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 […]
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 […]
