Revegy

JANUARY 5, 2021

SiriusDecisions defines account-based models , or account management, as representations of a strategic approach that align resources against a set of defined accounts and goals in a way that is relevant and valuable to those accounts and to sales/partners. Key Account Selection. Global Account Management.

Account Management 105

Account Management Global Accounts Management Account Planning 105

Sales Outcomes

APRIL 3, 2023

Now, and forever it will be just Sales. To optimize the balance between virtual and physical in-person selling, an organization should consider losing the inside sales terminology in favor of the term “Sales.” Rethink Sales Enablement Sales organization structures often align with customer segments.

Virtual Selling 52

Virtual Selling Logistics Global Accounts Sales 52

KAM With Passion

MARCH 28, 2022

This post kicks-off a new section of the KAM With Passion blog dedicated to Complex Sales. The series of posts on Complex Sales is about the bottom of the pyramid. How complex is a complex sale situation? In the world of B2B sales, the term of complex sales is a well-accepted term but what does it mean exactly?

Procurement 130

Procurement Stakeholders CRM Government 130

Revenue Storm

FEBRUARY 15, 2022

For 20 years, I had a monthly sales quota. Even when I was leading a $400 million global accounts organization. Each and every month, I learned there are some critical actions every sales leader should be taking as we head towards the end of the first quarter. Average Sales Cycle: 6 months. Start with the numbers.

Value Proposition 78

Value Proposition Sales Global Accounts Account Management 78

Strategic Account Management Association

AUGUST 6, 2021

Director Global Account Management, Aramex. Aramex is a leading global provider of comprehensive logistics and transportation solutions, headquartered in Dubai and listed on the Dubai Financial Market. Finally, we initiated the introduction of a state-of-the-art, globally integrated CRM. By Shahaboddin Wahdatehagh, Sr.

Supply Chain 520

Supply Chain Logistics Co-Creation e-Learning 520

Arpedio

APRIL 29, 2024

Session #1: Managing the SAM Program Hype Cycle In the second session led by Hajo Rapp, SVP Strategic Account Management and Sales Excellence, TÜV SÜD, attendees explored the SAM Program through various perspectives, gaining insights into its journey from innovation triggers to enlightenment phases.

Key Account Management 52

Key Account Management Account Management Ecosystem Leadership Global Accounts 52

KAM With Passion

MARCH 17, 2022

Once this organisation will have progressed enough on complex sales and on basic account management, it be in a much stronger position to enhance and expand its KAM intiative. Complex Sales. Account Management & Delivery. Account Management & Delivery. Key Account Management.

Key Account Management 130

Key Account Management Account Management Co-Creation Global Accounts 130

Revegy

JANUARY 5, 2021

SiriusDecisions defines account-based models , or account management, as representations of a strategic approach that align resources against a set of defined accounts and goals in a way that is relevant and valuable to those accounts and to sales/partners. Key Account Selection. Global Account Management.

Account Management 52

Account Management Global Accounts Management Account Planning 52

Upland

JUNE 15, 2023

You know that you need to find the best account planning software for your team. Ultimately, the best account planning software will fit directly in with your team and work where they work, helping them to get their best work done easily. Improving their forecast accuracy by building a consistent and repeatable sales process.

Account Planning 195

Account Planning Software Software Organization 195

Strategic Account Management Association

JULY 13, 2021

Understanding strategic account management is essential for the members of a COE who need to appreciate that it is a business model, not a sales model, and requires change management. About Dominique: Dominique Côté, founder of Cosawi , brings 30 years of experience leading global commercial teams.

Account Management 591

Account Management Innovation Co-Creation Organization 591

Revenue Storm

JANUARY 19, 2021

Now is the time to implement a science-based approach to planning and achieving your organization’s 2021 sales plan. Has the number of new prospects coming into the top of the sales funnel changed? Has the type of prospect changed such that it will impact the size of the first sale? Has the sales cycle elongated or shortened?

Account Management 78

Account Management Decision-making Sales Global Accounts 78

Account Manager Tips

NOVEMBER 29, 2022

Some of your career options for key account managers: Strategic Account Manager. Look after bigger, more complex, more prestigious accounts. Global account manager. Manage accounts in multiple regions, where decision making and policies are centrally decided. Manager/Director. Customer Success.

