Strategic Account Management Association

AUGUST 6, 2021

Director Global Account Management, Aramex. Aramex services include international and domestic express delivery, freight forwarding, integrated logistics and supply chain management, and e-commerce solutions. Segments are managed by leaders specialized in each industry. “In A new central commercial organization was born.

Supply Chain 520

Supply Chain Logistics Co-Creation Account Management 520

Strategic Account Management Association

JANUARY 25, 2022

By Emily Williams, Strategic Account Manager , Pfizer. Many patients could be eligible for effective outpatient management. After being treated in a hospital or a primary care setting, a patient’s only option for post-visit management often would be via a specialist. Stakeholder management. health system.

Healthcare 400

Healthcare Co-Creation Stakeholders Account Management 400

Strategic Account Management Association

OCTOBER 14, 2021

By Saleh Al-Ben Saleh, Strategic Account Manager, Emerson. A while ago, I came across a discussion about the optimal way to capture strategic customers in a customer relationship management (CRM) tool in a way that enables effective, efficient account planning using account planning applications or tools.

Account Planning 520

Account Planning CRM Account Management Decision-making 520

Brooks Group

JANUARY 9, 2025

Understanding the difference between landing new business and managing existing accounts is critical for your sales organizations success. On the surface, sales and account management have similar goals: Build strong relationships with customers and increase profitable revenue.

Account Management 100

Account Management Management Sales Account Growth 100

Jermaine Edwards

NOVEMBER 25, 2021

In 2016 I wrote a post on the five foundation steps for stakeholder management success in key account management, that was well received and guided lots of leaders. What is a stakeholder? A stakeholder is either an individual, group or organisation who is impacted by the outcome of a project or relationship.

Stakeholders 130

Stakeholders Shareholders Decision-making Key Account Management 130

Strategic Account Management Association

FEBRUARY 2, 2021

Just when customer account teams and salespeople were beginning to grow accustomed to virtual-only sales and account management, a return to (some) face-to-face interactions is on the horizon. But when we need to buy next-generation yield management tools for a new 5 nanometer process fab? These mixed results are not surprising.

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

Red Star Kim

MAY 3, 2023

At the recent PM Forum workshop on stakeholder engagement and buy-in there was an interesting mix of delegates from law, accountancy and actuarial firms from across the UK and Ireland and even China. Stakeholder engagement and buy-in: Influence and persuasion skills using Aristotle and Knights and Dinosaurs.

Stakeholders 130

Stakeholders Digitalization Communication Decision-making 130

Account Manager Tips

FEBRUARY 28, 2021

What skills do key account managers need? Key account management is a profession in demand. Key Account Managers are in demand by companies now more than ever. Customer Success Manager #7. Companies are under enormous pressures and need account managers with the right skill set to help them navigate the challenges.

Key Account Management 246

Key Account Management Account Management Management Decision-making 246

Account Manager Tips

APRIL 2, 2021

The best sales podcasts key account managers should listen to Are you a key account manager? Why selling is hard for key account managers Key Account Managers are busy making sure clients get the best from what they've already bought. He was responsible for managing 168 accounts! Do you sell? What's left to sell?

Key Account Management 234

Key Account Management Account Management Procurement Management 234

Hubspot Sales

FEBRUARY 13, 2024

One of the big questions on that front is, “What's a shareholder versus a stakeholder?” So, to help you get a better sense of what shareholders and stakeholders are and how they differ, I've put together this handy guide. Table of Contents Shareholder vs. Stakeholder What is a shareholder? Here we go. Here are the key points.

Shareholders 111

Shareholders Stakeholders Government Suppliers 111

Upland

MARCH 29, 2023

Relationship management in sales is all about delivering value and understanding the people and problems at play within accounts – both from prospective and current customers – in order to help solve their greatest challenges. What is relationship management? Enter the importance of relationship management.

