Upland

MARCH 29, 2023

Relationship management in sales is all about delivering value and understanding the people and problems at play within accounts – both from prospective and current customers – in order to help solve their greatest challenges. To achieve this, sellers need to ask and answer several questions.

CRM 195

CRM Management Stakeholders Decision-making 195

The Center for Sales Strategy

SEPTEMBER 6, 2022

Would you manage your people differently if you had your next Sales Superstar sitting on the bench, ready to jump in? What if you had a Talent Bank full of these talented people?

Banking 114

Banking Meetings Management Sales 114

Upland

JULY 12, 2023

It moved us from talking about qualification to talking about account planning more broadly. Rigorous qualification is a foundational pillar of account planning because it’s the only way to focus your attention on building real, mutually beneficial relationships. It moved us in the right direction,” says Sarah.

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

The Center for Sales Strategy

JULY 13, 2022

Holding people accountable is tough. You have to be tough and sometimes even be a jerk, right?

Sales 129

Sales 129

Upland

APRIL 5, 2023

The same holds true in other areas of business, like in marketing, where buyers prefer to read helpful, informative content, not obvious sales advertising. Relationship selling takes old B2B sales motions and turns them on their head. And this is what sellers should be looking for, as well.

B2B 195

B2B Advertising Decision-making Stakeholders 195

Account Manager Tips

DECEMBER 28, 2021

Inherit Another Account Manager's Mess? 12 Ways to Clean it Up Now There’s nothing worse than inheriting a mess left behind by another key account manager. But as the new key account manager, you're left to figure out where things went wrong, how to fix them and restore the client's trust. Don't take things at face value.

Key Account Management 182

Key Account Management Account Management Decision-making Client Relationships 182

Account Manager Tips

NOVEMBER 25, 2022

Strategic account planning process 1. Create your strategic account plan Categories Objectives Initiatives 4. Review and revise your account plan Strategic account plan Excel template Strategic account planning resources. So here's my easy (in fact insanely easy) effective and quick strategic account plan.

Account Planning 246

Account Planning Key Account Management Account Management Brainstorming 246

Mike Kunkle

NOVEMBER 21, 2023

The Current State Situation Historically, due to being in a mature vertical where you have serviced many customers for many years, with upgrades, maintenance, services, and expansions, you have focused on territory management and account management and experienced reasonable growth in your industry.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Mike Kunkle

MAY 30, 2023

As part of that analysis, you should also create a Buyer Landscape Map (aka Relationship Map) to assess the people/politics side of the equation. We’d just need to be willing to take a firmer stand on implementation and inspection, and truly hold people accountable for doing this, and learning to do it well.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Red Star Kim

SEPTEMBER 29, 2023

The Managing Partners’ Forum (mpfglobal.com) holds quarterly meetings of its Advisory Board where senior leaders discuss issues pertinent to the professional services sector. ONS statistics indicate that it accounts for 11% of economic output. ONS data is based on outputs.

Meetings 130

Meetings Government Management Finance 130

Hubspot Sales

FEBRUARY 25, 2024

Let’s dissect the viral founder video that kicked off their entire account. The owners having been recently married kicks that support to a higher level in the emotional response part of the brain (limbic system) Then they bring people behind the scenes and show how the candy is made, introducing an interesting element — the freeze dryer.

Small Business 72

Small Business Sales 72

Hubspot Sales

MAY 7, 2024

Because of this understanding, you hire people with the specific competencies you lack. I know, because I’m one of those people.” He reminds us that while working on your own business and exploring new ideas can be exciting, the lack of structure and accountability for first-time entrepreneurs can be emotionally taxing.

Interpersonal Skills 87

Interpersonal Skills Decision-making eCommerce Prioritization 87

Account Manager Tips

OCTOBER 28, 2022

Every month I share a selection of popular titles to help with your professional development as a key account manager. Think you can type up a few emails while on a business call, or hold a conversation with your child while texting your spouse? Conversation is at the heart of key account management. Listen to this article.

