Arpedio

OCTOBER 11, 2021

Key Account Manager or Strategic Ecosystem Leader? Key Account Manager or Strategic Ecosystem Leader? ? On September 15th, more than eighty Key Account Managers (KAM) assembled in Copenhagen and online for a hybrid event. October 11, 2021. October 11, 2021. Back to blog. um@arpedio.com.

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

Account Manager Tips

NOVEMBER 19, 2022

In a survey of senior executive buyers, Forrester Research asked if sales people are frequently prepared for their meetings. The Value Proposition. Reveal the value proposition In other words – the hook. It's a simple framework to help create your value proposition. What do you think the answer was?

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Value Proposition Decision-making B2B Meetings 246

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. I’ve summarised the key points here as a supplementary learning resource for the delegates.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Delegates from legal and accountancy practices in the UK and overseas (Brussels and Amsterdam) shared how to tackle those challenges.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Account Manager Tips

MAY 1, 2021

A simple sales negotiation tactic. As a key account manager, you not only need to keep your clients, you need to keep them profitable. To do that, you need sales negotiation skills to convince them to buy more and, when the time comes, to renew. A sales negotiation is challenging and means difficult conversations.

Negotiation 130

Negotiation Key Account Management Suppliers Value Proposition 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

DemandFarm

APRIL 13, 2023

KAM Glossary (with 65 Definitions) To help strategic account managers / key account managers /sales professionals enhance their understanding of Key Account Management (KAM) , this glossary provides clear and concise definitions and explanations of essential terms, definitions, and concepts related to key account management.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

Account Manager Tips

SEPTEMBER 7, 2022

A single value proposition can’t appeal to all your clients. A differentiated value proposition is the first step of transforming ideas into results. Adapted from: Maximizing Value Propositions to Increase Project Success Rates Remember: you don’t have to be the best. Create a sales value chain.

Value Proposition 130

Value Proposition Key Account Management Negotiation Account Management 130

KAM With Passion

JUNE 20, 2021

This article focuses on individual competencies, especially those of the Key Account Managers. It provides you with a precise description of the skills and competencies required from a true Key Account Manager (not a plain entreprise customers sales rep). Defining Skills & Competencies.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Account Manager Tips

AUGUST 31, 2022

When clients say "price" they really mean value How to differentiate through value Steps to stand out from the competition World Letter Writing Day Workshop: How to successfully execute a negotiation strategy In other news Quote of the week. A differentiated value proposition is the first step of transforming ideas into results.

Value Proposition 130

Value Proposition Negotiation Key Account Management B2B 130

Red Star Kim

OCTOBER 24, 2022

Last week, we welcomed UK and international delegates to a PM Forum digital workshop on “Selling Processes and Sales Skills for Marketing and BD Professionals”. sales processes 2. Behaviour in sales meetings). Sales process. Multifaceted map of the sales process. This supported opportunity and pipeline management.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Arpedio

AUGUST 22, 2023

Key account management best practices ← Back to blog In today’s competitive landscape, effectively managing key accounts is not just a strategy: It’s a necessity. The primary objective of this strategy is to either maintain or expand the profits derived from these key or strategic accounts.

Key Account Management 52

Key Account Management Account Management Management Onboarding 52

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. By Dominique Ct CEO & Founder Cosawi Why isnt Marketing in the KAM/ SAM journey ?

Co-Creation 40

Co-Creation Marketing Key Account Management Value Proposition 40

Account Manager Tips

JUNE 29, 2021

Let's talk about the client lifecycle The sales cycle attracts qualified leads, engages and converts them to clients. Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop. How does their message and value proposition differ from yours?

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Account Manager Tips

AUGUST 10, 2021

But, for B2B companies, it falls to the sales team or the key account management team to ask. Sales Insights Lab surveyed 400 salespeople to gain insights into today's selling world. Would you be open to setting aside some time so I can explain our value proposition? rarely ask for a referral.

Decision-making 240

Decision-making Account Management Value Proposition B2C 240

DemandFarm

NOVEMBER 27, 2024

” — said no sales leader, ever. “Sales team made the most of the leads this month,” said no CMO, ever. “We know the entire journey of this customer, thanks to sales and marketing,” said no customer success manager, ever. “The leads shared by marketing this month is a gold mine!”

Artificial Intelligence 40

Artificial Intelligence Key Account Management Decision-making Account Growth 40

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. Product adoption goals.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Account Manager Tips

AUGUST 9, 2022

What to do when a sales deal stalls? Sales process checklist Establish the next commitment The Thermometer Technique Favourite podcast: How to Succeed Just for fun Quote of the week. What to do when a sales deal stalls? For me, sales is most successful when you follow a process. Differentiated my value proposition.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Brightbridge Consulting

JANUARY 31, 2020

Two of a kind – Key account management and managing key accounts? One of perspectives we’ve identified as being essential for success is the notion that key account management is not the same as managing key accounts. Portfolio management.

Key Account Management 52

Key Account Management Value Proposition Account Management Suppliers 52

Cosawi

JULY 14, 2021

We talk to Dominque Côté about the central role of marketing in Key Account Management (KAM). Along with the Key Account Manager, marketing is the co-orchestrator of KAM – they are intrinsically linked. This broader perspective is vital to support the development of the account-centric Value proposition. .

