5 Essential Skills of Account Managers
5 Essential Skills of Account managers It takes months of conversations, demos, and meetings to close a deal. Both parties will be excited about the partnership. But now what? It’s critical to building a healthy strategic relationship with the client that can assist you with retention and expansion. A well-structured account management process in place […]
White space opportunity : Your potential areas for growth
White space Opportunity The ultimate goal of key account management is to recognize opportunities for growth in their strategic accounts. DemandFarm has designed a simple yet powerful framework to identify potential business growth through white space opportunity. What is a White Space? Are you giving all your focus to new opportunities or keeping an eye […]
White space Mapping: Unlock your New revenue potential
White space Mapping It was Friday, and I wanted to have some fun with the team, so we started up one of our favorite games – Foxymorons. First came the usual clichéd ones to set the ball rolling. Deafening silence. Happily married. Clearly confused. Pretty Ugly. Living Dead. And then some of the clever ones…(welcome […]
Account Planning Tool- A Strategic Investment
Account Planning tools that help you grow revenue Digital transformation has prompted many businesses to invest in account planning tools. Retention, understandably, is a big reason. But, underlying that is also the desire to systematize and institutionalize account planning. Increasing customer retention by just five percent increases profits by 25 to 95 percent – Harvard […]
Org Chart Builder for Better Key Account Management
If I were to summarize the essence of key account management, it would be ‘value creation’ for the customer. To create value for the customer, a key account manager must understand the customer’s business well to figure out what challenges they may face and then create solutions to address those challenges using his own products, […]
Key Account Managers are also Key Employees
In most companies where there are hundreds or thousands of employees, it becomes very hard for each employee to link their final output to a significant contribution to the company’s bottom line. This is where I, as a Key Account Manager, really shine!According to the Pareto Principle, 80% of a business’s revenue and profits will […]
Strategic Analysis of Key Accounts
A strategic account plan is all about thinking hard and making decisions that have a long-term impact. You don’t make strategic decisions every day. The data and information are available to make these decisions are often limited. It’s the ability of the person to use his/her experience, knowledge and judgment that determines better decisions. This […]
Relationship Mapping Guide – Visualize your Key Accounts with Org Chart
What is Relationship Mapping? Relationship Mapping is a visual representation of a client’s organizational chart that gives an idea of the kind of connections and influences each entity has over another. A relationship mapping is the ideal business tool in the hands of an expert account manager. We have all been there. As roving young […]
Build Strategic Account Plans in Salesforce with DemandFarm
What is Strategic Account Planning? Strategic accounts are the lifeline of every organization which brings substantial profit through repeat business for several years. Strategic account planning is the process of building robust plans to offer proactive management for these strategic accounts to help them in achieving business goals. In this blog, you will also understand […]
Understanding SAM (Strategic Account Management) Better
SAM, as Strategic Account Management is often called, is very often misunderstood to an extent that it becomes important for us to talk about it every now and then. Such is the criticality of this concept called SAM that we cannot afford to ignore it. The strategic account management process is about building value-driven relationships […]