Key Account Management 130

Key Account Management Account Management Management Procurement 130

Miller Heiman Group

AUGUST 7, 2019

He focuses on sales processes (training and methodology) and enablement to support training and effectiveness, along with learning and development. Keys to Becoming a Great Sales Manager. Conroy ends the episode with advice for sales professionals experiencing a stalled deal. 11:52] Overcoming challenges of global accounts. [14:45]

Global Accounts 55

Global Accounts Sales Sales Management Communication 55

SBI Growth

FEBRUARY 2, 2013

I hear this lament often from Sales Ops leaders. The highest priorities on your plate are often about reacting to the sales team. Deploy or Expand Inside Sales. Deliver a silver bullet that will lower cost of sales. You’ll also give your field sales organization the time to acquire more new accounts.

Global Accounts 121

Global Accounts Logistics Sales Decision-making 121

Sales Outcomes

MARCH 15, 2021

Rethink Sales Enablement. Rethink Sales Competencies. Clarify the Lead Generation Sales Role. Sales Leaders Need Enablement Help. Now, and forever it will be just Sales. The global pandemic was the lever to accelerate fundamental changes in B2B selling that began years ago. Rethink Sales Enablement.

B2B 40

B2B Logistics Sales Global Accounts 40

SBI Growth

JUNE 22, 2013

This is a high level article for the top sales leader in the company. Your title may be CSO, CRO, SVP of Sales, or Sales VP. Lately it seems like there’s been a rash of top sales leader terminations. It’s called Promoted to VP of Sales: The Year One Toolkit. This e-book was originally written for new Sales VPs.

e-Learning 124

e-Learning Sales Global Accounts CRM 124

The Chapman Group

DECEMBER 8, 2020

Greater clarity on title and role within the formalized program often benefit all account managers; including the top achievers. Some organizations have also chosen the terms GAM (Global Account Manager), and CAM (Corporate Account Manager). External business reviews with top level executives of our accounts.

Account Management 133

Account Management Management Value Proposition Account Planning 133

Miller Heiman Group

FEBRUARY 21, 2019

Sales leaders do not want to make mistakes when hiring new members of their sales team. In 2018, just 54 percent of all sellers met their sales quotas, according to CSO Insight’s 2018-2019 Sales Performance Study. Sales leaders know what attributes they need in each member of their sales team.

Sales 62

Sales Global Accounts Finance Performance Review 62

DemandFarm

APRIL 13, 2023

KAM Glossary (with 65 Definitions) To help strategic account managers / key account managers /sales professionals enhance their understanding of Key Account Management (KAM) , this glossary provides clear and concise definitions and explanations of essential terms, definitions, and concepts related to key account management.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

KAM With Passion

JUNE 20, 2021

It provides you with a precise description of the skills and competencies required from a true Key Account Manager (not a plain entreprise customers sales rep). A well designed competencies reference framework allows to assess the competencies of each Key Account Manager, whatever their degree of experience.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Cosawi

JANUARY 31, 2020

Customer buying journey: The Marketing and Sales roles in this tight collaboration. In both Sales and Marketing, we work so hard on customer centricity, customer focus and customer knowledge. At a point of sale, you are engaging with customers at the big-box sports store, sharing the shelf with 30 other soccer balls.

Co-Creation 52

Co-Creation Marketing Sales Innovation 52

SBI Growth

JANUARY 10, 2020

Digital best-practices for sales leaders. Achieving interlock between sales, marketing, and product on a digital strategy. Modernize the sales force to adopt to change. The sales group, sales operations has their own view of data management and so does marketing. Segment 1: Understanding Digital Strategy.

Digital Transformation 96

Digital Transformation Digitalization Sales B2B 96

Revegy

NOVEMBER 8, 2018

Your strategic account planning process is integral to optimizing revenue in your largest accounts. What is Strategic Account Planning? A success plan for the sales rep that aligns their assigned account(s), their quota and their commission plan. The Key Issues with Strategic Account Planning.

Account Planning 56

Account Planning Global Accounts Acquisition Account Development 56

Mercuri International

MAY 23, 2023

In the world of sales, AI offers huge potential — and it could be what strategic account managers have been waiting for…if used correctly. AI tools to augment the SAM might include: Integration of AI in the sales process to streamline and optimize. Chatbot coaches to help in the sales process. AI-driven lead scoring.

