Jermaine Edwards

Stakeholder Mastery 3.0 – The Six Steps You Must Take

Jermaine Edwards

In 2016 I wrote a post on the five foundation steps for stakeholder management success in key account management, that was well received and guided lots of leaders.

Becoming the expert for your customer

Jermaine Edwards

Are you really THE expert? Research. Research. Research. We know we’re supposed to do it. The good ones do, the bad ones do very little, and then the great ones simply know its importance as they do it weekly, not just before a call. When I started out in sales I was told to do customer research.

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How to get better and greater results for you and your customers in two steps

Jermaine Edwards

The hard reality. Everyone works hard with and for their customers but not everyone gets a reward. Throughout most of my early career in sales, I struggled. In fact, the first real sales job I had I sold Garden furniture door to door in South Carolina.

Five Critical Customer Conversations

Jermaine Edwards

Every conversation matters. There are very few areas in your life where you can avoid speaking to others whether over the phone, face-to-face and now digitally. We all need to communicate with others.

100 Pipeline Plays: The Modern Sales Playbook

For the first time, we’re sharing the winning plays that took us from scrappy startup to a publicly traded company. Use our proven data-driven plays to grow your pipeline and crush your revenue targets.

The 10 Immutable Laws Every Business Needs to Follow

Jermaine Edwards

Do you really want to be in the same place with your customers six months from now? No one does! Yet thousands of professionals feel that frustration or deep knowing that they should be getting more from their relationships, not just for themselves but for their business and their customers.

The 10 immutable laws every business needs to follow

Jermaine Edwards

Do you really want to be in the same place with your customers six months from now? No one does! Yet thousands of professionals feel that frustration or deep knowing that they should be getting more from their relationships, not just for themselves but for their business and their customers.

The single most important skill in key account management

Jermaine Edwards

What if leadership was what we really needed in key account management today?

Are You Ready To Take Advantage Of Hyper Adaptation?

Jermaine Edwards

The New Normal. On March 1st, 2020 the world was hit with a global pandemic that literally transformed the way every business viewed themselves, their markets and their own position within them almost overnight. Every business was immediately forced to adapt.

Why Your Organisation Needs A Customer Crisis Plan

Jermaine Edwards

Defining Crisis. When we think about crisis we can often immediately cast our minds to natural disasters, global emergencies and PR scandals. In reality, crises can take many forms and most are hidden from public view but they will have wide-ranging consequences.

How To Solve Problems You Didn’t See Coming

Jermaine Edwards

It’s a VUCA World. Have you ever been really vulnerable? In a place that you’ve never been before? Answers seem distant and hard to reach. Those around you are silent, or at best have ideas, but nothing is really sticking. That was what I experienced at the beginning of March 2020.

This Coming Holiday Season is Shaping Up to Have the Most Spending in History

As for what shoppers want to buy most, you'll have to read the “2021 Holidays Unwrapped” report by Klarna to find out. Download it here!

KAM Customer Life Cycle

Jermaine Edwards

How do you know what to do at the different stages in your customer relationships? This is such an important question yet most organisations have not established a clear distinctive path, identifiers and actions for effectively managing the full customer relationship journey.

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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Defeating the "No-Decision" Trap: The Power of Divergent Thinking

Holden Advisors

Imagine if you could banish “no-decision” from your sales funnel. More deals that travel all the way to the win/loss finish line, less wasted sales time, more essential customer needs resolved, and a higher share of wallet. What’s standing in your way?

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The Important Role of Pricing Departments in the Price, Cost, Revenue Equation

Holden Advisors

Not every company has a pricing department. Here we explain why they are incredibly important players in the price, cost, revenue equation. Recently, I was on a call with a prospective client who asked the following question: “What are the primary responsibilities of a pricing division?

Understand the Value You Offer to Your Customer

Holden Advisors

You can’t have confidence in your price unless you have confidence in the value you deliver to your customer’s business. Your products and services provide financial value to your customers by increasing their revenue, reducing their costs, or helping them to mitigate risks. It’s really that simple.

Your Guide to Using Conversational Marketing to Drive Demand Generation

What is conversational marketing really about? This guide will examine the market forces at play, shifting buyer trends, how to leverage conversation marketing, and the tactics involved in adopting it for a B2B demand generation strategy.

How the Key Account Management Process Feeds into KAM Software

Kapta

Breaking down the key account management process and how KAM software can help. Key account management is an essential function of your organization. However, it can be extremely overwhelming to establish a process, but without one, you have no real way to track results and fix what isn’t working.

