Everything might seem to be going on as normal, but do you have underlying problems that are threatening to create a bad situation for you company in the future? In B2B companies, customer indifference is a large and growing problem, especially in highly competitive industries. B2B Customers Are Indifferent to Suppliers On average, 60% […]
In the business world, specifically in project management, agile is an essential concept that companies across the globe use to maximize their efficiency and results. The primary principles of agile project management mean breaking a project into manageable phases, known as iterations. What works well for manufacturers and software developers can also work for […]
Change is difficult in any organization. When the change you’re making is a huge shift in how the organization operates, it’s even more difficult to get things going in the new direction. At their core, all organizations are made up of a lot of different individuals, most of whom are opposed to changes. If you’re […]
I’m really excited to share a fantastic interview I conducted with Warwick Brown, the Founder of the Account Manager Tips blog. We sat down to talk Account Management, asking great questions, and how to drive real success with your key clients. In this interview, you will learn: How to ask questions that deliver true insights How […]
A large percentage of the work for key account management is spent tracking and measuring outcomes. You want to ensure that the work you’re doing is actually helping your key accounts reach their goals. If not, something in the strategy isn’t quite working. With this in mind, how do you track your own success as […]
Whether you’re just starting your Key Account Management career off, or if you’ve been in the game for a few years, you should always strive for improvement. After all, the primary goal is to get that promotion and climb the ladder. The best way to improve not only your skills but your abilities is to […]
Key Account Management is not a division of sales, but there is plenty to learn from how sales works that Key Account Managers (KAMs) can apply directly to their work. Key Account Managers don’t work for the sales department, but sales practices are still a strong part of what KAMs do. Working with key accounts […]
So, you’ve decided that a key account management program with an emphasis on customer success is the correct route your company should take. Instead of pushing as many products as possible, you’ll instead invest your efforts in the 20% of clients that bring in the most revenue and grow from there. Key account management […]
In the account management field, key performance indicators (KPI) and metrics are everything. You use them to track how well a relationship is growing; you use them to track the revenue a company is generating, and salespeople rely on them as a means of assessing their performance among the group. That being said, do […]
As a Key Account Manager, your only goal should be help clients meet theirs It’s been a big couple years for mindset. Stanford psychologist Carol Dweck introduced the term into the national zeitgeist by demonstrating the stark differences between a “fixed” and “growth” mindset. Drawing on reams of academic research, Dweck showed that […]
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