It doesn’t matter if you’ve been a key account manager for a decade or two or are new on the job; everyone can improve. Improving your key account management game and taking it to the next level means that you are up to date with the latest trends in Customer Success or Account Management, and […]
How are you segmenting your customers? If you ask any key account manager, you’ll find that they either follow a traditional approach, an approach all their own, or worst of all, they don’t segment them at all. Segmenting your customers is crucial to your organization’s success because it shows you which accounts require the […]
Having goals is important. If you don’t have a measurable and trackable goal, you’ll never make any progress and when it comes to business and key account management, failing to reach your goals can cost your organization big time. So, did you hit your goals last year? Why or why not? You might not […]
B2B customer engagement is complex. Unlike in B2C industries, B2B customer engagement involves more people representing each company. You and your team are likely to interact with multiple people or teams rather than just one person. This means you’ll want a solid, well-rounded strategy to help you make consistent progress. Software Isn’t Enough You […]
Over the last few years, business has been blessed with record stock prices and a bull market that seemed like it could last forever. Flash forward to 2019, and the financial world isn’t doing so hot. Right now, everything is okay, but with eyes toward the future, many analysts are predicting that a recession is […]
As we work through the first quarter of 2019, you might have set some New Year’s Resolutions for your sales and account management teams. Have you considered that the tools that you’re using for account management could be hindering your success rather than optimizing it? CRMs are everywhere and have been sales department mainstays […]
Making the best first impression is everything in a relationship. You only have one chance, so you need to make sure that you’re kicking the relationship off to a good start. The same is true for your strategic accounts. If you want to have a long, mutually successful relationship with your strategic accounts, you should […]
Strategic account management (SAM) is a complex topic. Although it can feel intuitive to many people and to smaller teams, there is need for an established, mature SAM process. If you don’t regularly check up on your progress, it’s easy to get too confident in a process that cold actually use improvement. From our experience […]
Everything we purchase has an intrinsic value. Whether it’s a new lawn mower that will reduce your mowing time, a new TV that has better clarity, or a SaaS solution that improves efficiency, everything has value. Do you know what your clients care about the most? No, it’s not the holiday card you send them […]
It’s time to get on the defensive. Not to alarm any of you, but if you’ve followed the recent financial news and paid any attention to the stock market volatility, you know that troubled waters are right around the corner. The best offense is a good defense, and after a few years of substantial […]