Passing the Price Gauntlet with Strategic Accounts

Holden Advisors

As a strategic account manager, you take the long view in working with your customers to ensure that each of them gets the right solution. You invest time in evaluating your customer's business and sourcing the best team internally to configure a valuable solution.

Are You Ready for a Usage-Based Pricing Model?

Holden Advisors

Usage-based pricing, or quantity-based pricing, is the next iteration of the subscription economy, especially for B2B software companies.

B2B 311

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.

LinkedIn + ZoomInfo Recruiter: Better Data for Better Candidates

Check out our latest ebook for a guide to the in-depth, wide-ranging candidate and company data offered by ZoomInfo Recruiter — and make your next round of candidate searches faster, more efficient, and ultimately more successful.

4 Ways to Impact Price Realization

Holden Advisors

One of our top goals in any consulting engagement is uncovering revenue and profit growth opportunities for clients. Generally, we want to answer four key questions: How much opportunity is there? Accordingly, how hard should we work to capture it? Where is it coming from?

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.

How to Prepare a Useful Quarterly Business Review

Kapta

Quarterly business reviews (QBR) are an essential part of a key account manager’s practice. They help you stay in touch with your client and ensure you are serving them to the best of your ability.

Work together on Altify account and opportunity plans with Slack

Upland

Work together on Altify account and opportunity plans with Slack. In leading organizations, Slack is often the go-to tool for collaboration, and Salesforce is the book of record for everything customer relationship-related.

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.

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.

Strengthen Altify account and opportunity plans with Google Docs

Upland

The most successful account executives rely on close collaboration with their wider revenue teams to expand existing customer relationships and win the opportunities that matter. But sellers often move fast and get pulled in several different directions at once.

FROM EXECUTIVE SPONSORSHIP TO EXECUTIVE ENGAGEMENT

Strategic Account Management Association

By Dominique Côté, Founder and CEO, Cosawi Consulting. In our organization’s work, we see much confusion and lack of clarity on executive sponsorship, even when it is in place.

Utilizing a Customer Health Score to Identify Growth Opportunities

Kapta

The biggest challenge most businesses face in today's market is maintaining and building customer relationships. It can be difficult to gauge the successes and failures of most customer relationships and respond appropriately if there isn't a solid system to inform strategies.

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.

You can’t afford to ignore sales references

Upland

It’s not personal, but prospective customers don’t want to talk with sales reps.

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Get more sales references without a traditional program

Upland

Get more sales references without launching a traditional reference program. Even when organizations acknowledge their sales reference processes could be better, it can be an overwhelming problem to confront. Will it require new hires? New software? A big investment of time or resources?

Do you know how your sellers really get references?

Upland

Struggling to get quality references is an all-too-common problem for B2B sellers. But the first step to a better sales reference future is acknowledging that the old way is broken. Getting relevant sales references on tight deadlines isn’t easy.

B2B 195

Win more deals with your sales reference pool

Upland

Key traits of a winning sales reference pool. Prospective customers are in control of more of the B2B sales cycle than ever before. Contacting an enterprise sales rep is no longer a prospect’s first stop on the long road to making an important business purchase.

Increase Revenue with Faster Sales Onboarding

Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. This exclusive eBook, Increase Revenue with Faster Sales Onboarding, provides details on how to: • Achieve your sales organization's goals • Increase revenue • Avoid turnover • Give reps a path to success Download the eBook today!

Five things to look for in a B2B sales reference app

Upland

If your sales reference program needs a boost, the prospect may be daunting. Do you need to invest significant resources to build out an entire customer advocacy program, complete with its own dedicated staff?

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Break & Glue: The art of capturing complex mega-strategic accounts in CRM to get the most from account planning tools 

Strategic Account Management Association

By Saleh Al-Ben Saleh, Strategic Account Manager, Emerson.

How Voice of Customer Software Improves Account Management Efficiency

Kapta

Even when you have a team of all-star key account managers, you need replicable business processes that everyone on the team can understand and follow. This consistency doesn't just help your account managers have a framework for doing their job well.

From Transaction to Trust: Overcoming Today’s Top 3 Sales Challenges

Holden Advisors

Holden Advisors has the privilege of working with some of the top global sales organizations which affords us visibility into challenges that leaders in those organizations face on a daily basis.

The Blueprint for Better Sales Onboarding

Onboarding – every company does it, but a shockingly few do it really well. So the question is – how do you break the cycle and onboard salespeople in a way that actually works? This exclusive eBook provides 6 steps to better sales onboarding. Download the eBook today!