Insight Selling – The Key to Good Strategic Account Management
Are you leveraging insight selling for strategic account management? The strategic account management process is about building value-driven relationships with your key customers. It is a synonym of Key Account Management. The strategic account manager’s role is to identify those key customers that generate maximum revenue and profitability as compared to other regular accounts. These […]
9 Quick Steps of Key Account Management Process
Key Account Management Process The title may make it all sound easy and that the Key Account Management process can be created in 9 easy steps. But as you may already know it isn’t that simple. However, the sooner begun, the better done. Let’s cut to the chase and start knocking out the 9 steps […]
Top 3 Highlights of Dreamforce 2019
Dreamforce 2019 Dreamforce – undoubtedly one of the largest tech events in the world. Salesforce’s massive event gathers more than 170,000 attendees at the Moscone Centre in San Francisco. Dreamforce 2019 was an electrifying week filled with innovation, excitement, and inspiration. 4 Days; 2,700+ sessions; 50+ speakers Did you get a chance to catch up […]
Why Strategic Account Management Needs More Work than Normal Account Management
The strategic account management process is about building value-driven relationships with your key customers. It is a synonym of Key Account Management. The strategic account manager’s role is to identify those key customers that generate maximum revenue and profitability as compared to other regular accounts. These managers act as a bridge between the company and […]
Key Account Planning Simplified
If you are a key account manager, I understand what you go through every year during the account planning process. You want the key account planning simplified. Jacob is responsible for building the key account management strategy and executing the plan to achieve annual targets. Bridging the gap between planning and execution is a challenge, […]
White Space Analysis of Key Accounts
What is White Space Analysis? White space analysis is the process of digging through the sales data to hunt for new white space opportunities for cross-selling and up-selling. White space is essentially a gap that a business can use to scale its revenue with its products. KAM Glossary: Crucial Account Management Terms Explained A […]
Strategic Account Planning – The Process, Challenges and Solutions
What is Strategic Account Planning? Account Planning for Strategic Accounts or Strategic Account Management is a process of building value-driven relationships with your key customers that can help in long-term development and retention, thereby maximizing the revenue potential. It is a synonym for Key Account Planning. The strategic account management process has always been complex. The […]
The 7 Biggest Challenges Account Managers face while making Account Plans
Strategic Account Management may be accepted by the organization and the leadership as a good Account Management practice, but it is not devoid of challenges. Once the managers start practicing it, they realize the real-world problems or rather, challenges that they must face while creating strategic account plans. Let’s take a good look at the […]
Salesforce Org Chart – For Contact Hierarchy and Relationship Mapping
Org Chart and Relationship Mapping in Salesforce with DemandFarm Account Management is evolving every day. If you are a part of the sales/account management team, a better understanding of your client and improving the strategic relationship with them is indispensable to cracking any deal. Do you think a small tool – Org Chart builder in […]
6 Attributes of a Successful Key Account Manager
Decades ago, psychotherapist Thom Hartmann proposed two mental models that described how people go about their work. The hunter mindset, based on nomadic societies, suffered from a short attention span but had hyper-focus for short bursts of time. The farmer, based on agrarian societies, was patient and worked steadily with the understanding that he […]