Red Star Kim

FEBRUARY 8, 2024

In the highly regarded business strategy book “Playing to Win: How Strategy Really Works” (by former leaders of Procter & Gamble Lafley and Roger) the strategy cascade process is broken down into five key questions. Similarly, a Key Account Management (KAM) or Account Based Marketing (ABM) approach may help.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Mike Kunkle

FEBRUARY 5, 2023

Sellers sometimes work with professional procurement leaders and company executives who work together frequently and have processes and policies to guide their purchase pursuits. If you doubt this, check out the book, The JOLT Effect: How High Performers Overcome Customer Indecision by Dixon and McKenna, and the detailed research behind it.)

B2B 198

B2B Sales Decision-making Negotiation 198

Brooks Group

SEPTEMBER 8, 2022

I want to talk about some specifics around that, and I want to reference some ideas that Russ Sharer and Michelle Richardson pointed out in Chapter Six of their book, Agile and Resilient: Sales Leadership for the New Normal. It’s incumbent on the buyer to understand what’s important to procurement.

Procurement 52

Procurement Decision-making Sales Sales Training 52

Account Management Skills

JULY 17, 2023

Roy Murphy from Synthetic is going to provide an update on the current AI landscape, how brands & agencies are using AI, ethical considerations and challenges and we’ll be sharing some specific use cases for account managers. And he would buy me a graphic design book every birthday. I did not think about account management.

Account Management 52

Account Management Meetings Management Digitalization 52

Account Management Skills

JANUARY 11, 2022

and so much more… At the end of the podcast, Chris makes a special offer to send three copies of his book to 3 people selected randomly who sign up for his monthly bulletin. He’s also the author of the brilliant book, ‘Why do smart people make such stupid mistakes?’ So Chris, welcome. Chris 01:06. Jenny 08:34.

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 52

Account Management Skills

OCTOBER 4, 2021

He’s the author of the must read book for anyone in agency account management, ‘The Art of Client Service’ In this chat, we talked about: why there are fewer account managers doing more with much less experience. and why often the work of great account management isn’t recognised.

Advertising 52

Advertising Account Management Management Emotional Intelligence 52

Farland Group

SEPTEMBER 28, 2022

Bev has over 30 years of experience working in B2B marketing, both on the client side as well as consulting and training, and is best known for her work in account-based marketing (ABM). In sales, we’ve seen account management—putting senior people on your top customers. Below is a slightly abridged transcript of the podcast.

Co-Creation 52

Co-Creation Marketing Management Suppliers 52

Account Management Skills

NOVEMBER 2, 2021

This episode is for you if you want to use LinkedIn in more effectively to grow your business, or to help your account management career. By the end of nine weeks working with me, you’ll have a repeatable, client centric approach to increasing revenue from your existing accounts. I want to trust them with my address book.

Account Management 72

Account Management Decision-making Meetings Management 72

PandaDoc

MAY 24, 2023

Before we zero in on the important qualities of a sales enablement manager, we need to wrap our heads around the very definition of this role. We all seem to know what sales managers, account managers, and business development managers do — but who in the world is a sales enablement manager?

Management 52

Management Sales Software Software 52

Account Management Skills

FEBRUARY 6, 2023

If you have an account manager in your team, or perhaps you are an account manager and you’re looking to upskill, my next agency Account Accelerator (TM) training programme starts on March 28th 2023. You can read more here. Better to make use of them than to try and escape from them, I say.

Acquisition 52

Acquisition Finance e-Learning Advertising 52

SalesGlobe

JULY 13, 2022

We’ve written a few books, we publish lots of content. Say it’s an account manager or an account executive, and they’re in both companies. So an account manager may not be an account manager. So I’ve had these accounts for a long time. Mark Donnolo. Mark Donnolo.

Acquisition 52

Acquisition Sales Account Management Financial Services 52

Deep Insight

NOVEMBER 29, 2021

Some lawyers will focus on using ever-more complex technological tools to advise clients on meeting their own increasingly di?cult, In his book The Loyalty Effect , Reichheld stated that clients should be valued according to the estimated net present value (NPV) of the future revenues to be earned from them.

Client Relationships 52

Client Relationships Leadership Decision-making Procurement 52

SBI

NOVEMBER 7, 2019

Even add a "schedule a meeting" button. Revegy, a leading provider of strategic account management technology, is proud to announce the addition of David Keil to its Board of Directors. Sales organizations will have to be sure their people, processes, and technology are all working together to meet their sales goals.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20