Arpedio

JANUARY 3, 2024

In the intricate world of business operations , the distinction between roles in sales and client management is pivotal. Specifically, sales positions such as Account Executive and Account Manager are critical in driving a business’s success. Who is an Account Executive?

Account Management 52

Account Management Management Acquisition Account Growth 52

Account Manager Tips

AUGUST 14, 2022

21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. Find out what those skills are, along with 21 free courses to help you become a better key account manager. Need more help to improve your key account management skills?

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Account Management Skills

SEPTEMBER 13, 2023

I speak to multiple account managers (AMs) every day. Hybrid’ AMs (project managing as well as responsible for account growth) particularly struggle. Account managers generally want to be more informed. And it frustrates them. Why is this stopping AMs thinking ahead?

Account Management 52

Account Management Management Account Growth Client Development 52

Account Manager Tips

JULY 22, 2022

25 problems that stop key account managers from doing their job Favourite books about problem solving Coming up: How to Build a Successful Executive Sponsorship Program Just for fun: #GorgeousGrandma Day In other news Quote of the week. Key account management is a role that requires both sales skills and strategic thinking.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. I do have a video on this topic, from my newsletter, Sales Enablement Straight Talk , as an additional resource. This is why Buyer Acumen is the first block in the Building Blocks of Sales Enablement framework.

Sales 258

Sales Finance Decision-making Profitability 258

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. Account plans are help you define your key account strategy.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Account Management Skills

DECEMBER 6, 2023

You can’t just expect clients to treat account managers as ‘trusted advisors’ because trust has to be earned. And high account manager turnover is expensive for the agency – both in terms of hiring costs – but also disruption to clients.

Account Management 52

Account Management Leadership Management Account Growth 52

Arpedio

JANUARY 5, 2024

At the heart of every thriving enterprise lies a keen focus on business relationship optimization , a task achieved through strategic roles that many might find overlapping—Account Management and Customer Success.

Account Management 52

Account Management Customer Success Management Energy and Utilities 52

Account Management Skills

JANUARY 21, 2022

What’s the most useful skill you need in your Account Manager role and how much formal training have you received? This was the question I posted in a LinkedIn Account Manager Group. Top 10 Skills and Expertise You Need As Account Manager. Essential Account Managers Skills Varies for Each Industry.

Account Management 98

Account Management Management Communication Negotiation 98

ProlifIQ

JUNE 21, 2023

Strategic Account Management in B2B Welcome to our comprehensive guide on strategic account management. Whether you’re an experienced strategic account manager or aspiring to become one, we share the knowledge and skills needed to excel in this critical role.

Account Management 52

Account Management Management Account Planning Stakeholders 52

PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

Account Management Skills

MARCH 27, 2024

Many agency owners come to me for account management skills training and to help their account managers develop an entrepreneurial mindset. They want more predictable client retention and growth, which is less expensive than pitching for new business. And ultimately, what they are looking for are three things.

Account Growth 52

Account Growth Account Management Acquisition Management 52

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.

Management 107

Management Publishing Sales Account Growth 107

SalesPop

APRIL 30, 2021

It has prioritized lead and opportunity management over account management. Guided by both the industry and the CRM solutions they were using, businesses and organizations never really dug into real account management. A vital key to strategic account management is creating value for the customer.

Account Management 80

Account Management Management Value Proposition CRM 80

Arpedio

JANUARY 11, 2023

How to Succeed With Account Management. Let’s show you how to get the most out of your account management! In this blog, we’ll break down the concept of account management, and why it’s so important in order to drive a successful business in today’s increasingly complex B2B industry. Back to blog.

Account Management 52

Account Management Management Key Account Management B2B 52

The Center for Sales Strategy

OCTOBER 24, 2018

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. So, how does a sales manager deal with this?

Sales Management 75

Sales Management Management Sales Account Growth 75

Account Management Skills

FEBRUARY 5, 2024

Alfie Wenegieme , Managing Partner at Cactus, joins me and he shares: 1. And some useful tips for account managers and project managers when scoping projects If you’re listening to this episode in February 2024, I’m opening enrolments again for my Account Accelerator programme that begins on March 5th.

Profitability 52

Profitability Account Management Account Growth Onboarding 52

Account Management Skills

NOVEMBER 8, 2023

If you’re listening to this at the end of 2023 and you want to build a more entrepreneurial mindset in your account management role or your team, I’m enrolling right now for my twelve month training and mentoring program called the Account Accelerator.

Procurement 52

Procurement Account Growth Account Management Advertising 52

Mike Kunkle

OCTOBER 8, 2023

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Sales Readiness Group

JANUARY 5, 2022

Given the number of challenges sales organizations have encountered during the Covid pandemic, it is easy to lose sight of the importance of focusing on customers’ needs and priorities. the great resignation”, dealing with supply chain disruptions, and managing a remote workforce.

Supply Chain 62

Supply Chain Sales Account Growth Decision-making 62

Vantage Partners

DECEMBER 7, 2023

Some firms try to rectify the situation by creating fairly strong disincentives for write-offs, which only serves to put partners, MDs, and others responsible for account growth and health firmly between a rock and a hard place. Overhead and cost of sales have been covered, as has the time of the team performing the work.

