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At some point in time, many company leaders have looked at their list of best clients and thought it could be a disaster to lose any of these. They probably represent a significant percentage of revenue, many could be giving them even more business, and they maybe regularly refer new customers as well.
Maybe you have some too? So how do you protect those customers from your competitors who almost certainly have them on THEIR prospect lists?
The answer could be to develop a Key account management program, usually abbreviated to KAM, that's spelt K A M. It's a process at the organizational level that goes way beyond sales to encompass building strategic, and mutually beneficial relationships between the company and its key customers.
However, key account management programs will almost certainly lead to increased costs and lower margins. That's the inevitable outcome of giving a customer greater support and usually your highest discounts. But - if you use the right key account strategy, you'll reap greater sales volume and long-lasting strategic relationships.
Some of the following videos in this section will be of more interest to Senior decision makers. Others will be of equal interest to both SDMs and the personnel employed in delivering the program - the key account managers.
Get immediate access to all these Sales & Marketing tutorials, downloads, resources, tools and much more from resident experts Chris Haycock, Bruce King and guests.
Here we share the critical importance of Key Account Retention and Account Dominance,
Successful Key Account Managers have an totally clear vision of what's important and focus on this to maximise the returns from their accounts.
In this video we share with you where and with whom great Key Account Managers invest most of their time to get the best results.
Some important considerations and suggestions to help you identify which of your customers would make the ideal key accounts.
Your best customers are probably at the top of your competitor's prospect lists. This is a strategy to ensure your best customers stay with you.
In this video we discuss the many benefits of implementing a KAM program, and some potential disadvantages of doing so.
These are the essential key skills needed to become a successful Key Account Manager and maximise your returns from your key accounts.
The number one set of habits the most successful Key Account Managers have and do every day to grow and develop a loyal client base.
Great Key Account Managers are constantly looking to see how best they can improve their relationship with their clients. Here is how they achieve that.
