Business Acumen Toolkit
This Toolkit is designed to enable Account Managers and Sales people to complete a number of important financial analyses, including benchmarking the financial reults of multiple customers, identifying how your products and services can impact the financial results of customers and be used to effectively 'sell financial value' to key customers, identifying the key executive, and how to position the potential value of your products/services.
Creating value-adding relationships between KAMs and purchasing
Traditionally the success of a key account manager has often been determined by how effectively he or she is able to avoid the influence of their customers purchasing department. This article discusses opportunities for key account managers to be proactive with their contacts in purchasing.
Making strategic account managers financially savvy
This article discusses how a handful of key financial measures and a simple tool called the DuPont chart are all that is needed for a salesperson to analyze the financial condition of a business, assess likely strategic issues and opportunities, and discuss financial strategy - even with the customer's chief financial officer.