Social media has rapidly changed society over the last decade or so. It’s made us closer online, and we’re able to keep in touch with practically anyone. While you might love scrolling through cute dog pictures on your Instagram or Facebook feed, one social network is making huge waves over on the professional side of […]
It’s that time of year again. Summer is wrapping up and we’re swapping our shorts for flannels and putting the boats and wakeboards away in favor for boots and snowboards. Do you know what else rolls around this time of the year? Our annual KAM conference, affectionately known as KAMCon. Every year here in […]
When you invest in a new software tool, you want to know for a fact that you’ll have success with it. If you’ve ever had to use a platform out of sheer upper management force and hated it, then you know how much work it can be just to avoid it than it is to […]
A customer-centered strategy can help vendors thrive in a recession After several years of strong economic growth, market analysts predict that a recession is just around the corner. A combination of rising Federal Reserve interest rates, record low unemployment, declining home sales, and accelerating inflation suggests that the country’s economic winning streak could have […]
How do you create your account plans? Do you start from scratch every time or have a template? Are they chronological with specific points along the journey, or do they read more like a checklist of goals? Whatever the case may be, if you’re creating account plans or at least want to make yours better […]
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 […]
