Strategic Account Management Association

APRIL 5, 2021

the committee responsible for overseeing purchasing decisions), I met thousands of salespeople and strategic account managers through the years, and I would say that no more than 3 percent or so had bothered going through my company’s 10-K. Remember: The sales rep or account manager needs to be an ambassador for their own company as well.

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

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

The Chapman Group

DECEMBER 8, 2020

It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. Some organizations have also chosen the terms GAM (Global Account Manager), and CAM (Corporate Account Manager).

Account Management 133

Account Management Management Value Proposition Account Planning 133

Hubspot Sales

JULY 22, 2024

It‘s essentially a digital elevator pitch — a quick yet thoughtful rundown that sheds light on your value proposition and how your solution is specially equipped to suit your prospect’s needs and interests. Push your value proposition. If you don’t close a deal right now, you might be at the top of the list next time.

Value Proposition 111

Value Proposition Sales Meetings Decision-making 111

ProlifIQ

DECEMBER 18, 2024

This facilitates a smooth handoff between sales and account management, as everyone has access to the same high-quality account history, buyer personas, and other vital information. 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

Brooks Group

FEBRUARY 3, 2025

When you try to acquire new business, you want to avoid trying to sell a prospect on a value proposition thats not important to them. My value construct is not in alignment with Walgreens. In addition to mapping out the buyers decision process , aligning is really important. For example, Walgreens sells a $25 tube of toothpaste.

Construction 92

Construction Value Proposition Advertising Sales Training 92

Account Manager Tips

NOVEMBER 19, 2022

The Value Proposition. Reveal the value proposition In other words – the hook. Share your vision for the future and package up everything you've learned into a few sentences that defines your irresistible value. It's a simple framework to help create your value proposition. The Measurement.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

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.

Communication 130

Communication Management Value Proposition Stakeholders 130

Miller Heiman Group

APRIL 2, 2019

Managing a strategic account is a complicated balancing act. Your value proposition. Make Sure Your Value Proposition Is Mutually Beneficial. To be the seller your buyer wants, it’s essential that you revisit your value proposition. Make your value proposition mutually-beneficial.

Account Management 110

Account Management Value Proposition Management Suppliers 110

Brooks Group

FEBRUARY 10, 2025

Theres a greater need for consensus-building and for value propositions that speak to a wider range of roles. Procurement/Purchasing Managers These key players focus on cost efficiency, vendor reliability, and contract terms. Operations Executives These managers seek operational efficiency and ease of implementation.

B2B 77

B2B Emotional Intelligence Value Proposition Stakeholders 77

Hubspot Sales

JULY 22, 2024

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. They need to receive a “cold call” from you, where you introduce yourself and your services and make your value proposition clearer. Search “General manager” with the “Hospitality” filter. Consider this. Option 1: Yes, tell me more.

Value Proposition 111

Value Proposition Decision-making Software Software 111

Red Star Kim

MAY 11, 2023

This post reviews the core material covered in Managing Brands Chartered Institute of Marketing (CIM) professional qualification (Level 6 elective New CIM professional marketing qualifications – 2020 (kimtasso.com) ) and the Cambridge Marketing College’s Marketing Manager Apprenticeship – a Level 6 Qualification (kimtasso.com).

Management 130

Management Co-Creation Publishing Leadership 130

Red Star Kim

JUNE 1, 2023

In May we welcomed delegates from legal, accounting and consulting firms at manager and executive levels to a PM Forum workshop on pitching. There is more information on branding theory Book review – Managing Brands (kimtasso.com). A key theme that often arises in pitching is how to differentiate.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Hubspot Sales

FEBRUARY 10, 2025

Companies with dedicated digital marketing managers but no technical SEO specialists became our longest-retained clients. We rebuilt our prospecting criteria around this insight, specifically targeting companies hiring their first marketing manager. My sales manager was aghast. You need to make at least ten calls per hour.

Value Proposition 98

Value Proposition Logistics Sales Marketing 98

Upland

AUGUST 29, 2023

For example, a medium-sized retail company may experience a decline in customer satisfaction due to inefficient inventory management. You will need to first provide the necessary information about inventory management software, real-time tracking, and demand forecasting capabilities.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Hubspot Sales

MARCH 18, 2019

The answer: Key account management. In this comprehensive guide to key account management, you'll learn: The definition of key account management. How to know whether your company needs a key account management strategy. The difference between key account management and selling. Key Account Management.

Key Account Management 143

Key Account Management Account Management Management Account Strategy 143

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

Red Star Kim

FEBRUARY 28, 2023

This post summarises some of the key themes emerging from the recent online MBL “How to manage and grow your private client practice” full day session . Manage and grow your private client practice – Recruitment, Performance, Segmentation and ROI. People want to join a winning team and to visualise their progression.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

Hubspot Sales

DECEMBER 30, 2020

It is one of the most important activities you will ever do as a sales manager because, without it, your sales team will have no direction and no instruction manual to follow in order to achieve their targets. What is your value proposition? What does the market look like? Has anything changed from past years?

