Marketing and Sales Education Center

5 Asset Management Practices Used in Successful Key Account Management

Posted on Fri, Jul 03, 2015

Organizations that have successfully implemented strategic account management programs have made it a top management priority. They make it a priority that each staff meeting includes a review of strategic account plans, priorities and progress. This is pretty basic to any thriving key account management program.  Most successful sales executives understand this. Yes, top level meetings with the client’s top level people need to be held at regular intervals and functional managers on each side of the relationships must work hard at accomplishing the agreed action plans. However, this may not be enough to drive the kind of revenue and profit growth that most organizations require today. We are often asked what other practices should be implmented along with this very basic but important practice.

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Tags: Strategic Account Management, Selling Process, Key Accounts

Who Has To Be Involved in the Key Account Management Process For It To Be Successful?

Posted on Fri, Mar 27, 2015

All business functions and levels need to be involved in the key account management process to ensure short-term and long-term success.  This means that everybody needs to recognize that key account management is not a sales strategy; it is a business strategy.  Various business functional operations must execute the promises made by key account managers and must be involved in setting the promises being made to strategic accounts.  It's VERY important that the people on the shop floor, quality, distribution, finance and so on buy in to the whole program and participate in it actively.  C-level executives must be committed to key account management as a long-term business strategy.  Key account management is a process that maximizes the long-term business value of the most important customers.

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Tags: Strategic Account Management, marketing with limited resources, Key Accounts

How Many Key Accounts Can An Organization Manage?

Posted on Thu, Feb 12, 2015

Many companies who are struggling, ask us about key account management, also referred to as strategic account management.  They ask what it is and how can it help them grow their sales and profitability.  So we asked Brian Smith to provide a little more in-depth perspective on the topic and he has graciously agreed to write a series of articles for this blog.

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Tags: Strategic Account Management, Strategic Planning, marketing with limited resources, Selling Process, Key Accounts

How Do I Get My Organization Focused on Key Account Management from Top to Bottom?

Posted on Fri, Feb 06, 2015

Many companies who are struggling with implementing key account management in their organizations.  Many of these organizations have difficulty understanding what it truly is, why it is as important as any other business strategy that will help them grow their sales and profitability.  So we asked Brian Smith to provide a little more in-depth perspective on the topic and he has graciously agreed to write a series of articles for this blog.

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Tags: Strategic Account Management, Strategic Planning, marketing with limited resources, Lead Generation, Key Accounts

What is Key Account Management?

Posted on Fri, Jan 30, 2015

Many companies who are struggling, ask us about key account management, also referred to as strategic account management.  They ask what it is and how can it help them grow their sales and profitability.  So we asked Brian Smith to provide a little more in-depth perspective on the topic and he has graciously agreed to write a series of articles for this blog.

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Tags: Strategic Account Management, Strategic Planning, Lead Generation

How Many Ways Are There to Increase Your Business?

Posted on Fri, Nov 09, 2012

Many business owners think there are a whole host of ways to increase business and fuel their growth. Some thnk that having a great product is the only thing you need. If you build a better moustrap they will come. That may work for Apple, but more often than not, that strategy fails.

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Tags: Strategic Account Management, blogging, marketing on a shoestring budget, Inbound Marketing, marketing with limited resources, Key Accounts

4 Ways Social Media Marketing Will Transform Selling

Posted on Fri, Sep 28, 2012

Mark Fidelman wrote an op/ed piece on Forbes.com titled Salesforce.com's New Social Strategy is Brilliant, Here's Why that I thought was very relevant to how sales professionals will develop new business leads and interact with their customers.  It is a given that social media has transformed how we interact with each other - not just communicate.  It is now about open and free flowing information exchange.  Those companies that do not adapt to open exchanges of information with their prospects and customers face being left behind by their competition.

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Tags: Strategic Account Management, Marketing Automation, Closed Loop Marketing

What is Strategic Account Management?

Posted on Thu, Jul 19, 2012

Strategic account management, sometimes called key account management is defined as a process-driven approach to managing your company's most important assets - your customers.  To succeed, Strategic Account Management must be more than your key account manager's or any single department's responsibility.  It's a total business mindset where every functional area or line of business must actively participate.  It is a process to acquire a deep understanding of not only its purchasing practices, but more importantly each key customer's business philosophies and strategies.  This requires you to understand your customer "high, wide and deep", forcing you to go beyond just understanding the Purchasing department's needs, but also Marketing, Operations, Finance, Logistics and Executive Management's needs and desires.

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Tags: Strategic Account Management, Strategic Planning

Welcome to Our Marketing and Sales Blog

Posted on Thu, Jun 21, 2012

Welcome to the launch of Evenstar Marketing’s Blog and to our first ever blog post!

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Tags: Strategic Account Management, Marketing Automation, Closed Loop Marketing, Online Marketing, Inbound Marketing, Strategic Planning