Account Growth 83

Account Growth Client Relationships Management Sales 83

Account Management Skills

DECEMBER 5, 2022

This is part two of a two part episode about raising your account management game. So you want to raise your profile, or you’re not really sure what you can do to be more effective in your account management role. This is part two of a two part episode about raising your account management games.

Management 52

Management Account Management e-Learning Client Relationships 52

Account Management Skills

OCTOBER 23, 2023

I’m joined by Benjamin Dennehy, UK’s Most Hated Sales Trainer, and I hope by the end of listening to our chat it might just change your thinking about how you currently qualify prospects and sell your agency’s services, particularly if you’ve never received any professional sales training.

Account Growth 52

Account Growth Account Management Sales Training Marketing 52

Account Management Skills

JANUARY 24, 2022

In a discussion in the LinkedIn Account Manager Group, I asked Account Managers “Can you recommend some of the best questions you ask your clients” Many Account Managers from different industries offered their suggestions based on their knowledge and experience. *Updated January 2022.

Account Management 52

Account Management Management Decision-making Account Growth 52

Account Management Skills

AUGUST 24, 2021

In this episode, I talk to Alex Raymond from Kapta about everything to do with account management processes. Not project management systems, not CRM systems, but having a dedicated system to guide the agency account management team, when it comes to managing and delve developing existing client relationships.

Account Management 98

Account Management Management Account Planning Co-Creation 98

SmartKarrot

OCTOBER 3, 2023

Customer Success Managers are at the heart of retaining and growing customer accounts. Yet, despite its importance, Customer Success Management often lacks the structure and standardization found in other roles like sales and marketing. They help clients get value from the product or service.

Customer Success 19

Customer Success Management Account Growth Stakeholders 19

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.

Management 80

Management Publishing Sales Account Growth 80

Brooks Group

NOVEMBER 29, 2023

Today, you’ll see far more transactors of products and services adopt terms like account, client, partner, and relationship manager for their job title than the overt “sales representative.” According to LinkedIn ‘s Global State of Sales report, only 32% of people describe sales as a trustworthy profession.

Sales Training 52

Sales Training Account Growth Client Relationships Account Management 52

Arpedio

JUNE 1, 2023

Key Takeaways From SAMA 2023 Annual Conference ← Back to blog Once again, The Strategic Account Management Association (SAMA) brought together sales and strategic account management professionals from around the globe for their annual conference.

Co-Creation 52

Co-Creation Account Management Account Planning B2B 52

Revegy

SEPTEMBER 18, 2023

A staggering 60% of customers say no to sales reps at least four times before finally saying yes. Surprisingly, almost 48% of salespeople miss out on the “yes” because they do not follow up.

Sales 59

Sales Account Planning Account Growth Account Management 59

Openview

SEPTEMBER 17, 2018

A CEB Gartner study completely contradicts what has been conventional wisdom in SaaS, that strong customer service is a critical part of a sales team’s ability to not just retain clients but grow and accelerate account revenue. increase in the size of their sales teams’ portfolio.

Sales 76

Sales Profitability Account Management Prioritization 76

Hubspot Sales

MAY 10, 2018

Bad sales advice is shockingly common -- and you don’t want to find out you’ve been misdirected the hard way. After all, every mistake means it’s harder to achieve your sales goals. I once worked for a manager who put a great deal of emphasis on activity metrics rather than actual sales results. 3) "Call them back.".

Sales 106

Sales Decision-making Account Management Negotiation 106

Revegy

JULY 21, 2023

B2B enterprise sales usually take six months or more, as they involve multiple stakeholders and big money—just some of the challenges sales teams face in the enterprise space. Selling to enterprises requires a strategic and focused approach beyond traditional SMB tactics.

B2B 52

B2B Stakeholders Sales Account Growth 52

ProlifIQ

APRIL 3, 2023

Account Planning Tools For B2B Sales Teams Is your sales team building plans in slide decks, or spreadsheets, or storing key information about your stakeholders and accounts that isn’t easy to find? Do accounts churn when 1-2 main supporters move on? Do deals crumble when your champions leave?

Account Planning 52

Account Planning Stakeholders CRM Decision-making 52

Hubspot Sales

OCTOBER 30, 2017

SDR, BDR, account representative, client advisor -- if you work in sales, you’re probably familiar with these titles. Your prospects, on the other hand, typically have no idea that these are all code for “sales professional.”. Helping Smart Managers Keep Their Employees Engaged and Productive". LinkedIn Headline Examples.

Retail 142

Retail Value Proposition Healthcare Account Growth 142

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.

Management 80

Management Sales Account Growth 80

KAMCast

OCTOBER 27, 2021

IN THIS EPISODE How strong is your account management team when it comes to the skills of closing new business? He and his team spend their days, week in week out, sharpening the tools and crafting the processes for maximising revenue and sales opportunities. I’m not talking about taking repeat orders from happy clients here.

Account Management 40

Account Management Key Account Management Onboarding Account Growth 40