What is Key Account Management? Key account management (KAM) defines full relationship between your business and the customers you are selling to. It describes the individual approach of sales people to their customers in order to create long everlasting business relationship.
Defines the full relationship
between your business and the
customers you are selling to.
It revolves around handling the
customers who play a strategic
role in the growth of a supplier.
Key account management
A person or a group of people with
whom your business has built
more than just a standard
business relationship, based
on the trust level between
you and the buyers.
When dealing with multiple individuals,
it´s good to record pertinent facts
about decision-makers within the
account that you’re dealing with. Our
goal is to access information and
grow key accounts into profitable
Make sure you understand the difference
between a real Key Account and a Standard
Account. Ideally, for a Key Account, the
relationship has evolved from
vendor-buyer to partnership.
The primary reason for evolving a
partnership is that the better your buyer
(and other contacts at the company)
succeed, the more your product or service
is going to succeed at that company.
Based on this relationship you can cluster
your accounts by account types and account
● Account Type – is a customer, be it a
individual or company, that you are
connected to: for example a new
customer, existing customer, partner
● Account Classification (0, A, B, C, D) –
enables you to classify your accounts
from 0 (you do not know this account at
all) up to D (your Key Account - Partner)
By building an Org Chart for each of your
accounts, you will always know to whom you
are talking, where they stand in the order of
things, and who must still be convinced in
order to bring the sale to a close.
Making notes about each contact's behavior
in the Org Chart is also useful. For example,
"Don't talk to Joe if he's in a rush and under
pressure; he'll just say no to everything." Or
"Friday is a good day to talk to Melinda as she's
always looking forward to the weekend and
going to the beach."
Pipeliner CRM is tool that
support sales teams and
managers with their activities
and help them to provide
better service to
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