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TV Quick Guides / Sales Management / Jan 25, 2018 / Posted by Nikolaus Kimla / 2654 

What is Key Account Management?

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A Key Account is 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.

Key Account Management (KAM) defines the full relationship between your business and your customer. It revolves around handling the customers who play a strategic role in your growth.

When dealing with multiple individuals, it’s good to record facts about decision-makers within the account that you’re dealing with. Our goal is to access information and grow key accounts into profitable long-term relationships.

Learn more about Key Account Management.

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About Author

A 30-year veteran of the computer industry, Nikolaus has founded and run several software companies. He and his company uptime iTechnology are the developers of World-Check, a risk intelligence platform eventually sold to Thomson Reuters for $520 million. He is currently the founder and CEO of Pipeliner Sales, Inc., developer and publisher of Pipeliner CRM, the first CRM application aimed squarely at actually empowering salespeople. Also a prolific writer, Nikolaus has authored over 100 ebooks, articles and white papers addressing the subjects of sales management, leadership and sales itself.

Author's Publications on Amazon

How to Define, Fill and Measure your Sales Pipeline: A comprehensive guide to pipeline management for sales professionals Cover

How to Define, Fill and Measure your Sales Pipeline: A comprehensive guide to pipeline management for sales professionals

by Nikolaus Kimla
Inside this eBook, you’ll discover a series of chapters dedicated to some of the most important areas facing sales today. From the sales process definition to measurement, lead generation, and proven sales techniques, this comprehensive eBook will provide you with the information you need to…
Buy on Amazon
NETWORK SELLING: GUARANTEE SUCCESS FOR THE DIGITAL AGE Cover

NETWORK SELLING: GUARANTEE SUCCESS FOR THE DIGITAL AGE

by Nikolaus Kimla
A common term in sales today is EQ, which stands for “emotional I.Q.” It means the skill a salesperson has in reading emotions and utilizing them in sales. It means empathy and a number of other abilities. The short version is, it’s an I.Q. when…
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SALES AUTOMATION: IS IT REPLACING US…OR CARRYING US FORWARD? Cover

SALES AUTOMATION: IS IT REPLACING US…OR CARRYING US FORWARD?

by Nikolaus Kimla
People are smart to question the future of automation, for it has become part of everything we do. With the quantity of applications and technology around us, we yet still crave more. We become convinced of its power when our package is delivered from Amazon…
Buy on Amazon
Sales Management Essentials: Pain Points of Sales Management and how to overcome them Cover

Sales Management Essentials: Pain Points of Sales Management and how to overcome them

by Nikolaus Kimla
Sales management isn’t a simple subject by any means. But at the same time, it does have some basic and somewhat simple fundamentals—and that is what we are bringing to you with this book. First come pain points of sales management, and how to overcome…
Buy on Amazon
SALESPEOPLE EMBRACING IT ALL Cover

SALESPEOPLE EMBRACING IT ALL

by Nikolaus Kimla
Today the Internet has transformed a seller's market into a buyer's market and author Nikolaus Kimla states that the role of sales has never been more crucial. It is now time to give salespeople the role they factually can play: entrepreneurs within the enterprise. They…
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The Pipeliner Manifesto: The mission and vision of the Pipelinersales Corporation Cover

The Pipeliner Manifesto: The mission and vision of the Pipelinersales Corporation

by Nikolaus Kimla
This is our public declaration of the intentions behind Pipeliner, and our objectives and motives for the product and for our company. Behind the development of that CRM application and, in fact, behind everything we do, we have a real cause. The story begins with…
Buy on Amazon
The Salespreneur #2: Emotional, Spiritual and Physical Fitness Cover

The Salespreneur #2: Emotional, Spiritual and Physical Fitness

by Nikolaus Kimla
For the future, there must be a perfect balance of humans and technology. You have to have the perfect technology, andthen the perfect human being in application, performance and presentation. Today and into the future, it’s a 50-50 balance. In the past it was perhaps…
Buy on Amazon
The Salespreneur: Introducing the New Era Salesperson Cover

The Salespreneur: Introducing the New Era Salesperson

by Nikolaus Kimla
The salespreneur is based on the concept of the entrepreneur. Before we can explain the salespreneur, you have to have some understanding of the entrepreneur. The entrepreneur plays a crucial role in any economic system. The entrepreneur seeks out information that can be utilized for…
Buy on Amazon
The Use of Precision Metrics in Sales Management Cover

The Use of Precision Metrics in Sales Management

by Nikolaus Kimla
A seasoned captain would never leave port without a competent navigator. In a similar way, a sales manager might be a total ace at "commanding the ship" – at inspiring and coaching sales reps, pointing out and getting agreement on making quotas, and keeping everyone's…
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