Account Management

7 Habits Of Highly Successful Key Account Managers

When we work with Key Account Managers (KAMs) we are often impressed by their knowledge, skillsets and attitudes that drive them to success. So that we can share their successful attributes and maybe model their behaviours, we have put together some ideas that drive their progress. Here are seven habits that the best ones we’ve studied consistently apply to gain…

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Top Tips For Managing Accounts

I received an email last week from Trevor Borrows who is a newly appointed National Sales Manager in charge of a team of Account Managers. Here’s what Trevor asked: “Hi Sean, being a new National Sales Manager I need to understand how to develop account strategies. I’m really wet behind the ears with this. I appreciate that you run courses…

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What Great Key Account Managers Do Daily

Key Account Managers (KAM) are the lifeblood of any organisation wanting to grow and develop their network and a loyal client base. Excellence in the role often comes from natural characteristics, but is also forged through building skills that are shown on a daily basis. These then become habits, and it’s this habitual alignment of skills, attitudes and motives that…

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7 Different Key Account Management Definitions. Which One Is Yours?

So what exactly is a Key Account? Think about your own organisation and what you class as a key account. There are many key account management definitions out there but here are the 7 most common types of classification: Are they just the big ones? Are they the ones you mustn’t lose? Are they the ones that offer future profit?…

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12 Tips To Nurture And Build Relationships With Clients

Gavin Ingham once said “Most salespeople make a sale to a client and then move on to the next one. Most clients think that salespeople only ring them when they want to a) sell something new or b) renew their contracts. If someone only rang you when they wanted to sell your something or get you to commit to a new…

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So,Your Point Of Contact’s Left…What Now?

I’m sure you have many clients, or even advocates, who have been doing business with you for some time. And it’s possible that you have built up a good relationship with the buyer you have been dealing with. They are good for references and testimonials. They offer help when you need it. They keep you informed proactively of changes happening…

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The Right Way To Set Goals – Seeing Them From The Customer’s Perspective

I remember being on the road with a salesperson whom I was coaching to take up a senior sales position within the company he was working for. His business had called me in to help him improve, as it seemed he had plateaued in his sales skills, and his boss was wondering what direction to take him next. Suffice to…

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One Change That Can Make Or Break Business Partnerships

We often hear about how ‘relationships’ make or break the long-term partnership with a client, and it’s true that the connection that you keep with the client can play a vital part in determining whether you will keep getting repeat orders or not from your client. But our studies have shown that there is one main component in a supplier/client…

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Tips For Successful Account Management

It is 6 to 7 times harder to convert a new customer than to sell to an existing one. This is exactly why Key Account Management is one of the most important aspects of the sales process and an integral facet of every single business. Being a successful account manager means more than knowing your customers, being proactive and quickly…

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10 Ideas That Make Business Relationships Work

Many salespeople and sales managers that I meet and work with are really excellent at their job. They accentuate the positive nature of what they do, and create reasons for clients to not only do business with them in the first place, but also remain loyal, even in the face of concerns and trouble. What do they bring to the…

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