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Account Based Marketing (ABM)
57% of the buying journey is complete before Sales even enters the picture! With ABM you can quadruple win rates, an opportunity too compelling to overlook.
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Event
The customer’s take on Strategic Relationship Management
Are you extracting the true value from your key business relationships?
Academic Advisory Board
Academic Advisory Board
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Contract disputes and how to avoid them
How to make sure you never see the contract again? Because something’s gone wrong it you do!
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Challenging your customers
Chris Gregers, Senior KAM with Circle K Norge AS, traced the evolution of the sales role in the Norwegian fuel industry from basic sales through value based sales, relationship based sales, and what is called challenger sales. From the last two approaches KAM processes began to appear focusing upon value creation, joint ventures and developing…
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External Stakeholder Networks and KAM – beyond the Dyad
How to understand, survive and thrive in today’s business ecosystems