CRM 195

CRM Management Stakeholders Decision-making 195

Account Manager Tips

OCTOBER 11, 2021

15 Reasons Why You Might be a Bad Account Manager Bad key account managers fail to build business relationships and achieve results. Here are fifteen signs you might be a bad key account manager and how to turn yourself into a good one. Too reactive A bad key account manager responds to situations instead of controlling them.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Account Manager Tips

MAY 9, 2024

Struggling with stakeholder engagement? Follow this easy ChatGPT prompt guide to develop your strategy and forge stronger connections in less time.

Stakeholders 100

Stakeholders Management 100

DemandFarm

NOVEMBER 22, 2024

Do you know how the top key account managers (KAMs) become the top KAMs? Key Focus Areas for High-Impact Account Management Teams 1. This insight-driven approach uncovers opportunities that might go unnoticed, turning account management into a proactive rather than reactive process.

Key Account Management 52

Key Account Management Account Management Management Stakeholders 52

Red Star Kim

AUGUST 11, 2022

I have reviewed several books on change management (see the list below) to support those attending training workshops on change management. The standard describes the knowledge, established norms, processes, tasks and skills necessary for change management practitioners. Organizational alignment and change management.

Management 130

Management Stakeholders Digital Transformation e-Learning 130

Account Manager Tips

AUGUST 14, 2022

21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. Find out what those skills are, along with 21 free courses to help you become a better key account manager. Need more help to improve your key account management skills? Table Of Contents.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Upland

APRIL 20, 2023

How can effective account management help you defend and grow revenue? Here’s where having a sales account management strategy becomes indispensable. Through account management, your team can seek to establish themselves as trusted advisors to customers. First, a quick primer – what is account management?

Account Management 195

Account Management Management Account Planning Decision-making 195

Upland

MAY 18, 2023

Account planning and effective account management strategies are about much, much more than your key accounts. That said, any account manager worth their salt has a strategy for their key accounts. Sales maps for key accounts tend to be quite complex with many stakeholders. First, what is a key account?

Key Account Management 195

Key Account Management Account Management Management Account Planning 195

Strategic Account Management Association

SEPTEMBER 22, 2020

As a strategic account manager (SAM), you know how important it is to speak your customers’ language and see the world through your customers’ eyes. Just like IDNs, strategic account managers must understand which physician groups are positioned to be creative, collaborative partners over the longer-term.

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400

Hubspot Sales

APRIL 9, 2025

Imagine the majority of your prospects are finance managers. If you forward an ebook about decreasing overhead to all three of these managers, it will only resonate with the second. For enterprise deals, the number can jump as high as 10-15 stakeholders. The deal fell apart because I hadnt engaged both parties from the start.

Decision-making 98

Decision-making Stakeholders Finance Software 98

DemandFarm

MARCH 31, 2025

For years, Key Account Management (KAM) has been confined within the walls of CRM systemsSalesforce, Microsoft Dynamics, and HubSpot. The logic was straightforward: if customer data already lives inside a CRM, why manage key accounts elsewhere? Key Account Management is not an extension of sales. CRMs are systems of record.

Key Account Management 52

Key Account Management Account Management Management CRM 52

Brooks Group

FEBRUARY 10, 2025

77% of B2B buyers report their last purchase was complex, involving multiple stakeholders. More stakeholders means longer sales cycles. Sellers need sophisticated communication and consultative skills to understand varying stakeholder needs. Decision-making time, compared to five to seven years ago, has increased by 60%.

B2B 76

B2B Emotional Intelligence Value Proposition Stakeholders 76

Red Star Kim

JUNE 27, 2023

At the recent PM Forum online workshop on campaigns, thought leadership and project management there were 17 delegates from legal, accountancy and insolvency firms located in London, Belfast, Sutton Coldfield, Manchester, Newcastle, Cambridge and Dubai. Take time to scope Scoping is a key aspect of project management.

Leadership 130

Leadership Management Stakeholders Communication 130

ProlifIQ

DECEMBER 18, 2024

By leveraging AI, you can provide all stakeholders with a consistently excellent product, regardless of the individual account executive’s commitment or diligence. By staying ahead of these signals, account managers can proactively address concerns and strengthen the relationship.

