Webinar Resources
Account Based Marketing (ABM)
Did you know that 57% of the buying journey is complete before Sales even enters the picture? With ABM/DBM by your side, you can quadruple
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KAM communications
KAM communications
A
B
- Business analysis (22)
- Business case development (28)
- Business development (10)
C
- Collaboration (12)
- Communications (21)
- Conflict management (16)
- Cross-functional involvement (19)
- Customer centricity (24)
- Customer needs analysis (6)
- Customer understanding (39)
- Customer view of value (26)
D
- Digitisation of KAM (17)
G
H
- HR & KAM (7)
I
- Implementing KAM (20)
- Innovation (9)
K
- KAM as a corporate strategy (29)
- KAM definition (15)
- KAM failure (10)
- Key account manager competencies and attributes (57)
- Key account manager role (31)
- Key account teams (25)
L
M
- Marketing and KAM (12)
- Metrics and measurement (40)
N
- Negotiation (9)
- Networks (24)
O
P
- Performance in KAM (29)
- Processes in KAM (13)
- Procurement & buying behaviour (32)
R
- Relationships (51)
- Reputation management (3)
- Resources and resource management (9)
- Risk management (13)
S
T
- Team management & leadership (17)
- Technology (13)
- Time management (3)
- Transitioning to KAM (13)
- Trust (17)
V
- Value creation & co-creation (39)
- Value propositions (10)
- Value quantification (19)
Member Resources
ABM- is it KAM, CRM or something completely different?
A short paper from Bulletin No 2 by Dr. Beth Rogers. ABM has been defined as ‘treating individual accounts as markets in their own right’,
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Papers and articles
Crafting key account value propositions to win more business
Value propositions have been described as one of the most valuable concept in sales and marketing, and at the same time, one of the least
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Papers and articles
What makes a good key account manager?
In this article from Bulletin No. 3, Mike Green shares his personal experience gained as a key account manager and director in AMEX and RM
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Papers and articles
Are you really managing key account risk?
Risk awareness has always been in the long list of skills required of key account managers, but it is rarely high enough on the list,
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Papers and articles
Comment accompagner ses KAM sur des projets internationaux?
Les responsables de comptes stratégiques, encore plus que les autres commerciaux, ont souvent une dimension internationale dans leur mission. Face à la complexité des grands
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Papers and articles
Why are senior managers (not) involved with their firm’s most important customers? (In brief)
This very brief summary of conclusions from Victor Wullink’s Masters thesis gives a flavour of what he discovered from interviewing seven very different companies. He found
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Papers and articles
Why are senior managers (not) involved with their firm’s most important customers?
There are radically different views on whether senior management should or should not be directly concerned with key customers. Sometimes challenging issues require the authority
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Papers and articles
Why is Account-Based Marketing the hottest topic in KAM?
Research has shown that sophisticated buyers and customers tune out from everything except the most relevant messages and content. Two-thirds of senior executives don’t believe a salesperson
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