Revegy

OCTOBER 2, 2019

Your approach to managing and growing your most strategic accounts impacts your ability to optimize revenue. Why Focus on Key Accounts? Key Accounts are your most profitable, scalable, and tenured clients. Key accounts are hard to win, hard to retain and particularly challenging to grow. of sales organizations don’t take advantage of account planning to grow their strategic accounts. Why isn’t everyone successful when it comes to key account management?

Account Growth 59

Account Growth Key Account Management Profitability Account Planning 59

Account Manager Skills

AUGUST 31, 2021

He also shared some top tips from his many years working in account management. ?. Welcome to Episode 45.

Healthcare 52

Healthcare Account Growth Account Management Communication 52

The Center for Sales Strategy

AUGUST 10, 2021

key account growth client retentionClient retention is and will always be pivotal for the success of businesses. In fact, client retention is a true measure of the experiences an organization delivers to its clients.

Profitability 103

Profitability Organization Account Growth 103

The Center for Sales Strategy

DECEMBER 29, 2021

Exceeding revenue goals is linked to developing new customers as well as increasing revenue from existing clients, today we are bringing you a recap of the most popular posts we've published in 2021 on key accounts and account list management.

Publishing 76

Publishing Management Account Growth Sales 76

Account Manager Tips

NOVEMBER 9, 2020

Is there anything worse a key account manager has to do than tell clients about a price increase? I had some clients that were on ancient contracts with dedicated dedicated account management. Client Revenue account growth price revenue sales

Negotiation 130

Negotiation Account Management Account Growth Key Account Management 130

Engage Selling

APRIL 30, 2021

Amongst your sales efforts, don’t forget to grow your current accounts!Client But, not only … Read More » The post Don’t Forget to Grow Your Accounts! Account Management Observations from the real World business growth How To Sell More sales account growth sales growth sales management sales teamClient acquisition and finding new prospects is, of course, alluring.

Acquisition 70

Acquisition Account Growth Business Growth Account Management 70

Engage Selling

FEBRUARY 12, 2020

Quarterly business reviews are essential for understanding potential growth with existing customers, retention issues and future opportunities.

Meetings 88

Meetings Account Growth Account Planning Account Management 88

Engage Selling

JANUARY 10, 2020

A large number of my clients this year are looking to grow and retain their existing account base.

Account Management 83

Account Management Account Growth Sales Communication 83

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! account list management account list analytics key account growth prospecting sales performanceA new year is around the corner, and it is time to perform some routine maintenance.

Management 71

Management Organization Account Growth Sales 71

The Center for Sales Strategy

APRIL 10, 2019

A great place to start is your master account list. Is your account list a mess? key account growth account list managementSpring is in the air, and perhaps it is time for some Spring cleaning in your sales organization. Perhaps bloated and out of date? If so, follow these 10 steps to clean it up and get things back on track.

Organization 67

Organization Account Growth Sales Management 67

The Center for Sales Strategy

SEPTEMBER 17, 2018

key account growth sales strategy sales process account list analytics account list managementSome sellers wonder why they miss sales goals on a regular basis even though they are busy as a bee. Making “plenty” of face-to-face calls. Presenting and closing “plenty” of proposals. Conducting “plenty” of post-sale follow-up tasks. All of these activities usually equal another month short of exceeding their sales goals.

Account Growth 72

Account Growth Sales Management 72

The Center for Sales Strategy

FEBRUARY 11, 2019

account list management key account growthJanuary is history, and some sellers are already singing the blues because their year is off to a cold start. 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!

Sales 64

Sales Account Growth Management 64

The Center for Sales Strategy

MAY 21, 2019

Selling a new target account is not an easy task. key account growth sales processMany things have to fall in place—here’s a list of some of the obstacles: Selecting a quality prospect. Developing the trust of the prospect. Getting an appointment. Conducting a needs analysis that leads to an opportunity (and cash). Developing a solution robust enough to get results, yet not so large it scares away the prospect. Overcoming objections. Closing the deal!

Account Growth 67

Account Growth Sales 67

The Center for Sales Strategy

NOVEMBER 28, 2018

key account growth sales performance prospecting account list management sales acceleratorWhich of the following will generate the highest return? More customers. Keeping customers longer. More revenue per customer. Any one of these can grow revenue. But one has been shown to consistently bring in a higher return on your investment.

Customer Value 69

Customer Value Account Growth Management Sales 69

The Center for Sales Strategy

OCTOBER 24, 2018

key account growth sales strategy sales performance sales management coaching account list managementPicture this. You are seven weeks into the quarter and pacing behind last year, and significantly behind your budget. Your manager and your manager’s manager are nosing around to find out what is going on and peppering you with questions about your plan to fix this. Your sales team is growing increasingly frustrated as orders get canceled and prospects fall through.