Account Planning 52

Account Planning Management Value Proposition Account Management 52

Red Star Kim

AUGUST 7, 2023

So I wanted to focus on this aspect of internal referrer management – employee communication and alumni programmes. The management team awards prizes to those who’ve taken the tech-free culture on board and come up with a creative past time. Both existing and past employees are good sources of recommendations and referrals.

Communication 130

Communication Management Value Proposition Stakeholders 130

Holden Advisors

OCTOBER 7, 2021

Talk to your internal experts in sales, product management, marketing, or marketing research, to understand how your customers use your product today. Always look for new ways that your customers might use your product or for other stakeholders that might benefit from your solutions. Step 1: Do your homework.

Procurement 369

Procurement Manufacturing Negotiation Stakeholders 369

Planview

AUGUST 22, 2024

Unlock the strategies to overcome key PMO hurdles—mastering resource management, driving change, and streamlining processes—with expert insight from Athena Smith, Senior Director, Portfolio Management. Athena currently leads the delivery of organizational priorities through portfolio management frameworks and best practices.

Stakeholders 69

Stakeholders Prioritization Brainstorming Decision-making 69

DemandFarm

OCTOBER 23, 2024

This process involves multiple product demonstrations, engaging with IT, procurement, and finance stakeholders, and significant customization to meet the client’s needs. Compared to small or mid-sized business (SMB) sales, enterprise sales typically entail a longer decision-making process, more resources, and more stakeholders.

Key Account Management 40

Key Account Management Account Management Management Procurement 40

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? These repetitive processes left less time for building relationships and closing deals.

Account Management 40

Account Management Key Account Management Management Account Planning 40

DemandFarm

OCTOBER 15, 2024

So is AI expected to eat up your Key Account Manager’s jobs as well? It depends on your Key Account Management (KAM) maturity level, your approach to your KAM program, your goals, and how you want to roll with the AI punches. Enter: AI in Key Account Management Today’s AI is much like Harvey Dent, the DA of Gotham City.

Key Account Management 52

Key Account Management Account Management Management Decision-making 52

Red Star Kim

NOVEMBER 13, 2023

It was good to meet the private client lawyers – some recently promoted to head of department – for a workshop on “ Managing and growing your private client practice” earlier this month. Private client management and marketing: Business plans, recruitment, assessments and automation. Two tools were provided to assist with this.

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

Customer Think

JULY 24, 2024

In the ever-evolving customer support landscape, knowledge managers face the dual challenge of keeping help content relevant and integrating new technologies like AI and automation.

Customer Experience 112

Customer Experience Management Stakeholders 112

Account Manager Tips

NOVEMBER 14, 2022

How Data Analysis Adds Value to Key Account Management 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 key account management is delivered.

Key Account Management 130

Key Account Management Account Management Management Profitability 130

Hubspot Sales

SEPTEMBER 12, 2024

The largest group (47%) is at the manager level, where I recommend using sales assets that illustrate how your software can improve efficiencies and make their teams more effective. These selling points are powerful because they’ll also make managers themselves more successful, helping them climb the ladder and reach their career goals.

B2B 116

B2B B2C Decision-making Software 116

Red Star Kim

MARCH 30, 2023

I’m excited to announce that the Managing Partners’ Forum has just launched a series of six modules for an innovative leadership development programme for firm-wide leaders of small and medium sized professional services firms. Why is the Managing Partners’ Forum Leadership Development programme different?

Leadership 130

Leadership Emotional Intelligence Digital Transformation Management 130

Planview

MARCH 19, 2025

Value Stream Management: A Framework for Faster Delivery Value Stream Management (VSM) equips financial services organizations with the capabilities to connect strategy, teams, and outcomes seamlessly. This disconnect highlights the importance of adopting a framework that ensures adaptability, alignment, and visibility.

Financial Services 52

Financial Services Banking Management Government 52

Hubspot Sales

DECEMBER 24, 2020

No matter how good your inventory management processes are, it’s impossible to fill all demands instantly. If you're already entering a backlog, we'll also show you how to manage it. It’s also worth noting that, while backlog data may be shared with stakeholders or potential investors, it’s usually not disclosed publicly.

Management 140

Management Sales Investors Suppliers 140