Sales Management 137

Sales Management Management Shareholders Sales 137

Peter Simoons

FEBRUARY 13, 2022

In a recent round of feedback for one of our Alliance Masterclass, one of the participants concluded that alliance management is not Rocket Science and then others chimed in. They felt that the principles of alliance management are rather simple. Indeed, alliance management is not Rocket Science and its principles are simple!

Management 98

Management Value Proposition Stakeholders Onboarding 98

Flevy

MARCH 8, 2022

Due to the difficulty in managing these demands and balancing trade-offs, we cannot address issues like cost, customization, speed, and price in an effective, cross-functional manner. Value Players. Each archetype is characterized by its Customer Value Proposition. These are: Innovators. Premium Players. Customizers.

Supply Chain 111

Supply Chain Value Proposition Procurement Manufacturing 111

Hubspot Sales

FEBRUARY 21, 2025

Champions mid-level roles like Content Managers who feel the problem firsthand. A basic spreadsheet works better than complex CRM systems when youre managing 20-30 accounts. Create value for each stakeholder based on their specific priorities. Create industry-specific value propositions. Project implementers.

Value Proposition 52

Value Proposition Stakeholders Decision-making Prioritization 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.

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

Red Star Kim

FEBRUARY 16, 2023

Managing growth – Superpositioning matrix An article in the April 2020 PM Magazine by Alistair McLeod at Gray Fox Consulting questions whether growth is good for your strategy. “ Get a handle on the collaboration conundrum – take the whole firm’s services to the client (cross-selling reward systems).

Value Proposition 130

Value Proposition Government Facilitation Profitability 130

Account Manager Tips

SEPTEMBER 7, 2022

More and more companies expect their key account managers to be thought leaders. Why key account managers need a personal brand I've been collecting job descriptions for years. I was a little startled to find key account managers are now expected to be thought leaders. Director of Account Management, Conduent. Here's how.

Key Account Management 130

Key Account Management Account Management Management Media 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

Hubspot Sales

OCTOBER 18, 2022

In HubSpot's recent Sales Strategy Survey of over 1,000 salespeople, we asked real sales managers about the metrics they track to gauge their reps' activity and effectiveness. Productivity Metrics are Managers Tracking in 2022. 47% of the sales managers we surveyed say they track CRM Usage as a key productivity metric.

Management 135

Management CRM Leadership Sales 135

Red Star Kim

DECEMBER 14, 2022

for a day workshop on “Future Marketing/BD Manager” with PM Forum. Future Marketing/BD Manager – Build your personal brand and increase your strategic contribution. Prepare to be a manager (next year). Management capabilities. Learn how to manage others. Define my values and develop my personal brand.

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

Hubspot Sales

OCTOBER 14, 2019

Most businesses put their buyers and purchasing managers on the frontlines of buying situations — but they’re not actually qualified to make any buying decisions. Don’t waste your time developing relationships with buyers or purchasing managers, no matter how convenient or comfortable it may feel. Get face to face with decision makers.

B2B 138

B2B Value Proposition Decision-making Sales 138

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. What does your client want to achieve?

Value Proposition 130

Value Proposition Key Account Management Negotiation Account Management 130

DemandFarm

OCTOBER 23, 2024

In this guide, we’ll delve into the intricacies of enterprise sales, their importance, key stages, and the metrics that will help you optimize your strategy as a key account manager. Enterprise sales involve selling goods or services to large businesses or organizations, often resulting in long-term, high-value contracts.

Key Account Management 40

Key Account Management Account Management Management Procurement 40

Red Star Kim

SEPTEMBER 8, 2023

As well as marketing and business development executives and managers there were also those in specialist pricing and bid roles. Project management, innovation and technology also play an increasing role. Advanced Marketing Management: Principles, skills and tools (kimtasso.com) considers empathic pricing.

Procurement 113

Procurement Value Proposition Finance Artificial Intelligence 113

Flevy

JANUARY 31, 2022

Mature markets, where the customer base begins to stagnate, call for structured Organic Growth founded on a superior Customer Value Proposition (CVP). Customer Value can be articulated by the equation: Customer Value = (Product Performance + Service Delivered + Image) / Price Paid. Do You Find Value in This Framework?

Value Proposition 97

Value Proposition Customer Value Banking Innovation 97

Hubspot Sales

APRIL 12, 2023

With proper sales activity management, you can influence sales objectives and business results. In this post, you’ll learn tips for managing your team’s sales activity and about the software that can help along the way. Table of Contents What is sales activity management? 3 Steps to Implementing Sales Activity Management 1.

Management 122

Management CRM Sales Software 122

Red Star Kim

JUNE 15, 2023

At the start of June I had the pleasure of leading PM Forum ’s “Towards KAM (and ABM) – Helping fee-earners with client relationship management” online workshop. Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum. Others may find that the M&BD team is responsible for research.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

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. Basic alignment on value drives priority, success, and a long-term partnership. October 11, 2021.

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

Red Star Kim

FEBRUARY 8, 2024

And to evaluate the relative attractiveness of different segments Malcolm McDonald on value propositions – How to develop them (kimtasso.com) In professional service firm (PSF) marketing there is the challenge that we often span both B2B and B2C markets , across multiple sectors and for sometimes hundreds of service lines in different territories.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130