Sales Management 69

Sales Management Management Account Growth Sales 69

The Center for Sales Strategy

OCTOBER 15, 2018

key account growth account list management sales performance sales strategyMany years ago, I talked with the owner of a specialty grocery store in Columbus, Ohio called The Hills Market. During this conversation, I learned about the term “ giving customers the finger.”. This unfortunate situation occurs when a customer asks for help locating a product and an employee points in the direction of the product and sends the customer on their way.

Marketing 68

Marketing Account Growth Management Sales 68

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. Check out these top blog posts on key accounts and account list management from 2018, and let them kickstart your 2019 sales strategy. key account growth account list management account list analytics

Publishing 71

Publishing Management Account Growth Sales 71

The Center for Sales Strategy

NOVEMBER 27, 2018

key account growth sales performance target personas sales pipeline account list management sales acceleratorWell, you wouldn’t be alone — I hear this from sales managers all the time. Here are the reasons I see that salespeople too often select the wrong companies to pursue: They are opportunistic and therefore look for low-hanging fruit where getting access to decision makers is relatively easy.

Sales Management 71

Sales Management Organization Account Growth Management 71

The Center for Sales Strategy

JULY 16, 2018

I would be a wealthier man if I had a dollar for every time I heard this line from sellers: “All the good accounts are taken.”. key account growth sales strategy salespeople prospecting account list managementAs VP/Sr. Consultant at The Center for Sales Strategy, I’ve worked with many customers over the past fourteen years.

Account Growth 55

Account Growth Management Sales 55

The Center for Sales Strategy

OCTOBER 16, 2018

Salespeople work hard to build an account list. Because the path that leads to a larger account list is not just more clients, but better clients. I’m glad I stayed, and want to share some of what I heard in relation to building your account list. account list management key account growth sales performance sales process sales pipelineMost clients on your list have been researched, painstakingly approached, and developed over time.

Account Growth 68

Account Growth Sales Management 68

The Center for Sales Strategy

FEBRUARY 19, 2019

I encourage them to make sure they understand the importance of high priority prospects or what we call target accounts. account list management key account growth prospectingWe are now a few months into the new year. Often, at the end of the prior year, I spend time talking about the year ahead. I ask the sellers that I coach what they want to accomplish. Where do they want to be at the end of this year?

Account Growth 64

Account Growth Sales Management 64

The Center for Sales Strategy

FEBRUARY 12, 2019

and after my recent one-on-one coaching calls with salespeople from all over the country, many seem to feel as if their Account Lists are cluttered and could use some of Marie's guidance! Luckily, The Center For Sales Strategy's Account List Management Strategy can help you declutter and tidy up your account list! There are 4 categories of accounts that are likely to "spark joy" for any salesperson: key accounts, secondary accounts, target accounts, and leads.

Media 64

Media Account Growth Sales Management 64

Kapta

SEPTEMBER 27, 2021

Creating an ironclad plan for key account management that guides individual account growth and gives you organization-wide insight isn't easy. Strategic Account Management Account Management

Account Strategy 175

Account Strategy B2B B2C Key Account Management 175

The Center for Sales Strategy

AUGUST 13, 2018

World-class sales organizations segment them like this: key account growth sales strategy sales performance sales management salespeople account list analytics account list managementI get it. I know it is important, but I’m sick and tired of hearing about new business. Truth be known, most sellers are sick and tired of hearing about new business … and their managers are sick and tired of talking about it! Facts Behind the Myth.

Organization 55

Organization Account Growth Management Sales Management 55

The Center for Sales Strategy

MAY 7, 2018

key account growth sales management prospecting account list managementA simple question, right? But, very powerful. So many salespeople and sales managers have well-planned, beautifully-executed meetings, but inadvertently leave some of the most useful information on the table simply because they forget to ask this simple, shared-control question that can reveal the real priorities for the person with whom they are speaking.

Meetings 49

Meetings Account Growth Management Sales Management 49

The Center for Sales Strategy

JUNE 13, 2018

key account growth Social Media LinkedIn lead nurturing salespeopleRecently, I shared a blog post called 10 Social Media Best Practices for Salespeople , and I wanted to expand on a few of them specifically related to how you can put these best practices into play on LinkedIn.

Media 50

Media Account Growth 50

Kapta

MARCH 8, 2021

Including account management analytics in your Key Account Management (KAM) Software is a powerful way to improve performance and account growth on an ongoing basis. Leveraging this valuable data improves strategic account management in the following ways.

Account Management 141

Account Management Management Key Account Management Account Growth 141

Account Manager Tips

MARCH 23, 2021

Why is key account management important? Well, i f you don't have key account management in place, you could leave money on the table, be helpless to competitor threats and put your most valuable clients at risk of defection. Key account management to the rescue! Share. Tweet.

Key Account Management 196

Key Account Management Account Management Management Suppliers 196

Account Manager Tips

MAY 25, 2021

Definition of key account management. If you're not sure what key account management is, don't worry, you're not alone. In other words, spend more of your time and resources on the clients with the best growth potential. Key account managers kept them. Growth.

