Account Management Skills
MAY 20, 2024
But while some agencies have been upskilling their account managers in better client service, others have been teaching theirs to sell. Why account managers struggle to sell In 2019 Gartner conducted a study among clients and account managers to understand why the latter were ineffective in growing existing client business.
Account Manager Tips
MARCH 23, 2021
Key account management is the secret to grow revenue and customer retention. Importance of key account management Existing business is cheaper and more profitable than new business. Account growth, renewals and advocacy are difficult for indirect suppliers because procurement focus on spend management. Pass it on.
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The Center for Sales Strategy
DECEMBER 12, 2018
A great place to start is cleaning up your account list. Follow these ten steps to get your sales organization’s account list cleaned up and ready to go for a successful 2019! A new year is around the corner, and it is time to perform some routine maintenance.
The Center for Sales Strategy
DECEMBER 27, 2018
Exceeding revenue goals is linked to developing new customers as well as increasing revenue from existing clients, we today we are bringing you a recap of the most popular posts we've published in 2018 on key accounts and account list management.
The Center for Sales Strategy
FEBRUARY 11, 2019
That’s the bad news… here’s the good new s ; it is not too late to make some changes to accelerate revenue and improve sales performance. Here’s a list of five things to get 2019 back on track and heat up sales revenue! January is history, and some sellers are already singing the blues because their year is off to a cold start.
Sales Management Matters
JULY 15, 2019
In part four of OpenSymmetry’s seven-part blog series on effective sales compensation plan design, we’ll discuss the power of an optimized payout curve and how to establish one. Incentive compensation payout curves are a challenging component of sales bonus plans. You really want to incentivize account growth.
Account Management Skills
AUGUST 24, 2021
A reminder also that my next Account Accelerator programme starts on 23rd of September. This is a transformational programme for agency account managers and account directors to take your agency from unpredictable project revenue to more predictable account growth. It’s really fun. Alex 28:15.
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