Arpedio

SEPTEMBER 25, 2023

Key account management 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 Key Account Management?

Key Account Management 52

Key Account Management Account Management Management Sales 52

DemandFarm

MAY 22, 2023

Is a key account manager 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.

Key Account Management 52

Key Account Management Account Management Digitalization Sales Management 52

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

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

PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Let’s examine what strategic account management is and the best ways to approach it.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

DemandFarm

APRIL 21, 2023

With digital key account management tools , sales teams can offer numerous advantages over traditional methods, including increased security, convenience, and visibility. With key account management evolving and becoming more complex , organizations are turning to AI as a key differentiator and enabler.

Key Account Management 52

Key Account Management Account Management Digitalization 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. How RevOps Helps in Key Account Management?

Key Account Management 52

Key Account Management Account Management Decision-making Prioritization 52

DemandFarm

APRIL 4, 2023

In case that person leaves your accounts, the amount they were bringing into the organization is automatically at risk. Why should you adopt Digital Key Account Management? What are some of the benefits of adopting digital account planning solutions for your key accounts?

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

DemandFarm

NOVEMBER 22, 2024

Here’s how eight key automations can elevate your sales game. Automated Lead Scoring Manual lead assessments can cause inconsistent prioritization. Automated content management platforms, like Seismic or Highspot, recommend the right materials for each prospect, improving efficiency and relevancy.

Key Account Management 52

Key Account Management CRM Account Management Sales 52

DemandFarm

MARCH 31, 2025

In the past, account managers spent significant time on manual tasks like logging customer interactions, scheduling meetings, updating CRM records, and manually tracking stakeholder engagement. 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

Upland

MAY 22, 2024

This saves sales reps time sifting through broad data sets and allows them to focus on qualified leads within existing customer accounts. Prioritization and Targeting: AI can analyze numerous factors like customer size, industry, past purchases, and even sentiment in communication to prioritize whitespace opportunities.

Artificial Intelligence 195

Artificial Intelligence Media Prioritization Key Account Management 195

Account Manager Tips

NOVEMBER 24, 2022

Every month I share a selection of popular titles to help with your professional development as a key account manager. Key account managers rely on influence to get things done. You need to inspire, align objectives, coordinate resources, prioritize task, manage crises and ask for help when you need it.

B2B 130

B2B Key Account Management Account Management Decision-making 130

Cosawi

JANUARY 24, 2025

Customer-Led and Team-Enabled Marketing In the evolving landscape of Key Account Management (KAM), Account-Based Marketing (ABM) has emerged as a cornerstone for driving customer-centric innovation. Marketing often focuses on awareness and lead generation, while KAM emphasizes deep, account-specific engagement.

Co-Creation 40

Co-Creation Marketing Key Account Management Value Proposition 40

DemandFarm

AUGUST 31, 2023

Success lies in a tailored, strategic approach to customer success management. One that leverages Key Account Management (KAM) principles to retain customers and transform them into brand advocates. Masterclass by Forrester Principal Analyst Anthony McPartlin: Why companies fail with key account management?

Key Account Management 52

Key Account Management Account Management Customer Success Management 52

DemandFarm

DECEMBER 27, 2024

DemandFarm DemandFarm is purpose-built for key account managers, particularly for those who manage complex account-based sales processes. Org Chart Visualization: Easily understand decision-making hierarchies and identify champions or blockers within your target accounts.

Key Account Management 52

Key Account Management Stakeholders Sales Account Planning 52

DemandFarm

NOVEMBER 27, 2024

This cost-saving benefit is achieved by streamlining processes and eliminating inefficiencies, allowing marketing teams to allocate resources more effectively RevOps is more than just a framework—it’s the backbone of transformative business strategies like Account-Based Marketing (ABM), Product-Led Growth (PLG), and advanced sales enablement.

Artificial Intelligence 40

Artificial Intelligence Key Account Management Decision-making Account Growth 40

DemandFarm

DECEMBER 27, 2024

So, how do you think sales enablement will benefit key account managers? Proper sales enablement tools will enable key account managers 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?

Key Account Management 40

Key Account Management Account Management Sales Onboarding 40

DemandFarm

JULY 26, 2023

Quality over Quantity: How Focusing on a Select Few Accounts Can Drive Greater Success in Digital Key Account Management As digital Key Account Management grows in relevance, many organizations find themselves confounded by the question of whether obtaining new customers is more important than retaining existing key clients.

Key Account Management 40

Key Account Management Account Management Digitalization Management 40

Account Manager Tips

JULY 27, 2021

It helps your client improve email productivity and prioritize their inbox because they know what you need without opening your message. Then write your subject line. Point out the purpose of your email Use abbreviations or action expected in your subject line. EOM: End of message.

Communication 244

Communication Meetings Key Account Management Prioritization 244

Whetstone

OCTOBER 7, 2024

In contrast, initiatives that are explicitly aligned with the long-term success of the company are protected and prioritized. The first to be cut or delayed are typically initiatives that do not clearly tie to these strategic objectives.

Prioritization 40

Prioritization Account Management Leadership Decision-making 40

Revegy

OCTOBER 2, 2019

of sales organizations don’t take advantage of account planning to grow their strategic accounts. For companies that prioritize the 20% of their business driving most of their revenue, business is more sustainable and more profitable. Why isn’t everyone successful when it comes to key account management?

