Being a key account manager is one of the highest achievements that any sales rep can have. You start out on the phones doing the daily sales push, and then you move up to account management. Now, you can exclusively work with an account over time and watch as your work has an impact. You […]
One of the cornerstones of key account management is Voice of the Customer — insightful feedback directly from the customer that reveals their experiences and expectations, helps predict their loyalty, and even informs how products and services can be improved. But how do you deal with people who are unenthusiastic about surveys, and what if […]
Although we’d all like to think of ourselves as rational decision-makers, the stone-cold truth is that the emotional part of our brains have been around a lot longer and tend to muscle out our newer, less-seasoned, but way-more-logical frontal lobes (just look at politics right now). At KAMCon 2018, Ed Powers, VP of client […]
Customer success doesn’t come without a fair amount of trepidation all the way around. For the customer, adopting a product or service requires change — sometimes massive change across their entire organization. For customer success teams, it requires constant vigilance, agility, and alignment with others to help customers achieve optimal results over time. What […]
What happens when you put a bunch of account managers, customer success people, and experts in a room? You launch a conference. The first Key Account Management Conference (KAMCon), hosted by Kapta, took place October 9-10 in Boulder, Colorado. The sales landscape is challenged from all sides by tech disruption, organizational restructuring, noise, churn, […]
KAMCon, hosted by Kapta, is the premier Key Account Management conference that brings together top executives, leaders, and innovators in customer experience, client services, and account management. Taking place in Boulder, Colorado, the event kicked off Tuesday with presentations from a solid line-up of industry thinkers for an audience gathered from around the country, Canada, […]
No matter what industry you work in, there are bound to be myths and falsities lurking around. Key account management is no different, and because it’s a lesser-practiced sect of account management, at Kapta, we hear these myths every day. Luckily, our team is well-educated in key account management, and we’re able to steer people […]
So, you’ve stumbled upon this website, read a few of our blog posts and you think to yourself, “This Key Account Management thing seems appealing, but I really don’t know if it’s right for my company.” If these thoughts and doubts run through your head, you’re not alone. Many of our clients were skeptical about […]
LinkedIn is one of my favorites for keeping up on the latest industry news. There aren’t any silly cat memes that distract me from my work, and the influencers on there are always sharing excellent and useful content in small bite-sized pieces. Finding news and information about Key Account Management is a challenge sometimes, but […]
“Customer Value” is a term that many people use in the sales and account management world, but not many people think about how they create customer value. Many will wrongly assume that the customer either brings value, or they don’t. It’s a black and white dynamic, and they fail to make any attempts to grow […]
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