Are you using the Net Promoter Score (NPS) to gauge the health of your accounts? If you are, we have some bad news for you: the NPS is the absolute last measure that you should use for key account management. In fact, we might go as far as to say measuring your client’s happiness in […]
We hate to break it to you, but you’re spending too much on your CRM. You might have just scoffed at that or nodded your head in agreement (who wouldn’t want to spend less on enterprise subscriptions?), but the truth is that most companies are overpaying for their CRM software. If you belong to the […]
No matter what it is in life, it’s good to be the best at it. Not everyone will be the best point guard in the NBA or the brightest key account manager, however, but even just striving towards the top spot and implementing certain habits and mainstays into your individual workflow and processes can do […]
Account plans not only serve as a map to lead your account to success, but it’s also the recipe you can follow to reach your clients’ objectives and goals consistently. As a living, breathing document, having a value-based account plan is a must otherwise you’re leading your clients nowhere, working in a tactical manner, all […]
There’s nothing wrong with being good – let’s get that out of the way first. But, there’s also no reason you should settle for “just good enough” when millions of dollars are on the line either. In the years we’ve been coaching and working in the key account management field, we’ve come to identify a […]
There’s no way to move forward with a value-driven plan or solution for your customers unless you truly understand what they value. What your customers value isn’t always as obvious or simple as you think. Starting things off with the right understanding means you’ll be able to bring true value to the table sooner. Set […]
How do you start every morning? Maybe you’re a go-getter that hits the alarm at 4:50 AM every day and hits the gym. Maybe you’re lucky if you can rush out of the door with a few minutes to spare. Everyone starts their day differently, but in the key account management world, the best KAMs […]
If you’ve read any of the numerous articles on the Kapta blog, you likely know that we’re wild about account planning here. In fact, account planning is so crucial to us, we made it one of the standout features of our platform. Even so, too often it seems like account managers, and even key […]
It’s the first day of Q2, so it’s a good time to look back at Q1 and see what happened with your key accounts. To give yourself a Key Account Management (KAM) checkup, ask a few questions about what happened with your company in Q1. You had goals that you set at the beginning of […]
Imagine a partnership with your customers where both of you are accomplishing your goals and getting what you want. Is it idealistic? Maybe. But it’s also the goal to strive for in every B2B key account relationship. Creating a Win-Win Set the bar high. Look for win-win scenarios with your customers by seeking out […]