B2B 130

B2B Key Account Management Account Management Leadership 130

Hubspot Sales

MAY 13, 2022

But in the last few years, more and more people are turning to contactless payments. Mobile Wallet - Hold your smartphone up to the card reader. An app like Google Pay, Apple Pay, or Samsung Pay connects to your credit card account. Why do people use contactless pay? In fact, it’s been possible since the year 1995.

Banking 93

Banking Small Business Communication Sales 93

Brooks Group

APRIL 14, 2022

People paid attention in training because there were fewer things competing for their time. People are social creatures. Not only do we need connection with other people, but we crave it. That holds true for seeing colleagues as well. Live, in-person training also engages more of the senses—which helps hold attention.

Sales Training 83

Sales Training Meetings Management Sales 83

PartnerTap

FEBRUARY 12, 2024

Plus, there are more people involved in every decision these days. Partner teams hold the keys to sales success The good news is companies already have most of what they need in place to build a high-performing co-sell motion and transform their sales process to support both modern B2B buyers and your sales reps. Salespeople co-sell.

Sales 52

Sales Decision-making B2B Suppliers 52

Whetstone

MARCH 14, 2024

In the dynamic realm of high-end selling and strategic account management, the role of coaching often takes a back seat. Front-line managers are crucial to the success of change efforts because they hold the key to behaviour change in the sales team. There’s an adage that people don’t leave companies, they leave managers.

Management 52

Management Account Management Meetings Sales 52

Hubspot Sales

DECEMBER 21, 2021

While it feels like some people were naturally born to lead, you can learn, develop, and strengthen leadership skills with practice. They share them unabashedly and will do whatever it takes to hold true to them. They are eternal optimists who are excited by the future and what it holds. They set their people up for success.

Leadership 128

Leadership Innovation Communication Organization 128

Account Manager Tips

NOVEMBER 24, 2022

Every month I share a selection of popular titles to help with your professional development as a key account manager. A much-needed "people skills" primer and master class in all facets of workplace communication Do you know how to ask for help at work without sounding dumb? Key account managers rely on influence to get things done.

B2B 130

B2B Key Account Management Account Management Decision-making 130

Brooks Group

MARCH 28, 2024

A C-level decision maker is an executive who holds a senior leadership position, typically with a title starting with the letter “C” such as chief executive officer (CEO), chief operating officer (COO), or chief financial officer (CFO). You can’t expand the account. Are they getting in front of the right people?

Decision-making 73

Decision-making Logistics Supply Chain Suppliers 73

LinkedFusion

JULY 28, 2023

Take a Break from Your LinkedIn Account Temporarily Without Losing Your Data. If you want to disappear from LinkedIn without losing your account with just a few clicks, then dive in to know how you can do that with the hibernate feature on LinkedIn In. Hibernating your account has obvious advantages.

Publishing 52

Publishing Account Management Media Management 52

AchieveIt

JULY 10, 2023

But we see many organizations make a critical error in their strategic planning process: They don’t build both accountability and visibility into their planning and execution. Then it’s essentially forgotten because no one is accountable for its actual execution. They lack visibility. Unfortunately, few organizations follow this model.

Decision-making 52

Decision-making Stakeholders Leadership Organization 52

Red Star Kim

MARCH 4, 2024

Many people have suffered at the hands of a line manager who wants to know in detail what is happening and to control everything. Supervision is where they believe their people need a lot of guidance. Often this style is used where their people are new to the role or relatively junior. It can be frustrating and disempowering.

Management 147

Management Communication Leadership Digitalization 147

Account Manager Tips

JANUARY 22, 2022

Why Don't Clients Make Decisions (and How to Help Them Commit) As a key account manager, your goal is to keep your clients happy and satisfied with your solutions. You do all the right things but they're still holding back. People problems. B2B decisions are made by committees of people with different opinions.

Decision-making 130

Decision-making Key Account Management Account Management B2B 130

CMOE

JUNE 1, 2021

Practice self-accountability. As you are accountable for actions, milestones, and results, your team will be more likely to follow suit. When you have an accountability failure, promptly own up to it and resolve any issues it created. It will also help you be accountable to the values to which you ascribe to.

