Webinar: 4 Pillars of Building a Strong Account Plan
This Key Account Management webinar covers the 4 Pillars of Building a Strong Account Plan. We highlight the most common missteps when creating account plans, and more importantly how to easily build a template for account plans and how to best manage and present them.
Profile of a Great Account Manager
/in Key Account Management /by Alex RaymondIn a cross-functional team, Key Account Managers are the voice of the client in the room. While everyone on the team—and in fact, everyone throughout the company—should be focused on delivering for the customer, KAMs are responsible for making sure it’s happening. They do that by owning and developing the client relationship, knowing the client […]
Why Ad Agencies are Investing in Key Account Management
/in Key Account Management /by Kelly SharpKey Account Management is the art of engaging with high-value customers to promote a long-term, strategic partnership that results in organic growth. Because high-value customers appear across multiple industries, KAM is be useful for many different types of organizations. For some of our customers, high-value customers are a segment within a broader customer base. However, […]
Performance Reviews for Key Account Managers
/in Key Account Management /by Lesley PoladskyWhen it’s time to do a performance review for your key account managers, there are lots of factors to consider. After all, key account management isn’t sales, so it’s not enough to look at quotas. KAM reviews should probe beyond the numbers, understanding the processes and relationships behind them. And KAM reviews should look beyond […]