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Why Key Account Management Matters

Kapta Customer Success

Your job as a key account manager (KAM) is to secure that revenue by delivering value to your customers. Strategic Account Management Account Management Key Account ManagementFor most B2B companies, about 70% of annual revenue comes from existing customers.

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Coaching Tips for Account Managers | Key Account Management

Kapta Customer Success

We just announced the preliminary lineup of speakers for our premier conference for Account Management leaders and innovators. Key Account ManagementAre you going to KAMCon in 2023?

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Peer Coaching for Key Account Managers

Kapta Customer Success

Top Key Account Managers (KAMs) continually build their skills and knowledge. Strategic Account Management Account Management Quarterly Business Reviews Key Account Management

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Your First 100 Days as an Account Management Leader Part 7: Ensuring Your Account Management Team Is Equipped

Kapta Customer Success

Strong sales and account management leaders can pave the way to innovative, customer-centric workflows and organizational changes. Account Management Key Account Management Tools Account Planning

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3 Mistakes Organizations Make While Developing ABM Programs

While B2B research suggests organizations are thriving through successful ABM programs, getting just one campaign off the ground is more difficult than it seems. From building an account universe to understanding to orchestrating sales and marketing alignment around touchpoint and messaging, there are a number of variables to consider before launching a program.

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Account Management Is a Team Sport | Key Account Management

Kapta Customer Success

Account managers can’t succeed by flying solo. Working as a team enables you to be more strategic and become a trusted advisor to your accounts. Key Account ManagementCustomer retention and growth is a team sport that doesn’t work when done in isolation. Trying to do it alone is a losing proposition that keeps you stuck in vendor status in the eyes of the customer.

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The Fundamental Guide to Account Planning

Kapta Customer Success

Key account management is as much a science as it is an art. Account Management Customer Engagement Account Planning Key Account Management

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The Fundamentals of Key Account Management

Kapta Customer Success

There are many activities required for successful key account management. But getting started or improving your abilities as a key account manager (KAM) is easier when you know the fundamentals. Strategic Account Management Account Management Key Account Management

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How to Identify Key Accounts

Kapta Customer Success

Key accounts are essential to your business. They are the 20% of your accounts generating up to 80% of your company’s revenue. Key Account ManagementSo, it’s important to select them wisely and protect them from defecting to the competition who is always trying to win them over.

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Coaching Tips for Account Managers | Key Account Management

Kapta Customer Success

Key Account ManagementThere’s been a lot of talk about an economic downturn for months and Bloomberg is now saying that there’s a 70% chance of a recession in 2023. This is when companies do whatever is necessary to secure their future by cutting costs, downsize their teams, and retain their client bases.

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The 5 Stages of Account-Based Marketing — and How to Win Them All

Successfully complete the five stages of ABM: define, identify, engage, convert, and connect. We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before.

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Underutilized Account Management Tools and Techniques

Kapta Customer Success

Splitting your organization's accounts into general accounts, key accounts, and strategic accounts sets the foundation for your teams' entire strategy. Key Account Management

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Coaching Tips for Account Managers | Key Account Management

Kapta Customer Success

Key Account ManagementIt’s essential to understand what the world looks like through the eyes of your customers if you want to become their trusted advisor. That’s why you need to have radically authentic conversations with your customers where you show up as a peer when you’re talking to executives.

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The Keys to Account Retention | Kapta

Kapta Customer Success

There’s been some conversation about factors that influence account retention. Key Account ManagementA recent post on LinkedIn by Greg Daines cited research that smaller customers have less than half the average lifespan of Midmarket (MM) and Enterprise (ENT) customers. They also noted that the best predictor of customer retention is measurable customer results.

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How Voice of Customer Software Improves Account Management Efficiency

Kapta Customer Success

Even when you have a team of all-star key account managers, you need replicable business processes that everyone on the team can understand and follow. This consistency doesn't just help your account managers have a framework for doing their job well.

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7 Ways to Supercharge Your ABM Strategy with Real-Time Intent

Streaming real-time intent is a homerun for marketing and sales’ account-based marketing (ABM) strategies. With real-time buyer insights, you can be first-in-line to provide solutions and lead better, hyper-personalized conversations.

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Coaching Tips for Account Managers | Key Account Management

Kapta Customer Success

Key account management can be overwhelming if you don’t have a process and plan to keep you on track. Key Account ManagementThere are so many tasks and elements to juggle and navigate each day, it sometimes feels like a miracle when you’ve completed even one thing you set out to accomplish in a given day.

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Coaching Tips for Account Managers | Key Account Management

Kapta Customer Success

Developing a key account management program is a worthwhile effort, given the fact that key accounts can represent 30 to 50 percent of revenue and margin for many companies. So, retaining these top accounts is essential in an increasingly competitive marketplace. Key Account Management

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Coaching Tips for Account Managers | Key Account Management

Kapta Customer Success

So, to ensure retention, your key account managers need to be at their best to shore up these VIP customers. Key Account ManagementAs you prepare for the new year you’ve got ambitious goals for growth and retention. Retention is essential to meeting your growth numbers. Otherwise, it becomes less attainable with approximately 70% of annual revenue coming from existing clients.