Leadership 97

Leadership Communication Negotiation Organization 97

Sales Gravy

DECEMBER 29, 2020

On this episode of the Sales Gravy Podcast Jeb Blount (People Follow You) and Kristie Jones discuss the trials and tribulations of building and sustaining a sales accountability culture. You'll learn that without accountability your sales team will generate inconsistent results and devolve into the wild, wild west.

Leadership 84

Leadership Sales Sales Leadership Negotiation 84

Red Star Kim

SEPTEMBER 5, 2023

There’s guidance on how to test people so that new knowledge is embedded and old habits broken. people skills are worth £88 billion to UK industry alone). People need time to pay attention to what’s going on inside their heads (reflection) as well as outside. Encourage people to create mind-maps rather than take notes.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Hubspot Sales

NOVEMBER 8, 2023

Understand each sales rep's motivation, build a culture of feedback, and keep them accountable for their success. Your process for diagnosing issues and coaching your people. None of these are the right way to think about managing people. As a manager you'll be successful if you can get your people into this mindset.

Sales Management 100

Sales Management Management Energy and Utilities Emotional Intelligence 100

Farland Group

APRIL 19, 2024

Account leaders who are fostering strong relationships at the C-suite can help open doors in recruiting from existing and new organizations. Sustaining membership takes time and ongoing attention. Make recruiting a team effort. The strongest Board membership is the result of team efforts.

Client Relationships 40

Client Relationships Communication Organization 40

OnStrategyHQ

MAY 16, 2021

Remember that successful execution of your plan relies on appointing a strategy director, training your team to use OnStrategy (or any other planning tool), effectively driving accountability, and gaining organizational commitment to the process. Hold your staff responsible for the achievement of assigned goals. Phase Duration.

Management 93

Management Decision-making Meetings Facilitation 93

Zendesk

JULY 21, 2021

Jordan Cocklin, sales director at Virtual Hold Technology Solutions , suggests finding a good “cadence of touches.” Drew Hagman, an account executive at Convex , noted that even text messaging can be a good way to keep deals moving forward. Matt Peoples, CX and technology consultant at Virtual Hold Technology Solutions.

Sales 98

Sales Decision-making Communication B2C 98

Account Manager Tips

JUNE 29, 2021

Develop the right relationships with the right people. Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop. Be transparent and accountable for purchasing decisions. WARWICK Build relationships with people that you might not deal with on a day to day basis.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Mike Kunkle

JUNE 12, 2022

In 2020, I applauded them for trying hard not to send people out into the record masses of the unemployed. People should always come first, but for this post, from your company’s perspective, let’s start with the business stuff. There is no better way to determine role fit and get the right people on the right seats on the bus.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Brooks Group

MARCH 21, 2023

View this week's video Success Begins With Emotional Maturity Winners in any venture are willing to be held accountable for their own actions and results. Emotional maturity and accountability are essential for success in any career, especially in sales. Here are just a few: Delivery people and systems. Poor quality.

Emotional Intelligence 93

Emotional Intelligence Sales Sales Training Organization 93

DemandFarm

APRIL 8, 2024

Account Based Selling (ABS) burst into the spotlight in the mid 2010s and has been steadily gaining traction as the go-to approach among B2B sales organizations. Who wouldn’t want to unlock the full potential of their key accounts? The best account managers , however, have a secret sauce that differentiates them from the others.

Key Account Management 52

Key Account Management Account Management Stakeholders Meetings 52

Account Manager Tips

OCTOBER 6, 2022

I have an archive folder for everything I want to keep and a Hold folder for quick reference or where I'm waiting for action from someone else. If it's urgent, people can call me or instant message me. Assume that people will chase you for anything older. I've seen people with thousands of emails in their inbox.

e-Learning 130

e-Learning Organization Account Management Management 130

ProlifIQ

APRIL 21, 2023

Account Planning Growth Strategy For businesses looking to grow their revenue and achieve their goals, an effective account growth strategy is essential. This strategy involves developing a comprehensive plan to manage and grow the customer accounts that are critical to the business’s success.

Account Growth 52

Account Growth Account Planning Key Account Management Account Management 52