Ideas Board

5-day challenge to spring clean your profile

Using the Value Solution Model will help you organize all the parts of your story so that it moves clients to act. Value Solution Model Position the Business Challenge Acknowledge the challenge and the importance of the outcome. Support with Insight and Data Make the bottom-line impact the first and recurring message. Position Your Customized Solution (tie elements of solution to business outcome) Provide a high-level overview of solution. Position the solution. Show how technical elements to solve the business challenge and tie to outcome. Support with research. Show proof of success/success story and check for questions. Prove value with hard metrics, and ROI to show financial impact. Make a comparison with current and ongoing costs, and check for questions. Position Team and Show Ease of Implementation Review team members’ roles and expertise. Share realistic time frames that meet client needs, and check for questions and/or objections. Express competence and commitment to partner with client and check for questions. Check for Client Agreement Ask how solution achieves business outcome. Ask for the business or next step.

A framework to help you weigh features, benefits and price to demonstrate a “value equivalence” to your clients. Product purpose How it works How it's developed or manufactured How it's checked for quality How its delivered How it is maintained and serviced How long it is likely to last Product price How it compares to similar products you offer How it compares to competitor products Product capabilities Complementary products

It would be nice to have a resource to have best practices of working with CRM in one place. People could also potentially pitch in and share their tips&tricks. If this already exists in some form, please let me know. Thanks, Tomas

I know most of us here need great information instead of Certifications but I would recommend after all this data is ranked from Start to Finish it would be great to receive some recognition. Something we can share with our Management/Company or Social Media for other team members to join. Information here is incredible definitely all the way from SMB AM to Strategic level

‘opportunity conversion/close plan’ template out there/things to think about for specific timelined activities in place to ensure we do everything that we can to meet a close date we want to achieve (via Sam Manson)

Suggested by Brad - a one planner to keep focused on sales activities and move opportunities forward. https://www.thekamclub.com/members/10019413

I follow an apartment design website called "apartment therapy" and every year they launch the 'January Cure' which is a month of small activities you do everyday of January. I like things like this to help me do things I never thought of or wasn't brave enough to do. So I think keep the tasks simple and novel (e.g. Send a thank you card to one of your key accounts) or something that people would shy away from normally but giving them the tools and confidence to try it (e.g. record a video post to share on LinkedIn but then give some content ideas so that it takes some of the weight off). RH

For heads of Key Account Management, building a strong KAM culture is essential for achieving organisational goals and maximizing the value of key accounts. This initiative is about spearheading the development of a vibrant and effective KAM culture within their organisation. By providing strategic guidance and practical tools, this program empowers KAM leaders to cultivate a culture where teams are inspired, motivated, and aligned with their organisation's objectives, ultimately driving success in managing key accounts.

This training program is designed to empower KAMs who aspire to leadership positions within their organizations. By providing them with the necessary leadership skills and knowledge, they will be better equipped to lead high-performing teams, drive organizational success, and advance their careers to leadership roles.

Do you struggle to qualify opportunities and progress them through your sales funnel? Do deals stagnate or lag behind targeted close dates? This course provides the strategic framework and tactical tools to transform how you manage your sales pipeline and opportunities. Here is what you will learn: A proven scoring system to identify and prioritize high-potential opportunities How to develop a detailed “Close Plan” to progress deals against milestones Proactive sales planning and follow-up techniques to achieve targeted close dates Activities and templates to immediately implement concepts Workshop outcomes: More accurate opportunity forecasting and higher win rates Faster sales cycles and improved close ratios Greater visibility into pipeline health and performance Increased confidence and discipline in managing complex sales

Facing the challenge of juggling over 100 clients? Feel like you’re perpetually in reactive mode, always playing catch-up? We’ve been there, and we know the struggle. This course will help you regain control, be proactive, and deliver exceptional value to every client on your list. Together, we’ll turn hurdles into stepping stones. What you'll learn: Master Organization: Keep client details, needs, and histories right at your fingertips. Prioritize Like a Pro: Direct your focus to high-impact accounts and tasks. Leverage Automation: Embrace tools that streamline your communications, reporting, and more. Guard Against Burnout: Manage stress, set boundaries, and maintain a work-life harmony. Elevate Service Quality: Ensure every interaction adds value and builds trust, irrespective of the account size.

This workshop will demonstrate best practices for leveraging Confluence to create a centralized knowledge base for key account management. Participants will learn structured techniques to capture playbooks, procedures, and cross-team learnings in a searchable, easy to update system. This will enable KAM teams to institutionalize processes and collaborate seamlessly.