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

Consultative selling is a sales approach that prioritizes relationships and open dialogue to identify and provide solutions to a customer’s needs. It is hyper focused on the customer, rather than the product being sold. … Consultative selling skills help sales professionals position differentiated, compelling solutions.

Select the right Key Accounts

  • There are 3 critical steps in selecting Key Accounts:
  • Conduct a Portfolio Analysis
  • Tie your company’s overall strategy to the selection analysis
  • Start with a pilot (2-3 accounts) then expand

Key Account planning

  • Accounts’ Analysis.
  • Accounts’ Segmentation. …
  • Understand The Decision-Making Unit. …
  • Monitoring/Follow-Up.

Increase client relationships

  • Streamline Communication.
  • Be Relationship-Focused.
  • Build Trust
  • Long-Term Strategic 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

 

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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.

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