Account Manager Tips

10 New Capture Strategy Tips to Keep Clients & Avoid Competitive Bids

Account Manager Tips

How a capture strategy helps avoid competitive bidding Is your client due for renewal? Avoid a bidding war and follow these 10 capture strategy tips to keep your client long before they think of going to RFP. Tweet. Share. Share.

What is Key Account Management? (It’s Not What You Think)

Account Manager Tips

Definition of key account management. Tweet. Share. Share. If you're not sure what key account management is, don't worry, you're not alone. It's a difficult concept to nail down and often misunderstood. So let's answer what it is, what it isn't, and how to do it well.

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How Much Money Does a Key Account Manager Really Make?

Account Manager Tips

Share. Tweet. Share. How much money does a key account manager make? Enough for champagne and caviar? Or beer and peanuts?

9 Unexpected Reasons Why Key Account Management is Important

Account Manager Tips

Share. Tweet. Share. Why is key account management important? Some reasons are obvious, like growing client revenue and retention, but others will surprise you. Why should you care?

A Recruiter’s Guide To Hiring In 2021

With vaccination rates rising, consumers spending more money, and people returning to offices, the job market is going through a period of unprecedented adjustment. As the New York Times observed, “It’s a weird moment for the American economy.” And recruiting professionals are caught in the middle. To make the most of this disruption, you need to understand the economic drivers, develop a strong strategy for unearthing valuable talent, and use the latest tech tools to get the job done. Read this guide to get your recruiting practice ready to thrive in the new normal.

5 Quick Tips to be a Better Key Account Manager

Account Manager Tips

How to be a better key account manager Do you want some quick wins to improve your key account management performance? Here are five quick tips that won't suck up a lot of time and will really help you understand where to add value. That's what key account management is about after all. Tweet.

3 Best Sales Podcasts for Key Account Managers

Account Manager Tips

The best sales podcasts key account managers should listen to Are you a key account manager? Do you sell? Do you listen to podcasts? If you answered yes to any of these questions, then read on for my list of three of the best sales podcasts around, including one that might surprise you. Tweet.

How to Identify Key Accounts: A Quick Guide to Getting it Right

Account Manager Tips

Share. Tweet. Share. Your biggest customers are not your best customers. Often they're your worst. Low margins, customisation, and always reminding you how important they are. When they say "jump", you say "how high?" So if your biggest customers are not your best, then who are?

Why Customer Success Matters w. Ronni Gaun

Account Manager Tips

Share. Tweet. Share. Customer Success (CS) has broken free of its SaaS origins to become a human-to-human movement. Ronni Gaun, a top 100 CS strategic strategist in 2020 explains why customer success matters and why the revolution is just beginning.

Quick Tips to Showcase Your Expertise on LinkedIn

Account Manager Tips

How to prove your expertise on LinkedIn LinkedIn is the best place to reach a professional network of prospects, clients and recruiters. But first, you need to optimize your LinkedIn profile.

How to Crush Customer Retention with Capture Plans [+ Templates]

Account Manager Tips

How to create a capture plan Capture planning is an essential strategy to retain your clients. Follow this 12-step capture plan process to fight churn and avoid competitive bids. Tweet. Share. Share.

The Definitive B2B Sales Playbook: Proven Path to $ Multi-Million Revenues

Sales is at the forefront of revenue growth, and so organizations with highly streamlined sales operations consistently outperform competition. How do you create a path to success and fast-track your way to multi million dollar revenues? Read the eBook.

A Simple Sales Negotiation Tactic that Works

Account Manager Tips

A simple sales negotiation tactic. Tweet. Share. Share. As a key account manager, you not only need to keep your clients, you need to keep them profitable. To do that, you need sales negotiation skills to convince them to buy more and, when the time comes, to renew.

The Secret to Successful Sales Negotiations

Account Manager Tips

Successful Sales Negotiation Strategy. Tweet. Share. Share. As an Account Manager, there's always something to negotiate. Whether it's setting expectations or upselling a new product, a commercial discussion is inevitable.

What Are the 12 Tenets of Key Account Management & Why You Need to Know?

