Meet Jack : The Account Planner
Meet our muse, Jack. Key Account Manager. Account Planner. Data Interpreter. Relationship Builder. You. You know Jack. He is just like one of us. Surrounded by data, information, statistics, and revenue numbers. Clients who demand the world. Internal stakeholders that need convincing. Jack wears many hats. But that just works. With a family to look […]
6 Key SAM Sessions at SAMA Prague
If you happen to be in Prague now, it may not be just for the spring. Strategic Account Management Association’s (SAMA) Pan-European conference is the other reason. After an insightful SAMA 2016, they’re back again this year. Over a two-day action-packed pre-weekend, SAM professionals across the World and Europe will debate, discuss and devour, insights […]
5 Key Account Mistakes to Steer Clear Off in 2019
Key Account Mistakes As we arrive into the new year, it is important to understand the new needs of the business environment. It is no more a one-sided selling process in key accounts rather you have to proactively and strategically handle your key accounts to get the best out of them. This year everything you […]
The underlying truth about B2B key account relationships
Maintaining and building key account relationships with your partners and clients requires creating an emotional bond with them. B2C brands seem more aligned with this emotional connection with the consumers in the business world. For the most part, B2B business decisions are influenced by a board of directors, corporate consultants, purchase managers, budget restrictions that […]
Key account management without a QBR?
In life, things seem to happen as a series. Once our attention has been brought to a given event, similar events seem to keep happening at a high frequency and attract our attention even more. In the last few months, I have repeatedly heard statements or read posts on how the concept of QBR (Quarterly […]
Future of B2B Key Account Management
It is often too risky or even hazardous to make predictions these days. The pace of change is so fast and the possibility of disruption so high that divining the future would be impossible even for Nostradamus. But let me hazard a guess on the future of Key Account Management! Relationship Myths of B2B Key […]
4 Lessons for Key Account Managers from Tony Robbins
It’s that time again! When you watch the future unfold right in front of you! Yes, Dreamforce’16 is right around the corner, due next month! Did you get a chance to check out the keynote speakers this year? I was super curious, and I’m sure so are you, but Salesforce has only confirmed a handful […]
Key Account Management Vs. Regular Account Management
The one common mistake many organizations, both small and big tend to make and repeat, is to treat all their accounts the same. It is never too late, however, to correct the situation and start looking at your account types more closely. You will notice, there is a key difference in the account types, organizations […]
The 5 Skills Every Kickass Key Account Manager Needs in 2023
We’ve gone over the fact that 80% of your key account revenue comes from 20% of your accounts. Thus, the key account manager who manages this 20 % of accounts plays a key role in the ongoing success of your business. He/She needs to nurture your company’s most valuable customers and build a long-term relationship […]
Is An Account Manager – Robot? Iron Man? Or Superman?
The approach to problem-solving was superbly explained to me by Dhiraj Rajaram of Mu Sigma. I loved the simplicity of the framework & its analogy. The implication in the business process and problem-solving is profound. I kept revisiting this framework for the Key Account Management process. So what persona do you want your Account Managers […]