Account Management Skills

DECEMBER 8, 2023

Why do account managers miss new account growth opportunities in client meetings? What are the key benefits (to the account manager) of asking the client great questions? Often it’s because they haven’t asked the right questions.

Account Management 52

Account Management Management Account Growth Client Relationships 52

Account Manager Tips

MARCH 23, 2021

Key account management is the secret to grow revenue and customer retention. Importance of key account management Existing business is cheaper and more profitable than new business. Account growth, renewals and advocacy are difficult for indirect suppliers because procurement focus on spend management. Pass it on.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Account Management Skills

NOVEMBER 29, 2023

Welcome to number 4 in my mini series of five bonus podcast episodes created to show you how to build an entrepreneurial mindset in your agency account managers. Why do so many account managers miss out on new account growth opportunities in client meetings?

Account Management 40

Account Management Account Growth Management Meetings 40

Account Management Skills

JANUARY 26, 2023

And if you’re leading an account management team, it’s worth understanding how they tick – particularly because you’ll de-motivate them if you: Don’t provide a clear career path Hire another AM without including them in the process Set their account growth target without context or discussion Don’t include them in internal meetings about their client (..)

Account Management 52

Account Management Management Account Growth Client Relationships 52

Account Management Skills

NOVEMBER 27, 2023

Everything I’m sharing in this podcast series is covered in depth in my Account Accelerator programme and ultimately it’s designed to build an entrepreneurial mindset in account management.

Account Management 40

Account Management Management Account Growth Meetings 40

Account Manager Tips

OCTOBER 11, 2021

Client relationships aren't built over email - so pick up the phone once in a while or setup a face-to-face meeting. No follow up The fastest way for a key account manager to lose credibility and trust is not following up. You've had a great meeting with a client where you talked about all sorts of things. Think about it.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Account Management Skills

FEBRUARY 22, 2024

I read as many reports I can about the state of agency account management and it makes for grim reading. “I

Account Management 52

Account Management Management Client Development Account Growth 52

Account Management Skills

FEBRUARY 15, 2024

But if you want client relationship longevity and account growth, delivering a good service on time and on budget, and giving the client a great experience, is only the beginning. They can also manage client requests, address client needs and solve client issues perfectly well. You need to be proactive as well as reactive.

Account Management 52

Account Management Management Account Growth Client Relationships 52

Mike Kunkle

OCTOBER 8, 2023

Product ensures that solutions meet the demands of the marketplace. It plays a central role in shaping product strategy, conducting market research, managing product development, and ensuring products meet customer needs and business objectives. These functions all play distinct yet interdependent roles in the revenue lifecycle.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Account Manager Tips

MAY 25, 2021

Clients who are a good fit for your solution, and you meet their needs better than other suppliers. Not all customers are key accounts. The greatest return on investment requires a portfolio of clients with significant opportunity for account growth. Do you have clients that have these qualities? For everyone.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Brooks Group

NOVEMBER 29, 2023

Your team will discover how to meet prospects and customers where they are in the buying process to build credibility and trust, engage in meaningful dialogue that progresses the sale, and improve the predictability of your sales funnel. They’ll learn a consultative selling approach that’s straightforward, flexible, and buyer-focused.

Sales Training 52

Sales Training Account Growth Client Relationships Account Management 52

Sales Readiness Group

JANUARY 5, 2022

What this statement conveys is that company philosophy is one where the traditional org chart is inverted so that customers are at the top of the pyramid and customer-facing employees are empowered to meet, and hopefully exceed customer expectations. Additionally, it fosters an empowered sales team that prides itself on customer success.

Supply Chain 62

Supply Chain Sales Account Growth Decision-making 62

Arpedio

JUNE 1, 2023

We were treated to an abundance of captivating keynote speeches and 200+ sessions that delved headfirst into the theme of this year’s Annual Conference: “ Evolving to meet the challenge in an ever-changing SAM environment “ And it’s safe to say we truly got our money’s worth! We need to set the example.