Account Manager Tips

Share. Tweet. Share. I'm excited to share my recent conversation with Phil Bourne with you. Phil is an account management and sales professional professional with a wealth of experience and wisdom he's distilled into The Tenets of Account Management.

The Key Account Manager’s Christmas Gift Guide

Account Manager Tips

Are you struggling for Christmas gift ideas for the key account manager in your life? Don't worry, I got you covered. If you want to show appreciation to a colleague or just treat yourself - there's something for everyone and every budget in this Christmas gift guide: key account management edition!

Help! How Do I Tell Clients About a Price Increase?

Account Manager Tips

Is there anything worse a key account manager has to do than tell clients about a price increase? You're between a rock and hard place. Your company says to get the price rise across the line while your clients refuse to accept. Now what? . Idea in brief.

It’s Time to Stop Obsessing Over Leads

If leads are no longer the main goal for your marketing and sales teams, what should you focus on instead to measure success? And how can you optimize your program to create more qualified sales opportunities, faster? Download the eBook today to find out how!

The Secrets of Successful Key Account Management Teams with Laura Cuello

Account Manager Tips

Share. Tweet. Share. Is your business and your key account management team growing fast? Do you feel like you're always playing catch-up and never have time for important projects, like developing processes that drive business growth or creating career paths for your key account managers?

7 Key Account Management Tools of the Future that are Here Now

Account Manager Tips

Are you doing key account management the hard way? Effective key account management requires you to increase profits, develop relationships, increase satisfaction, grow revenue, improve retention and reduce conflict.

How To Set Powerful Account Management Objectives with Calin Muresan

Account Manager Tips

When you’re a small business your priority is survival. But what happens when things take off? How does your account management team keep up with the challenges and opportunities presented by growth? And how do you define account management objectives that deliver results?

How to Scale Account Management for Business Growth with Calin Muresan

Account Manager Tips

Now, if there’s one thing that I know it’s when you are a small business, your priority is survival. So organizational design and formal systems, you know, well, that can wait. Which means as an account manager, you’ve got to rely on instincts (and maybe a little prayer).

Reaching Unreachable Candidates

Speaker: Patrick Dempsey and Andrew Erpelding of ZoomInfo

What is ZoomInfo for Recruiters? Find and connect with the right talent to fill roles fast with more data, basic search, advanced search, candidate and company profiles, and export results. Watch this On-Demand Webinar today to see how ZoomInfo for Recruiters can work to get your talented candidates results.

The Best 90 Day Success Plan Every New Account Manager Needs [+ Template]

Account Manager Tips

Your first 90 days in a new job as an account manager are the most challenging.and with the most at stake. Because while you're trying to figure it all out, everything you do is being viewed through a microscope.

30 Ways to Write Better Emails to Clients (So They Actually Read Them)

Account Manager Tips

How to write better business emails If your clients don't reply to your emails, you could be part of the problem. Here are 30 easy tips for writing effective emails your clients will actually read. Tweet. Share. Share.

30 Ways to Write Better Emails to Clients (So They Actually Read Them)

Account Manager Tips

How to write better business emails If your clients don't reply to your emails, you could be part of the problem. Here are 30 easy tips for writing effective emails your clients will actually read. Tweet. Share. Share.

Consulting Services: Putting the Client First in Sales and Delivery [Podcast]

Sandler Training

Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about Consulting Services: Putting the client first in sales and delivery. Listen Time: 40 Minutes. Professional Development

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Going to Market Smarter in the New Economy

In 2021, as companies continue to move more functions online, employees will take a more virtual -- and flexible -- mindset and lifestyle in parallel to the digitization of businesses. To succeed, you must change the way you conceive and build new products as a digital business. Download the report today to discover more!

Turning lemons into lemonade: Five ways to reset on customer management fundamentals in a post-pandemic world

Strategic Account Management Association

By Dave Duke, Co-Founder and CCO, MetaCX, and Joel Schaafsma, Research General Manager, SAMA. Turning lemons into lemonade. It is one of the most optimistic cliches known to man – and with good reason.

SUSTAINABLE SAM: ARE YOU READY FOR THE NEW REALITY?

