It’s no secret that if your organization is new to key account management, not everyone is going to be on board with the radical shift from sales to relationships. At Kapta, we take for granted the fact that we are built around the core components of key account management and everyone in the company from […]
There are a lot of intangible factors in key account management, your customer’s idea for success or failure being one of them. All of your customers likely choose to use your products or services for different reasons and because of this, what they expect/demand out of your product is going to be different from company […]
Account managers and key account manager (KAMs), listen up! You’ve got a tough job, but you might be doing a few things in particular that are making your job tougher than it needs to be. Learn about 7 traps that account managers commonly fall into, so you can avoid them for yourself. 1. Being Too […]
Do you know what goes into a strong account plan? If you already have account plans for each of your key accounts and spent more than five idle minutes creating them, congratulations – you’re already one step ahead of most account managers in your industry. Account plans are crucial components of the KAM process […]
Value co-creation with your client is the ultimate goal and is a part of the job description for a key account manager. You can’t rely on your product to speak for itself as there are likely anywhere from dozens to hundreds of competing service providers out there all vying for your client’s business. When features […]
Sales is hard enough as it is. Don’t make it worse for yourself by pushing products from the beginning. In a B2B context, there’s a better way of doing it. Selling products may be the end goal, but if you emphasize products from the beginning you’ll have trouble keeping your client’s attention. Take time to […]
Too often in the client management space, organizations will think that once they get the right software platforms, then and only then will their relationships spring to life with results across the board. The truth is, just like the new driver you’ve been eyeing for a few months, the tool alone won’t improve your results […]
Right now, the economy is up. Business is booming. And isn’t that a good sign? The flip side of this positive scenario is this: a recession is coming, but we just don’t know when. Even with a recession on the horizon, unknown factors will always plague the day-to-day endeavors of businesses. There’s no […]
Being purposeful can mean a variety of different things to different people. In most cases, you’ll interpret it to mean that what you’re doing serves a purpose in the grand scheme of things and you aren’t careless in your actions. When it comes to your account planning activities, are you purposeful? All too often, […]
Client Success is an integral program that can make or break a business’ success in the modern age. With so many choices in the software and services world, it’s the experience and relationships that you’ll have with your customers that will drive your revenue goals. Your strategic accounts are everything, and if you’re doing your […]
