perspective

The Rise of the Risk-Aware Key Account Manager: Building Strong Relationships and Mitigating Threats In today’s dynamic business landscape, key account managers (KAMs) must evolve beyond traditional roles to become risk-aware strategists. The modern KAM’s ability to identify, assess, and mitigate risks is crucial for maintaining and growing valuable client relationships. While fostering strong relationships …

KAM 2.0: Key Account Management + Risk Awareness = Sales Success Formula Read More »

Discover how to establish a successful Account Intelligence Program that enhances your business’s strategy and growth.   Understanding Account Intelligence: What is Account Intelligence?  Account intelligence is the process of gathering, analyzing, and interpreting data about target accounts to gain insights into their needs, challenges, and buying behaviors. This information is then used to inform …

Account Intelligence Program in 2024: The Complete Guide Read More »

Key Account Management Crisis Playbook deals with your most important clients, so any bumps in the road can have serious consequences. These clients typically generate a significant portion of the company’s revenue and require a high level of attention and service. A Key Account Management crisis playbook acts as a shield for these relationships, helping …

Why Every Key Account Manager Needs a Crisis Playbook: Be the Calm in the Storm Read More »

Managing a large customer portfolio can be a double-edged sword: the potential for high revenue and brand loyalty is matched by the risk of widespread churn. But fear not, portfolio managers! By deploying smart short-term Strategies, you can stem the tide of customer departures and keep your portfolio thriving. 1. Leverage Data Analytics: Identify at-risk …

Churning the Tide: Short-Term Strategies to Reduce Customer Churn in Large Portfolios Read More »

The ocean of customer loyalty can be turbulent, especially in the ever-shifting currents of the “new normal.” With options aplenty and expectations evolving faster than ever, keeping your customers onboard isn’t just about smooth sailing, it’s about navigating a dynamic ecosystem. To truly thrive, you need to go beyond basic retention strategies and embrace advanced …

Churning the Churn: Advanced Tactics for Customer Loyalty in the New Normal Read More »

7 Account-Based Marketing Tactics to Attract Your Dream Clients, Not Just Any Leads Forget the confetti showers of a million “likes” and the siren song of endless website traffic. In the World of B2B, true victory lies in landing those big fish, the accounts that can make or break your year. That’s where Account-Based Marketing …

7 Account-Based Marketing Tactics to Attract Your Dream Clients, Not Just Any Leads Read More »