The Shift Podcast on Digital Key Account Management: Pavel Carballo, Director, Enterprise Sales Nordics @ Databricks
The ability of a company to effectively manage and grow its strategic accounts directly impacts revenue generated from high-value customers. How does one manage key accounts and set up successful key account management processes? In episode #7 of The Shift Podcast on Digital Key Account Management, Pavel Carballo (Director, Enterprise Sales Nordics at Databricks) and […]
Connected Apps Ecosystem in Digital Account Management
A connected apps ecosystem in key account management involves the integration of your digital key account planning tool with other tools in your sales tech and marketing tech stack. This includes contact discovery tools, sales intelligence or conversational intelligence tools, marketing automation tools, customer success tools and revenue intelligence tools. Role of a connected apps […]
65 Essential Key Account Management Terms Explained: Key Account Management (KAM) Glossary
KAM Glossary (with 65 Definitions) To help strategic account managers / key account managers /sales professionals enhance their understanding of Key Account Management (KAM), this glossary provides clear and concise definitions and explanations of essential terms, definitions, and concepts related to key account management. Whether you’re new to Account Management or a seasoned KAM […]
Challenges in Digital Key Account Management Adoption and the need for Change Management
Digital Key Account Management is the process of managing and growing a company’s most important customers using digital tools and technologies. It is essential for Sales Enablement, as it enables businesses to manage their key accounts more efficiently and effectively. However, adopting Digital solutions for your Key Account Management process comes with its set of […]
It’s 2023! It’s time to go Digital now and adopt Digital Key Account Management!
The question ‘is it time to go digital with your KAM’ can be addressed from two perspectives – internal and external. Internal perspective: First is the internal perspective. At the organizational level, the question to ask yourself is whether it is the right time to take the plunge. In uncertain times, what is generally seen […]
Benefits of Digital Key Account Management for Large Businesses
The world of B2B selling has transformed dramatically in recent years, as the shift towards digitalization has changed the way businesses interact with one another. With the growing size of buying groups in the digital age, it is imperative to consider factors that play into the challenges and benefits of digital key account management. DemandFarm’s […]
Digital Key Account Management: Challenges and Solutions
In the world of B2B software, having large technology companies as key clients is critical for growth and success. However, supporting and fostering these accounts requires a strategic and dynamic approach. Traditionally, account plans were created once a year and reviewed by the executive team. However, in today’s dynamic business environment, plans change quickly, and […]
The Complete Guide to Digital Key Account Management in 2023
In today’s digital-first world, traditional Key Account Management (KAM) strategies are no longer enough to keep up with the ever-changing demands of customers. The B2B sector is evolving at an unprecedented rate, and it’s critical that companies adapt to this new landscape to stay ahead of the game. Research is increasingly showing that companies implementing […]
Ebook: AI-Assisted Account Planning – Conversations of the Future Part 1
The Future of AI-Assisted Account Planning The future of account planning is here, and it’s time to take advantage of it! Let’s ask Mindy, our helpful AI, and learn more about the role of AI in account planning and find out how AI-assisted account planning can revolutionize the way we do business. This is a […]
Guide: How to do Opportunity Management in Salesforce CRM
Higher sales rates and revenue increase are the holy grail of IT product and services organizations, and thoughtful sales forecasting contributes a lot to it. with Salesforce Opportunity Management, they can structure their processes, enhance customer communication, and more. Opportunity management in the sales cloud offers all the necessary tools to close the biggest deals […]