Key Account Management (KAM) is an essential function in your organization, especially in times of uncertainty. With 80% of sales coming from 20% of your customers and existing customers being the source of 70% of revenue, account management protects, retains, and grows this more profitable segment. To ensure optimum KAM success, you need to provide […]
https://kapta.com/wp-content/uploads/2021/04/Screen-Shot-2021-04-12-at-6.58.25-PM.png534956Jennifer Pinterhttps://kapta.com/wp-content/uploads/2019/10/logo340x156-300x138.pngJennifer Pinter2021-05-03 12:51:272021-04-13 01:02:26Critical Behaviors your team must adopt to get the most from Key Account Management software
According to the Pareto Principle, or 80/20 rule, 80% of your sales come from 20% of your existing customers. CSO Insights found that 70% of revenue comes from existing accounts. Plus, a classic study found acquiring a new customer is more expensive than retaining an existing one, and increasing customer retention by 5% increases profits […]
When it comes to Quarterly Business Reviews (QBRs) most teams are not taking full advantage of the opportunity these meetings present. The opportunity to work with, have a conversation with and build a joint vision of the future with their key customers. Most people are not putting their best foot forward to engage the customer […]
Critical Behaviors your team must adopt to get the most from Key Account Management software
/in Key Account Management /by Jennifer PinterKey Account Management (KAM) is an essential function in your organization, especially in times of uncertainty. With 80% of sales coming from 20% of your customers and existing customers being the source of 70% of revenue, account management protects, retains, and grows this more profitable segment. To ensure optimum KAM success, you need to provide […]
Why Forward-Thinking Chief Revenue Officers are Investing in Key Account Management Software
/in Key Account Management /by Margot HowardAccording to the Pareto Principle, or 80/20 rule, 80% of your sales come from 20% of your existing customers. CSO Insights found that 70% of revenue comes from existing accounts. Plus, a classic study found acquiring a new customer is more expensive than retaining an existing one, and increasing customer retention by 5% increases profits […]
4 Dysfunctional Beliefs of Quarterly Business Reviews
/in Key Account Management /by Alex RaymondWhen it comes to Quarterly Business Reviews (QBRs) most teams are not taking full advantage of the opportunity these meetings present. The opportunity to work with, have a conversation with and build a joint vision of the future with their key customers. Most people are not putting their best foot forward to engage the customer […]