Co-Creation 52

Co-Creation Account Management Account Planning B2B 52

Revegy

MAY 14, 2018

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 53

Co-Creation Key Account Management Account Management Account Planning 53

Arpedio

JANUARY 5, 2024

Their duties extend from strategic account planning , which involves crafting tailored solutions that resonate with the client’s specific challenges and ambitions, to actively seeking opportunities for account growth through cross-selling or upselling.

Account Management 52

Account Management Customer Success Management Energy and Utilities 52

PartnerTap

JULY 11, 2023

Sourcing new logo accounts is a top priority for every enterprise partnership. Unfortunately, the bulk of those meetings end up being spent identifying which accounts to target. With One-Click QBRs you can now track and measure your new logo accounts and pipeline progress automatically, right inside your QBRs.

CRM 98

CRM Account Growth Software Software 98

Brightbridge Consulting

MAY 20, 2021

Whilst we’ve not been meeting clients face to face (something we really look forward to) we have been engaged as many others have, through Zoom with assessment centres, coaching and training activities. We received some great feedback about how our support had been an important factor supporting their growth in North America.

Government 40

Government Account Growth Publishing Business Growth 40

PandaDoc

APRIL 21, 2023

More than growth, sustainability is crucial. User/product fit Next, consider the accounts that match your product or service. Primarily, you want to prioritize relationships with clients that meet your ideal customer profile. While working on account growth, maintain a solid strategic relationship with account owners.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

Janek Performance Group: Account Planning

OCTOBER 25, 2023

However, according to Gartner , 51 percent of sales leaders agree account management channels fall short. They do not meet cross-selling and account growth targets. This leaves only 28 percent who say they meet their targets. Clearly, sales organizations need to improve account planning.

Account Planning 52

Account Planning Decision-making Communication B2B 52

Janek Performance Group: Account Planning

JULY 25, 2023

Here, 72 percent of respondents said that account planning increased their understanding of their clients’ business. For example, is there a top-level meeting you need to facilitate between their executives and your own? This includes delegating responsibilities, scheduling meetings, and formalizing agendas.

Account Planning 52

Account Planning Prioritization Decision-making Organization 52

Account Management Skills

JANUARY 21, 2022

So, know your customer, help them get to their goals” For agency account managers a client development plan template can help guide you through the types of questions you should be asking about your client’s business to help you identify their challenges and provide appropriate solutions. Adaptability.

Account Management 98

Account Management Management Communication Negotiation 98

SalesGlobe

SEPTEMBER 12, 2023

Aspirational Account Planning is a living process that begins with a strong foundational methodology, team engagement, and ongoing points of accountability and adjustment to exceed your account growth goals.

Account Planning 52

Account Planning Procurement Decision-making Manufacturing 52

Hubspot Sales

MARCH 15, 2019

Let's say you're preparing for a meeting with your VP of Sales and you need to provide an update on your sales team's achievements. Not only can you look at revenue trends over time, but you can also compare MRR to the monthly sign up rate for your product or service, monthly account growth rate, and customer retention.

Decision-making 109

Decision-making Account Growth Prioritization Meetings 109

PartnerTap

JULY 11, 2023

Sourcing new logo accounts is a top priority for every enterprise partnership. Unfortunately, the bulk of those meetings end up being spent identifying which accounts to target. With One-Click QBRs you can now track and measure your new logo accounts and pipeline progress automatically, right inside your QBRs.

CRM 52

CRM Account Growth Software Software 52

Engage Selling

FEBRUARY 12, 2020

Quarterly business reviews are essential for understanding potential growth with existing customers, retention issues and future opportunities. They are just as crucial for troubleshooting where sales performance isn’t meeting expectations, as well as for measuring the return on investment your … Read More »

Meetings 103

Meetings Sales Account Growth Account Planning 103

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. A paltry 28% of sales leaders report that their existing account channels regularly meet their growth targets.