Co-Creation 52

Co-Creation Marketing Value Proposition Key Account Management 52

Brightbridge Consulting

JUNE 12, 2019

Key Account Management: Skills Development: Flint Group. Group workshops and individual coaching for experienced senior key account leaders, commercial and technical managers. One of the largest suppliers to the printing and packaging industry world-wide, 2017 revenues were €2.2bn.

Shareholders 52

Shareholders Suppliers Key Account Management Value Proposition 52

Arpedio

APRIL 29, 2024

SAM professionals are not just account managers; they play a pivotal role as value creators, ecosystem orchestrators, and pioneers of data-driven decision-making, crucial for unlocking market share and profitability. Christian Portmann guided us through DHL’s journey, emphasizing key elements pivotal to their success.

Key Account Management 52

Key Account Management Account Management Global Accounts Ecosystem Leadership 52

ProlifIQ

APRIL 21, 2023

Tiering Accounts While they vary from business to business, some things to look for in a top account are: Size of business Customer adoption of your tool/product Relationship with champion/POC at business A tier 1 account should have data readily available. This information is to be used in the account plan.

Account Growth 52

Account Growth Account Planning Key Account Management Account Management 52

ProlifIQ

APRIL 5, 2023

Account Planning Best Practices Sales account planning is a critical aspect of any business that seeks to manage its customers effectively and generate more revenue. An action plan that outlines the sales account planning process is crucial for any company that wants to succeed.

Account Planning 52

Account Planning Value Proposition Account Management Key Account Management 52

Arpedio

MARCH 7, 2022

For key or strategic accounts, does it matter if marketing works with sales? Account-based marketing (ABM) revolutionized marketing. So, why do so many strategic/key account management (SAM/KAM) programs not integrate with ABM? Key takeaways. Re)Defining account-based marketing.

Co-Creation 52

Co-Creation Account Management Account Planning Key Account Management 52

SmartKarrot

MAY 12, 2023

In today’s highly competitive business landscape, managing and nurturing key accounts has become a critical aspect of organizational success. Key Account Management (KAM) is a strategic approach that focuses on developing long-term, mutually beneficial relationships with a select group of high-potential customers.

Key Account Management 10

Key Account Management Account Management Business Growth Value Proposition 10

SmartKarrot

MAY 15, 2023

In the fast-paced and ever-evolving world of business, nurturing strong and lasting relationships with key clients is crucial for success. Key Account Management (KAM) is the art of strategically managing and nurturing these vital accounts, unlocking their full potential and driving long-term growth.

Key Account Management 10

Key Account Management Account Management Management Suppliers 10

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

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. – the value of running quarterly business reviews.

Account Management 98

Account Management Management Account Planning Co-Creation 98

Louise Collins Associates

JULY 20, 2017

It is not uncommon for these organisations to have very specific ‘target’ lists of key stakeholders to see within an account. CEB, now Gartner identified within the Challenger Sale that most accounts have a decision making unit of 5.4 individuals.

Account Planning 52

Account Planning Stakeholders Decision-making Value Proposition 52

ProlifIQ

JUNE 21, 2023

Strategic accounts are not just any customers; they are the key customers that hold significant value and have the potential to contribute substantially to the company’s growth and revenue. A strategic account development plan serves as a roadmap for nurturing and growing these important accounts.

Account Management 52

Account Management Management Account Planning Stakeholders 52

Arpedio

OCTOBER 30, 2023

Account-Based Selling: A Deep Dive with Lee Levitt and Ulrik Monberg Explore the ARPEDIO platform ← Back to blog In the ever-evolving world of enterprise sales, strategies and tools are constantly refined to meet the dynamic needs of businesses. Ready to increase customer lifetime value?

Co-Creation 52

Co-Creation Account Planning Artificial Intelligence Leadership 52

Whetstone

SEPTEMBER 8, 2024

The goal is to create value that is deeply personal and directly aligned with the specific concerns and aspirations of each stakeholder. This tailored approach not only makes your value proposition more compelling, but it also builds stronger, more trust-based relationships.

Account Management 40

Account Management Stakeholders Value Proposition Management 40

SmartKarrot

JANUARY 25, 2021

Work across the organization as the customer’s champion to advocate for their needs and ensure company alignment in support of the existing account base. Develop Customer Success assets and methods, and work with the Key Account Managers from Sales to create new or refine existing onboarding materials.

Customer Success 10

Customer Success Value Proposition Key Account Management Onboarding 10

SmartKarrot

JUNE 16, 2020

Deep knowledge about client needs as well as the stakeholder’s interests will enable your team to continually reiterate the value proposition to the client. #4 Generating leads inside the customer account is a core skillset of the Key Account Manager (KAM). 4 Ensure Cross-Functional Collaboration.

Account Management 10

Account Management Management Value Proposition Key Account Management 10

SmartKarrot

NOVEMBER 9, 2022

It takes both art and science to handle key accounts. Some aspects of account planning are constructing a sales strategy, developing a consistent technique for gathering background information on important clients, and establishing relationships based on proactive management and support. Sales account planning.

Account Planning 10

Account Planning Key Account Management Account Management Client Relationships 10

SmartKarrot

NOVEMBER 30, 2023

Before the ink dries on the sales contract, the groundwork for risk mitigation should commence. This process ideally initiates during the sales cycle, ensuring that potential issues are identified and addressed before they have a chance to escalate. One common challenge is the transition of key decision-makers during the sales process.

Management 10

Management Stakeholders Value Proposition Onboarding 10