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 […]
Part of the goal of any key account management team should be to improve constantly. Whether you attend seminars, read books, articles, watch live webinars or even YouTube presentations (don’t lie, we’ve all been there) learning some new skills can help you deliver better results for your customers. Here at Kapta, we pride ourselves […]
As mentioned in the last post about building a balanced Strategic Account Management team, you can’t expect to achieve strategic success with your accounts by working alone. As the quarterback of the SAM team, you’re going to deal with handoffs throughout the lifecycle of the account. Think of the account as the ball that gets […]
Let’s face it – things don’t always go according to the account plan. Something can come up, unforeseen risks appear, and all of a sudden, the strategic account plan goes off course. What are you supposed to do? Well, you can’t just give up on the account – they bring in a considerable portion of […]
Leading a team comes naturally to some, while other future leaders need some coaching. No matter which camp you fall in, becoming an effective leader and achieving success with your team can be a challenge. No matter if you’re Bill Belichick or Erik Spoelstra, all coaches follow a set of fundamentals to get their team […]