Strategic Account Management Association

By Edmund Bradford, Managing Director, Market2Win Ltd. We have passed the tipping point of interest in sustainability. Sustainability and other good behavior metrics now need to be reported, meaning your strategic accounts will no longer be satisfied with bland statements of intent from your company.

The Future of SAM – Revisited

Strategic Account Management Association

This blog post is based on a keynote presentation from the 2021 SAMA Annual Conference. The session was moderated by Jim Ford, Chief Commercial Officer, Solecta and SAMA Chairman of the Board. Panelists’ remarks have been paraphrased for this blog post. . The future is now.

Strategic account managers (and their bosses) deserve better decision-making tools

Strategic Account Management Association

By William Trail, Co-Founder, Opportunity State. If you have experienced the pain, humiliation and fear of having to tell your manager that you are not going to hit your “blood number,” your commit for the quarter, then I have news for you: It’s not your fault.

The Forrester Wave™: B2B Marketing Data Providers, Q2 2021

In our 24-criterion evaluation of B2B marketing data providers, we identified the 11 most significant vendors — Data Axle, Dun & Bradstreet, Enlyft, Global Database, InsideView, Leadspace, Oracle, SMARTe, Spiceworks Ziff Davis, TechTarget, and ZoomInfo Technologies — and researched, analyzed, and scored them. This report shows how each provider measures up and helps B2B marketing professionals select the right one for their needs.

Ten insights on the future of SAM

Strategic Account Management Association

By Nicolas Zimmerman, Editor-in-chief, SAMA. Whether you’re struggling to survive the pandemic or thriving and experiencing unprecedented growth, one thing is clear: We are experiencing radical shifts in how we conduct business with our most strategic customers.

How Aramex’s Young SAM Program Provides Strategic Value and Impact

Strategic Account Management Association

By Shahaboddin Wahdatehagh, Sr. 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.

Want to Accelerate Your SAM Journey? Create a Center of Excellence

Strategic Account Management Association

By Dominique Côté, Founder & CEO, Cosawi & Principal, The Summit Group. Disruption Leads to Innovation. Disruption, although most times unwelcome, gives way to innovation. This last year has certainly proven this saying. Could the mother of creativity and innovation, in fact, be disruption?

The Challenge of Selling Expertise (Not Product)

Strategic Account Management Association

An interview with Michael Thomas by Harvey Dunham, Managing Director of Business Development at SAMA. Michael Thomas is the founder of Magnetic Services. He also spent years as a managing consultant for Microsoft’s global consulting organization.

4 AI Hacks to Make Sales Teams More Efficient

Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data. Read on to learn the four AI hacks sales teams need to improve their performance. Download the eBook today!

How Royal Became a Trusted Advisor and Streamlined Solutions Saving $300,000 Per Patient

Strategic Account Management Association

By Roshni Patel, Customer Success Manager, Royal Ambulance. Royal Ambulance is a California-based transportation company committed to connecting patients and providers in the healthcare continuum through transportation, technology and seamless experiences.

Lessons from a Winning Global Account Management (GAM) Program

Strategic Account Management Association

By Danielle Matteson, Vice President, Strategic Accounts Program, AVI-SPL. AVI-SPL is a digital enablement solutions provider that serves 86 percent of the Fortune 100.

Character Matters: Learn How to Become a Better SAM

Strategic Account Management Association

By Rowena Abrahams, Contributing Editor, SAMA. Who you are matters as much as what you do.”.

Servitization 101 – How servitization can strengthen your relationship with your key accounts

Strategic Account Management Association

By Neil Tumber , Relationship Manager , Advanced Services Grou. Just like data, automation, Industry 4.0 and the Internet of Things (IoT) , servitization has become something of a buzzword – and for good reason.

How to Overcome the Pain Points of Your CRM

CRM software is a powerful tool when used correctly, yet another obstacle to a sales team’s efficiency when it’s not. Leveraging research and commentary from industry analysts, this eBook explores how your sales team can get back valuable time by overcoming some pain points with your CRM, such as low adoption rates, integrations, and data quality.