Key Account Management

Key Account Management

Key account management (KAM) is the process of planning and managing a mutually beneficial partnership between an organization and its most important customers. Key accounts are significant to an organization’s sustainable, long-term growth and require a substantial investment of both time and resources.

Benefits of KAM

Select the right Key Accounts

Helps the teams to identify and select the key accounts

Increase client relationships

Improves the relationships with the key accounts

Increase revenues from Key Accounts

Helps the sales teams in increasing revenues from key accounts

Identify Key Accounts gaps

Analyze and identify the gaps in key accounts

Key Account planning

Helps in planning the strategy for key accounts

Our Process

Key account management (KAM) is the process of planning and managing a mutually beneficial partnership between an organization and its most important customers. Key accounts are significant to an organization’s sustainable, long-term growth and require a substantial investment of both time and resources.

Sales team to sell value than the price

  • Think through your product.
  • Don’t lay it on thick too early.
  • Take note of what industry leaders are doing.
  • Be an educator, not a salesperson.
Selecting the right accounts

Key Account Planning

  • Importance of questioning
  • Donts in continuous presentations
  • Frequency to ask and to talk
  • How to engage with multiple customers
Key Account Planning

Increase revenues from Key Accounts

  •   Make Sure Your KAM Program Has High-Level Support
  •  Train Your Key Account Managers
  •  Reward Your Key Account Managers
  •  Assess and Update Your KAM Program Regularly
Increase Revenues

Increase client relationship

This will be suitable for organizations that has customer facing people and is willing to get in front of a camera.

  • Best of all the video types because it lends a human face to the brand.
  • Useful for services organizations that establishes a thought leadership position.
  • Cost effective as you can incur an one time expense on the camera, the tripods and the office backdrop. You can keep shooting videos infinitely.

 

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Blogs on KAM

Read more on blogs on KAM get more insights

8 Best Strategies for Successful Key Account Management:

“Nothing is more important than the customer relationship.”Most businesses will have a customer base and it is very important to value them as an asset.

What is Account Based Marketing

Apart from generating leads, ABM also takes a holistic marketing view. Marketing existing customer accounts to drive sales and cross-selling is one of the keys to getting the most out of your biggest account.

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