Key Account Management 207

Key Account Management Account Management Management Suppliers 207

Sales Readiness Group

JANUARY 5, 2022

A customer-driven sales organization not only results in more business from loyal customers but also leads to new account growth based on customer referrals and business reputation.

Supply Chain 62

Supply Chain Account Growth Organization Customer Value 62

Account Manager Tips

OCTOBER 11, 2021

15 Reasons Why You Might be a Bad Account Manager Bad key account managers fail to build business relationships and achieve results. Here are fifteen signs you might be a bad key account manager and how to turn yourself into a good one. Warwick Brown // Account Manager Tips.

Account Management 201

Account Management Management Key Account Management Client Relationships 201

SmartKarrot

JANUARY 13, 2022

Partner with the sales team to maximize their win rate and help to identify areas for account growth within existing accounts. Develop best practices for new customer onboarding and customer growth to ensure ongoing customer success.

Customer Success 83

Customer Success Onboarding Value Proposition Customer Experience 83

SmartKarrot

JANUARY 7, 2022

Drive Customer Success outcomes through increased renewal rates and account growth, and reduced churn. Serve as day-to-day contact for the Customer Success team, escalations, and customer accounts. Deliver a world-class customer experience for all accounts.

Customer Success 83

Customer Success Account Growth Prioritization Organization 83

SmartKarrot

NOVEMBER 24, 2021

Guide the development, execution, and maintenance of tailored Account Growth Plan and Playbook. Collaborate with sales leadership to design account handoff processes. Design and implement account tiers, ensuring each account is served efficiently and effectively based on size.

Customer Success 83

Customer Success Account Management Leadership Account Growth 83

KAMCast

OCTOBER 27, 2021

IN THIS EPISODE How strong is your account management team when it comes to the skills of closing new business? Thus providing higher levels of value to your key account customers and ultimately creating more opportunities for account growth? With start-up founder, executive, and sales experience spanning more than a decade, Ledge has led growth efforts at several companies into the 7-and 8-figure revenue stages.

Account Management 40

Account Management Onboarding Key Account Management Account Growth 40

SmartKarrot

NOVEMBER 17, 2021

Role: Director of Customer Success Location: Santa Clara, CA, US (Hybrid) Organization: LeanData As a Director of Customer Success, you will lead, coach and mentor a team of Customer Success Managers across enterprise and large commercial accounts.

Customer Success 83

Customer Success Stakeholders Account Growth Organization 83

Brightbridge Consulting

MAY 20, 2021

We received some great feedback about how our support had been an important factor supporting their growth in North America. Our guide ‘How to secure Key Account Growth in a Competitive World’ references many sources of important insights and gives hard nosed advice about how to make progress in a challenging world. They switched their thinking to consider how their senior management teams thought about their business growth.

Government 40

Government Publishing Account Growth Business Growth 40

SmartKarrot

OCTOBER 26, 2021

Role: Vice President, Customer Success Location: McLean, VA, US Organization: insightsoftware As a Vice President of Customer Success, you will own a Customer Experience strategy, to include presales, onboarding, services, support, and technical account management.

Customer Success 83

Customer Success Facilitation Stakeholders Account Management 83

SmartKarrot

OCTOBER 1, 2021

Role: VP, Customer Success Location: Atlanta, GA, US Organization: CMSPI As a VP of Customer Success, you will oversee the management, growth, and increased engagement of existing merchant accounts.

Customer Success 83

Customer Success Account Management Onboarding Publishing 83

SmartKarrot

APRIL 28, 2021

Partner with Marketing, Customer Care, Sales, and Product Management to create a great customer experience in all stages of the lifecycle and drive positive NPS, retention, and account growth.

Customer Success 52

Customer Success Account Growth Onboarding Customer Experience 52

Revegy

MAY 14, 2018

According to a CSO Insights study, companies that engage in effective ongoing key account planning have win rates nearly double that of companies without a formal process. Moreover, companies that use a solution designed specifically for account planning have an 11-point advantage over those using manual efforts and a 9-point advantage over those using homegrown or CRM applications. What would a 9 to 11-point increase to your key account growth mean for your organization?

Co-Creation 48

Co-Creation Key Account Management Account Planning Account Growth 48

SmartKarrot

DECEMBER 17, 2021

Create account plans for your portfolio of customers, with the aim to create genuine value and maximize revenue potential. Identify opportunities for account growth within your managed accounts.

Customer Success 83

Customer Success Onboarding Stakeholders Account Growth 83

SmartKarrot

JULY 28, 2020

Role: Customer success manager Location: Boulder, Colorado, US Organization: Floify Being a CSM at Floify, You will be responsible for strategic account management besides building and maintaining relationships with key decision-makers.

Customer Success 52

Customer Success Account Growth Finance Facilitation 52