Account Growth 69

Account Growth Key Account Management Account Management Account Planning 69

Mercuri International

JULY 1, 2021

Most people think that the biggest challenge for a Key Account Manager is the need to understand their account but is this all that is needed? To serve their accounts as effectively as possible, the KAM needs to access resources across different business units and silos of their own company. Johansson, E.

Key Account Management 64

Key Account Management Value Proposition Account Management Profitability 64

ProlifIQ

JUNE 12, 2024

Planning in Key Account Management Grab our template on account planning! A clear vision provides direction and helps prioritize initiatives that will drive the most significant impact. Overall, planning in key account management lays the groundwork for successful execution.

Key Account Management 52

Key Account Management Account Planning Stakeholders Account Management 52

DemandFarm

OCTOBER 24, 2024

SPIFFs drive attention toward specific initiatives, ensuring your team prioritizes what’s most critical. SPIFFs can be the key to re-energizing underperforming sales or helping push through tight deadlines. Align Focus with Business Priorities Need to move inventory? Struggling with a new product launch?

Sales 40

Sales Key Account Management Meetings Software 40

ProlifIQ

DECEMBER 8, 2021

By the way, our key account management app, CRUSH , lets you automate this vital feature.). Maybe they had to prioritize and pick something to take on first – which would be the first sale in that account. Some won’t be connected at all (which are more accurately called cross-sell opportunities).

Key Account Management 98

Key Account Management Prioritization Account Management CRM 98

DemandFarm

MAY 9, 2024

Imagine you’re a key account manager at a multinational corporation. They help you identify key players, understand reporting relationships, and tailor your engagement strategy accordingly. For key account managers, org chart software is particularly valuable. One of your biggest challenges?

Key Account Management 52

Key Account Management Account Management CRM Client Relationships 52

ProlifIQ

APRIL 21, 2023

To execute the account growth strategy and maintain strong customer relationships, account managers should have excellent communication skills. Businesses should prioritize key accounts by developing a deep understanding of their needs.

Account Growth 52

Account Growth Account Planning Key Account Management Account Management 52

DemandFarm

MAY 12, 2023

Each type of revenue stream requires different teams and different aspects of sales and marketing to be prioritized. 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.

B2B 52

B2B Key Account Management Account Management Manufacturing 52

Flevy

JULY 6, 2022

ABM systems facilitate the stakeholders in creating the most qualified leads, developing tailored purchasing journeys, enhancing the lifetime value of customers , and maintaining a healthy pipeline of promising accounts. These systems aid in distinguishing the right target accounts before executing a personalized Marketing Strategy.

Marketing 109

Marketing Account Management Facilitation CRM 109

DemandFarm

APRIL 28, 2023

AI can also assist in managing and prioritizing tasks. By leveraging AI-driven lead scoring, sales reps can prioritize leads with the highest likelihood of converting. Read Whitepaper: The Impact of Digital Key Account Management on Sales Enablement 2.

Artificial Intelligence 52

Artificial Intelligence Key Account Management Decision-making Account Management 52

DemandFarm

MARCH 31, 2025

Prioritization & Scoring Instead of chasing after all possible whitespaces that might not likely convert, AI helps you prioritize deals of potential value. DemandFarm DemandFarm is purpose-built for key account management, with whitespace analysis as a core feature to help KAMs scale.

Account Planning 52

Account Planning Sales Prioritization Account Management 52

ProlifIQ

OCTOBER 4, 2023

Identifying Strategic Accounts Not all customers are created equal. Identify the accounts that have the potential to significantly impact your business’s success and prioritize them for strategic account management. What are the different components of how to build an account management strategy?

Account Management 52

Account Management Management Account Planning Key Account Management 52

Arpedio

JUNE 2, 2021

So where is the work of strategic and key account management headed? We are finding ourselves in a time of re-prioritization and behavior change. People do things they believe are in their best interests regardless of whether you think it’s a good idea or not. Adapting to a more virtual future.

Account Management 84

Account Management B2B Innovation Decision-making 84

Account Manager Tips

MAY 27, 2021

It helps your client improve email productivity and prioritize their inbox because they know what you need without opening your message. Then write your subject line. Point out the purpose of your email Use abbreviations or action expected in your subject line. EOM: End of message.

Communication 130

Communication Meetings Key Account Management Prioritization 130

DemandFarm

MAY 22, 2024

By leveraging these add-ons, companies can effectively manage their customer relationships and accelerate development cycles, ensuring they stay ahead in the competitive market landscape. Top Key Account Management Applications 1. Its ability to deliver personalized communication at scale makes it invaluable.

Facilitation 52

Facilitation Key Account Management CRM Decision-making 52

QYMATIX

MAY 6, 2024

Predictive Sales Analytics Example Number 2: Helping Your Sales Team to Prioritize Leads and Accounts Determining KPI involves steering a sales team in a certain direction. Ideally, Key Account Managers should target accounts more likely to buy or more propense to churn.

Sales Analytics 52

Sales Analytics Key Account Management B2B Sales 52

Arpedio

NOVEMBER 30, 2021

This means that now more than ever before, sales representatives and key account managers need to create a smooth customer experience to achieve consensus within the decision-making group. We asked Jeppe Tølløse, our Account Manager and Private Equity responsible on some tips. Bain & Company.

Digitalization 52

Digitalization Account Management B2B Decision-making 52