“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 […]
As an account manager, it can be easy to get caught up in the numbers. If you’re like most account managers, you didn’t land in the position from the start – you had to work your way up from sales. Starting in sales isn’t a bad thing at all, and the skills that you learned […]
Your relationships with customers aren’t immune to problems. Just because you start off strong doesn’t mean things will always continue in the right direction. Sometimes you’ll begin to notice that a client isn’t as interested in working with you, or that you aren’t making the revenue gains you had projected with that account. It’s something […]
In B2B companies, customer acquisition is like searching for gold. One big customer can make all the difference in the world. Personalized marketing and customer retention strategies have been around for long time to increase the chances of acquiring and retaining large customers, but some strategies are worth looking into a little more. Let’s take […]
What account management style does your organization use? If you’re like most of the companies filling the B2B space, chances are you’re all about Customer Success. Everyone loves Customer Success account management, and it can do wonders for your organization and your customers. By aligning your definition of success with your client’s, then you’re both […]
In case you didn’t know, the next Key Account Management Conference (KAMCon) is right around the corner! For two days in October out in the Rocky Mountains in Boulder, many of the brightest minds of Key Account Management, Customer Success, Change Management, and more will convene for KAMCon! After years of attending management conferences across […]
In an ideal world, accounts would grow on their own without any extra effort on your part. However, Key Account Managers (KAMs) have to put in a lot of effort to make sure their accounts grow! Account growth is the only way to achieve growth for your company through that account, so you need to […]
In B2B, how do you make a sale? Long lead times, choosy customers, and long-term commitments all contribute to a difficult sales environment. But, you can still overcome it and make the sale when you take the right actions at the right time. Don’t Start Out Selling If you engage a B2B client with […]
Think of every professional athlete that has ever played the game; what’s one thing they all have in common? No matter if it’s LeBron, Tom Brady, or Michael Jordan, each one of these players has a playbook they follow each game to make sure that their team has the best chance of achieving repeatable […]
When you think of any professional athlete, no matter their skill or talent level, they all have great coaching behind them. After every championship win, what’s the first thing that they say in the interview? They thank their teammates and their coaching staff. Without coaching, LeBron would just be a skilled basketball player but […]
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