Why Key Account Management Matters


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.

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


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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The Fundamentals of Key Account Management


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

How Successful Key Account Managers Continually Build Their Skills


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

Winning Solutions to Keep Contact Center Agents Engaged

Speaker: Adam Saad - Founder & CEO, Tech Stack Advising

In order to keep agents both satisfied and engaged, we must develop a plan that both mitigates these concerns with current agents and halts any potential issues that may arise with new hires. These plans must also take into account the different environments and locations your agents may be working in.

How the Key Account Management Process Feeds into KAM Software


Breaking down the key account management process and how KAM software can help. Key account management is an essential function of your organization. Keep reading to learn all about the key account management process and how KAM software can help.

The Fundamental Guide to Account Planning


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

Leverage Buyer Psychology for Better Account Management Outcomes


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

How to Identify Key Accounts


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.

9 Advanced Concepts for Ultimate Key Account Management 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.

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.

Underutilized Account Management Tools and Techniques


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

How Voice of Customer Software Improves Account Management Efficiency


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.

How to sell your CEO on Key Account Management


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.

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


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

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.

The Key Account Strategy Template for B2B Businesses


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

How to become a Trusted Advisor to your key accounts


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.

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


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.

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


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.

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.

Reasons to Invest in Account Management Software


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

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


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.

Differences Between Key Account Management & 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.

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


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

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.

Your Guide to Account Management Software in 2022


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

Your First 100 Days as an Account Management Leader Part 6: Building Internal Support and Alignment for KAMs


Account Managers need a unique set of tools to provide the right level of service and proactive management to key accounts. Account Management Key Account Management

How to Recover Instagram Account


Do you want help on how to recover your Instagram account? Why Can’t You Access Your Instagram Account? The first step to learning how to recover an Instagram account, it’s identifying the reason why you can’t enter your account.

On Being an Accountable Customer Service Leader

Customer Service Life

Properly authenticating the account. Leaving complete account notes for the next person who interacts with the customer. Starting a blog about customer service became instant accountability for me. Quality as accountability. My challenge to you is simple: Be Accountable!

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.

How to Execute a Churn Analysis for Account Managers


Key Account ManagementFor a business to be successful, you must be willing to make continuous updates and improvements where necessary. More importantly, you should always be focused on your customers and how you can improve their experience with your brand and products or services.

How Does Mental Accounting Influence Customer Experience

Beyond Philosophy

The answer is found in the concept of mental accounting, and it might have significant implications for your Customer Experience. We discussed how our mental accounting affects our behavior as customers in our recent podcast. How Mental Accounting Works. We have written about Mental Accounting before. If you have either, you likely have accounted for this each month (or at least I hope so!). But mental accounting isn’t always logical.

Implementing a Maturity Model for Account Planning


Key account managers can run into a wall for multiple different reasons when it comes to strengthening client relationships.

Account Segmentation Strategies during Covid-19

CSM Practice

How this works: If you haven’t changed how you segment your existing customer-base, continue reading this article to better understand how this works: First, you’ll need to make sure each account is assigned with the correct industry on your CRM system.

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!

Accountability in the Contact Center

Contact Center Pipeline

“We want to make people more accountable.” As a concept, accountability has enormous appeal. An increase in accountability, done properly, is welcomed by executives, management and engaged staff at […]. Performance Management call center contact center employee accountability metrics performance standards workforce managementWell, amen to that. It is discussed in relation to government, education, non-profits and every corner of the business sector.

Prevent account takeover at login with the new Account Takeover Insights model in Amazon Fraud Detector

AWS Machine Learning

So much exposure naturally brings added risks like account takeover (ATO). Each year, bad actors compromise billions of accounts through stolen credentials, phishing, social engineering, and multiple forms of ATO. For Model type , select Takeover Account Insights.

6 Amazing Online Accounting Courses


Having accounting skills is very important for entrepreneurs and managers from every industry sector. To help you with that, there are several online accounting courses from different levels. Accounting & Financial Statement Analysis. Accounting: From Beginner to Advanced.

The Future of Automated Account Management


Relationships are the most important part of successful account management. However, if you take a look at where the average account manager spends their time, it doesn't reflect the same sentiment. Customer Success Key Account Management

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.