in your organization communicating with keystakeholders. Too many keyaccountmanagers arrange their quarterly reviews as they go. Are you on Telegram?
When to give up Forms of communication (from most to least effective) Favourite book on follow up In other news Have your say on the future of keyaccountmanagement Quote of the week. Whatever the situation, there’s constant backwards and forwards between stakeholders. That’s not how it works. Amit Kalantri.
The post Cross-Functional Collaboration: The KeyAccountManager’s Secret Weapon first appeared on The KAM Coach Learn how KeyAccountManagers can leverage cross-functional collaboration to boost client satisfaction, drive revenue growth, and become a strategic leader within their organizations.
Organizations that invest in RevOps report a 30% reduction in go-to-market expenses. Let’s explore how RevOps impacts these areas, why it matters for KeyAccountManagers (KAMs) , and the best practices for success in 2025. For KeyAccountManagers, RevOps is critical as it aligns strategy with execution.
Create a systematic plan to go after major accounts without dragging out sales cycles and inaccurately forecasting your quarterly pipeline. . Here, we’ll talk about how an account planning strategy can help you shorten your selling cycle and close major deals even faster than before. A higher number of stakeholders.
Sales Account Planning Template An account planning template is a tool that can be used by B2B sales teams to streamline their account planning process. A good account planning template provides a framework for organizing information and developing a strategic plan for each keyaccount.
What sets exceptional sales managers apart? Nowhere is this more critical than in KeyAccountManagement (KAM) , where stakes are higher, relationships are deeper, and opportunities require strategic finesse. This allows managers to coach their teams on navigating complex stakeholder dynamics with precision.
Since the deals are all contained within the same organization, it’s inherently easier to reach decision makers, build consensus, and coordinate solutions. Demandbase wanted to know how many sales teams benefit from account-based selling. Account-based selling can not only help you better understand your buyer.
So, how do you think sales enablement will benefit keyaccountmanagers? Proper sales enablement tools will enable keyaccountmanagers to effectively do upsells and cross-sells and share information on the companys happenings and improvements. So howd you battle that? What Does It Offer?
Here are a few: Increased revenue: Effective accountmanagement builds revenue and increases sales through the strength of relationships. By understanding the people and problems in accounts and the unique needs of each and every stakeholder, sellers and accountmanagers can work to address and ultimately solve them.
And to stay on track, you need account planning and coordination processes in place. Bring the wider organization into your value co-creation mission. 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 keyaccountmanagers.
Let’s take the ecosystem definition as an example and extend it: ‘’A healthcare customer ecosystem is an interconnected set of entities and organizations each playing a role in providing healthcare to a geographic-specific patient population.’’. What are the pressures and challenges that stakeholders face at the moment?
Key insights and learnings The Symposium brought together thought leaders and visionaries from leading organizations such as Tüv Süd , Zeiss , Mp Consulting , Mercuri and DHL. While each session and workshop delved into specific aspects of SAM in detail, we now offer a brief overview of the key takeaways from the Symposium.
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