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Webinar

How do mergers and acquisitions affect KAM?

It’s hard to keep your eyes on the customer when you’re going through a Merger or Acquisition, when you’re not even sure if your job is safe. But it’s not much better if you emerge from the situation to discover but your customer has felt overlooked and unimportant and consequently defected to the competition. In…

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Webinar

Needs, communication and the negotiation process.

Vagner Pin’s (Pfizer, Brazil) years of experience come powering through in this highly practical discussion of how to conduct negotiations. Negotiation, of course, isn’t just about doing deals with customers, everyone is involved in negotiating something or other most days, often internally. Vagner shows that anticipation and preparation is everything! Including details of the physical…

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Webinar

How to build better remote relationships with clients.

It’s not easy to build a relationship online, and most of us aren’t going about it the right way. as Kim Arnold tells you in this incredibly useful presentation, more is just more! We send too many standardised emails. You need to take time to acknowledge your customer as a person and inject some of…

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AKAM Workshops & Conferences

Alignment between KAM teams and Sales – 4th Annual AKAM Conference

Darren Bayley describes the role of the key account manager from the point of view of Straumann, in the global medical device sector. He demonstrates the importance of communication and coordination in the complex network of internal and external relationships, based on the key account plan. Digitalisation technology – IT collaboration platforms in particular –…

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Webinar

External stakeholder networks and KAM: Beyond the dyad

How to understand, survive and thrive as a KAM in today’s business ecosystems Join Professor Paul Smith in this insightful webinar as he explores the topic of External Stakeholder Networks and Key Account Management (KAM). Drawing on his extensive experience in B2B marketing and management consulting, he provides valuable insights into how external stakeholder networks…

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Webinar

Information sharing in KAM teams: How/does it happen?

Key account management is now viewed as an organisation-wide business strategy. In heavy industry sectors (fuel and energy), from mining, drilling the well to data analysis, the account managers are not able to cover all the required knowledge and skills. They work with project-based sales teams for the targeted accounts to sign deals and provide…

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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 projets internationaux et des relations interculturelles, les responsables commerciaux peuvent aider leurs équipes. Comment prendre en compte la complexité d’un projet, construire sa légitimité, identifier les interlocuteurs cibles? Nicolas Swetchine/Aude…

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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 Results. He identifies the competencies required in terms of communication/influencing skills; relationship management skills; and functional skills. Although the requirements may vary depending on the organisation’s KAM strategy, whether they…

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Webinar

What’s key in searching for the perfect Key Account Manager?

This webinar was presented by Gintarė Bėtaitė, Partner Amrop Lithuania. It’s more important than ever for us to know what businesses want in a key account manager. Gintare’s session at our meeting in Vilnius ‘Key account managers ahead of the game – who are they?’ was very well-received and to the point, so we asked her for…

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Papers and articles

Steering the customer experience

Customer Experience Management (CEM) is a pragmatic way to help your organization become more customer centric through understanding and acting upon the customer’s needs. Michael Widing uses his 20 years’ experience to explain the 3-step process to debrief customer insights from the frontline and bring them straight back to all the support functions and top management. It’s very…

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