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5 Essential Tools for Effective Key Account Management

Kapta Customer Success

Top-performing key account managers (KAMs) are 2.5 times more likely to have an established effective account planning process. Strategic Account Management Account Management Key Account Management

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The Data Intelligence Glossary for Recruiting and HR Professionals

As a recruiter, your goal is to place the right candidates at the right jobs or into ideal accounts. In today’s competitive marketplace, doing so is harder than ever. To build a candidate pipeline and keep the talent flowing into your agencies and organizations, it’s important to understand data-driven recruiting concepts to stay ahead of competitors.

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The Key Account Strategy Template for B2B Businesses

Kapta Customer Success

Creating an ironclad plan for key account management that guides individual account growth and gives you organization-wide insight isn't easy. Strategic Account Management Account Management

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How to hold customer service employees accountable

Inside Customer Service

Accountability is difficult. For a few managers, accountability discussions feel like the first step towards inevitably losing an employee. A LinkedIn post asked managers to share what they find most difficult about holding customer service employees accountable.

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Your First 100 Days as an Account Management Leader Part 3: Why Are Customer Touch Points Important?

Kapta Customer Success

When customers have any type of negative experience, it can have disastrous consequences for your business — both for keeping the account and when it comes to long-term revenue implications. Strategic Account Management Account Management Account Planning Key Account Management

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Reasons to Invest in Account Management Software

Kapta Customer Success

In the key account management world, all too often, we see that companies prefer to pair a customer relationship management platform with various software platforms to perform tasks and manage their clients. Technology CRM Key Account Management

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Best Practices for a Marketing Database Cleanse

As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.

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How Successful Key Account Managers Continually Build Their Skills

Kapta Customer Success

Successful Key Account Managers (KAMs) are always learning—developing their skills and knowledge to keep driving forward. Strategic Account Management Account Management Key Account Management

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Differences Between Key Account Management & Customer Success

Kapta Customer Success

The terms key account management and customer success are often used interchangeably within organizations. Customer Success Key Account ManagementHowever, while the two strategies share a few common goals, they are completely different in their implementation.

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The internal account review - an essential step in QBR preparation

Kapta Customer Success

Strategic Account Management Account Management Quarterly Business Reviews Key Account ManagementHow you prepare for Quarterly Business Reviews (QBRs) is critical to their success.

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How to sell your CEO on Key Account Management

Kapta Customer Success

Struggling to effectively manage large accounts as an account manager is difficult without organization-wide support. You recognize that you need a structured process and tools to become a strategic partner and trusted advisor for your top accounts.

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Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow-up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

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Your First 100 Days as an Account Management Leader Part 1: How to Create a KAM Process

Kapta Customer Success

Developing a strong key account management team can be a significant asset for your business. But strategic and key account management teams won't just emerge from your sales and AM department fully formed and ready to grow revenue or build multi-year client relationships.

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Your Guide to Account Management Software in 2022

Kapta Customer Success

Growing a strong account management team requires more than just good salespeople. It also requires solid account management software to support your team. Technology Account Management Key Account Management Tools

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Your First 100 Days as an Account Management Leader Part 2: When and How to Review Customer Health Scores

Kapta Customer Success

Strategic Account Management Key Account Management Tools Account Planning Key Account ManagementThe secret to a strong revenue pipeline isn't continual growth into new markets, with rapid lead acquisition, conversion, and sales.

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9 Advanced Concepts for Ultimate Key Account Management Success

Kapta Customer Success

Key account management is a journey and along the way, key account managers (KAMs) are expected to develop and grow throughout their careers continually.

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4 AI Hacks to Make Sales Teams More Efficient

Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data. Read on to learn the four AI hacks sales teams need to improve their performance. Download the eBook today!

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Leverage Buyer Psychology for Better Account Management Outcomes

Kapta Customer Success

I really enjoyed working with Ed Powers on his KAMGenius course , Brain Friendly Key Account Management (that's me holding a model of a brain in the image above). Strategic Account Management Account Management Key Account Management

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Your First 100 Days as an Account Management Leader: Everything You Need to Know

Kapta Customer Success

As an account management leader, there are a wide variety of responsibilities to manage. Between improving client relationships, growing your business revenue, and prioritizing consumer retention, there is so much more to becoming a successful account manager, or key account manager.

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How to become a Trusted Advisor to your key accounts

Kapta Customer Success

Are you an account manager (AM) trapped in vendor status with your key accounts? Strategic Account Management Account Management Key Account ManagementIf so, you may be wondering how you elevate your relationship with your customers to a strategic partnership.

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Your First 100 Days as an Account Management Leader Part 5: Leading and Lagging Indicators Your Team Should Hit

Kapta Customer Success

If you see key account retention slipping through your fingertips, it's important to dig into the issue; don't just stop at employee performance, unwieldy CRM, or the first cause that crosses your path. Account Management Account Planning Key Account Management

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The Employee Factor - Perfecting Your CX From Within

Speaker: Dennis Snow, President, Snow & Associates

Too often, organizations and their CX experts only look at the company's relationship with the customer to look for improvement. While it's essential to creating the perfect customer journey, it's only one aspect. It's time to look within: your employees' relationships with each other, and with the company. This webinar will provide you with strategic tools that can be used to raise the bar of service throughout your organization.