Sales 76

Sales Profitability Account Management Prioritization 76

ProlifIQ

JUNE 21, 2023

Account managers are tasked with managing these accounts, serving as the main point of contact, and ensuring that the customers achieve the outcomes that they purchased your tool or service for. Account plans are instrumental in managing and retaining strategic accounts.

Account Management 52

Account Management Management Account Planning Stakeholders 52

The Center for Sales Strategy

JUNE 10, 2020

One of the biggest untapped opportunities for increasing sales and growing annual revenue is renewal and growing existing accounts. To do that, you set up regular meetings with clients to review campaign results and make adjustments along the way. You keep your promises, sell success, and grow the account.

Sales 86

Sales Meetings Account Growth 86

SmartKarrot

OCTOBER 12, 2022

Align both internal and external resources to ensure clients meet & exceed project expectations. Regularly review overall program status with clients, usually in the form of client calls, web presentations or onsite meetings (as necessary). Identify cross organizational opportunities for account growth (expansion and new accounts).

Customer Success 19

Customer Success Financial Services Banking Stakeholders 19

SmartKarrot

MARCH 7, 2022

Develop and implement tailored and proactive customer programs that provide continued value to the customer and drive long-term account growth. Account growth: identify areas for growth within existing accounts. Meet net retention and CSAT/NPS KPIs through data-driven analysis, planning, and execution.

Customer Success 19

Customer Success Account Growth Onboarding Account Planning 19

SmartKarrot

APRIL 11, 2023

Conduct quarterly or monthly ROI meetings with clients. Apply here: [link] Role: Customer Success Manager Location: Ottawa, ON, Canada (Hybrid) Organization: Noibu As a Customer Success Manager, you’ll be proactive client engagement to encourage platform uptake and usage.

Customer Success 19

Customer Success Stakeholders Onboarding Account Growth 19

SmartKarrot

MARCH 10, 2022

Apply here: [link] Role: Associate Director – Customer Success Location: London, England, United Kingdom (Hybrid) Organization: Plentific As an Associate Director of Customer Success, you will be leading client meetings and understanding their businesses, offering creative solutions to complex client challenges.

Customer Success 19

Customer Success Customer Experience Account Growth Client Development 19

Account Management Skills

JANUARY 24, 2022

The Account Accelerator programme is designed to position you as trusted advisor rather than order taker and take your agency from unpredictable project revenue to more predictable account growth. book an Account Accelerator Programme discovery call.

Account Management 52

Account Management Management Decision-making Account Growth 52

Zendesk

OCTOBER 20, 2023

To help meet these goals the plan would: Consider in-depth data about the target customer(s) including their goals, objectives, existing knowledge, knowledge gaps, and where they are in their journey. What is the purpose of a customer success plan? What is the difference between customer success and customer service?

Customer Success 52

Customer Success Onboarding Software Software 52

SmartKarrot

DECEMBER 17, 2021

Provide feedback and input to the product teams to help guide the development to meet current customer needs. Identify opportunities for account growth within your managed accounts. Oversee the creation and direction of training materials that can be used to supplement customer onboarding and ongoing customer support.

Customer Success 19

Customer Success Onboarding Account Growth Account Planning 19

Account Management Skills

NOVEMBER 7, 2022

If you’d like help raising your account management game, then take a look at my Account Accelerator programme, where you work with me for nine weeks. I help you with the tools, strategies, and all the support you need to implement a repeatable and systematic approach to account growth for your agency.

Account Management 52

Account Management Management Suppliers Meetings 52

SmartKarrot

NOVEMBER 9, 2021

Drive strategic use of SMI’s data across the client organization and identify areas for account growth. Develop case studies, set account plans, and present actionable insights to clients. Building relationships with the existing clients in order to meet revenue forecasts, increase the revenue and their satisfaction.

Customer Success 19

Customer Success Account Planning Stakeholders Media 19