Artificial Intelligence 52

Artificial Intelligence Value Proposition Account Management Co-Creation 52

Red Star Kim

JUNE 1, 2023

Value propositions Knowing how you will differentiate from competitors will be the foundation on which you base your value proposition and a key part of your pitch sales strategy. It also sees the “salesperson” (our fee-earners) and an insightful sales process as part of the value proposition.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

KAM With Passion

NOVEMBER 11, 2020

As a company, business unit or sales leaders, here are a few facts to keep in mind: First, In B2B, on average, 70% of revenue comes from existing customers. Business Reviews in an Account Management context. A good Key Account Plan is very specific on which relationships need to be created, developed and nurtured and why.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Cosawi

JULY 14, 2021

We talk to Dominque Côté about the central role of marketing in Key Account Management (KAM). One of her focus areas is maximizing Account-Based Marketing (ABM) capabilities to enable KAM and make patient-centricity a reality. Dominique is a panelist and keynote speaker in Europe and the U.S.

Co-Creation 52

Co-Creation Marketing Value Proposition Key Account Management 52

5600 Blue

NOVEMBER 29, 2017

We recently conducted negotiation coaching for over $1b in revenue on over 100 renewal opportunities for a global client of ours. We weren’t training their new reps, but working with some of their most seasoned global account managers to help them be more strategic and successful.

Negotiation 52

Negotiation Value Proposition Global Accounts Procurement 52

The Chapman Group

AUGUST 23, 2020

Greater clarity on title and role within the formalized program often benefit all account managers; including the top achievers. Some organizations have also chosen the terms GAM (Global Account Manager), and CAM (Corporate Account Manager). External business reviews with top level executives of our accounts.

Account Management 78

Account Management Management Value Proposition Account Planning 78

Cosawi

AUGUST 4, 2021

She is an accomplished international business leader, recognized as a chief architect of global account program journeys, leading corporate changes and cultural shifts for customer-centric innovation and patient value. She writes and is published in journals like Journal of Sales Transformation, Velocity, and others on these topics.

Innovation 52

Innovation Account Management Global Accounts Publishing 52

SalesGlobe

FEBRUARY 9, 2022

Your Revenue Roadmap: Driving Your Sales Strategy with Compensation. My tour guide, Cliff, was a driver sales rep for a major brewing company. In addition to being a driver sales rep, Cliff had become a bit of a marketer, too, since the company had changed his objectives a short time ago.

Value Proposition 52

Value Proposition Advertising Sales Profitability 52

Cosawi

FEBRUARY 29, 2020

She is an accomplished international business leader, recognized as a chief architect of global account program journeys, leading corporate changes and cultural shifts for customer-centric innovation and patient value. She writes and is published in journals like Journal of Sales Transformation, Velocity, and others on these topics.

Marketing 52

Marketing B2C Global Accounts Innovation 52

DemandFarm

APRIL 26, 2023

They must also collaborate with marketing, sales, and product development teams to ensure that their clients receive the best possible service and support. While the key account management practice is demanding, it also offers many benefits. Key account management provides exposure to different departments within the company.

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52

Cosawi

DECEMBER 31, 2019

She is an accomplished international business leader, recognized as a chief architect of global account program journeys, leading corporate changes and cultural shifts for customer-centric innovation and patient value. She writes and is published in journals like Journal of Sales Transformation, Velocity, and others on these topics.

Marketing 52

Marketing Suppliers Account Management Global Accounts 52

5600 Blue

AUGUST 28, 2018

So why do we allow this to happen with our sales reps? At the end of the process we documented one key issue almost all these very seasoned global account managers had; they were discussing commercial terms separate of value. The problem is however that the role of a sales rep is different from that of a customer service rep.

Negotiation 52

Negotiation Construction Global Accounts Account Management 52

Cosawi

SEPTEMBER 30, 2020

She is an accomplished international business leader, recognized as a chief architect of global account program journeys, leading corporate changes and cultural shifts for customer-centric innovation and patient value. She writes and is published in journals like Journal of Sales Transformation, Velocity, and others on these topics.

Leadership 52

Leadership Innovation Global Accounts Publishing 52

MTD Sales Training

AUGUST 29, 2013

But our studies have shown that there is one main component in a supplier/client relationship that can go a long way in developing future sales and encouraging that close relationship that can make or break the contact. Reducing the risk of loss of account synergy if one of the contacts moves on or leaves. Happy Selling! Sean McPheat.

Suppliers 48

Suppliers Key Account Management Account Management Global Accounts 48