Arpedio

OCTOBER 17, 2023

How to build a winning account management team Account Management Software ← Back to blog A winning account management team can be your secret weapon to supercharge your company’s growth and customer satisfaction. But how do you assemble, nurture, and lead a high-performing account management team?

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

The Chapman Group

AUGUST 23, 2020

It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. Some organizations have also chosen the terms GAM (Global Account Manager), and CAM (Corporate Account Manager).

Account Management 78

Account Management Management Value Proposition Account Planning 78

Hubspot Sales

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape.

Account Planning 115

Account Planning Co-Creation Account Management Negotiation 115

DemandFarm

MARCH 31, 2023

With the growing size of buying groups in the digital age, it is imperative to consider factors that play into the challenges and benefits of digital key account management. Challenges in Shifting to Digital Key Account Management Shifting to Digital Key Account Management also comes with its fair share of challenges.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Janek Performance Group: Account Planning

JULY 21, 2021

We’re revisiting the topic of Strategic Account Management (SAM) today. In this edition, we’ll be looking at the inverse – the mistakes that will cause your strategic account management efforts to fail. Patience is more than virtue when you’re an account manager – it’s a necessity.

Account Management 52

Account Management Management Negotiation Account Planning 52

KAM With Passion

JUNE 20, 2021

This article focuses on individual competencies, especially those of the Key Account Managers. It provides you with a precise description of the skills and competencies required from a true Key Account Manager (not a plain entreprise customers sales rep). Defining Skills & Competencies.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Janek Performance Group: Account Planning

AUGUST 4, 2021

We continue our journey through strategic account management by examining the best practices in coaching strategic account managers. The single most important skill set to have as a strategic account manager is communication. Coach to communication skills. See the overall strategic picture.

Account Management 40

Account Management Management Communication Stakeholders 40

Shapiro Negotiations

MARCH 9, 2018

Strategic Account Management, or SAM, is all about the relationships you build with company customers or partners. Finely tuned communication and negotiations skills, trusting relationships forged over time, and regular reassessments all contribute to an effective plan. SAM planning works largely the same way.

Account Management 40

Account Management Management Negotiation Account Planning 40

Shapiro Negotiations

MARCH 9, 2018

Strategic Account Management, or SAM, is all about the relationships you build with company customers or partners. Finely tuned communication and negotiations skills, trusting relationships forged over time, and regular reassessments all contribute to an effective plan. SAM planning works largely the same way.

Account Management 40

Account Management Management Negotiation Account Planning 40

Arpedio

APRIL 3, 2023

This client case is based on an interview with Josh Seddon, Head of Account Management, EMEA, at Eagle Eye. Josh leads a team of account managers and is responsible for Eagle Eye’s key and strategic accounts in EMEA. This made it difficult to see and prove the value of their account planning efforts.

Onboarding 52

Onboarding Account Management Stakeholders Account Planning 52

Cosawi

JANUARY 29, 2024

In our more traditional groups, marketing, and sales work in locked steps but it seems that the shift to strategic account management is often missing marketing when time comes to establish its roadmap. At Thales, this transformation began with the creation of a distinct role – account marketing.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

DemandFarm

APRIL 8, 2024

Identify your target accounts, put together a team of sales plus marketing, work out a hyper-personalized messaging and content strategy for those accounts, and measure your efforts. The best account managers , however, have a secret sauce that differentiates them from the others. Sounds simple enough! The consequence?

Key Account Management 52

Key Account Management Account Management Stakeholders Meetings 52

SmartKarrot

OCTOBER 6, 2022

The key responsibility of an account manager is to retain customers and work as an intermediary for the organization’s sales team. As an enterprise operating in the SaaS (Software As A Service) environment, we understand the importance of having a strong account manager for the company’s overall growth.

Account Management 10

Account Management Management Negotiation Stakeholders 10

SmartKarrot

APRIL 13, 2023

In today’s economic environment, effective account management is essential for building and maintaining strong client relationships and achieving growth. From podcasts and webinars to blogs and social media posts, these influencers are using a range of channels to help other account managers learn, grow, and succeed.

Account Management 11

Account Management Key Account Management Management B2B 11

Account Manager Tips

JUNE 29, 2021

Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop. You'll need to understand the decision-making process, the competitive landscape, develop solutions, pricing, negotiation tactics and lots more. Create a joint account plan well before the renewal date.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Mike Kunkle

MAY 11, 2022

This includes an understanding of processes, political savvy, culture, collaboration, consensus building, and the ability to execute on all the above plans effectively. How to plan and organize effectively. Negotiating is included here. Strategic Account Management. Account Planning. Business Acumen.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Mercuri International

MAY 23, 2023

In the world of sales, AI offers huge potential — and it could be what strategic account managers have been waiting for…if used correctly. There are many aspects of business where AI is and will be impacting strategic account managers. White spot analysis to identify gaps in the account approach.

Artificial Intelligence 52

Artificial Intelligence Value Proposition Account Management Co-Creation 52

ProlifIQ

NOVEMBER 3, 2021

If you’re not familiar, opportunity planning is what top sales reps do to strategize how they’ll find, qualify, pursue, and close a deal within a target account. It’s similar to account planning, but more focused on opportunity health vs your overall account health.,

Profitability 98

Profitability Account Planning Sales Key Account Management 98

Arpedio

MARCH 27, 2023

SAMA 7-step Strategic Account Management Process 4. SAMA 7-step Strategic Account Management Process In collaboration, SAMA and ARPEDIO have embedded the SAMA world-renowned 7-step strategic account management process into ARPEDIO’s powerful account-based selling platform. Table of Contents 1.

Sales 52

Sales Account Management e-Learning Decision-making 52

Arpedio

JUNE 22, 2022

However, if you get it right, it offers you an invaluable overview of stakeholder ties, helping your key account management team navigate intricate relationships. Mapping relationships is a very useful sales tool for especially (but not limited to) key account managers and sales professionals. Table of Contents.

Stakeholders 52

Stakeholders Decision-making Sales B2B 52

SmartKarrot

MAY 30, 2023

You will form close ties with important users and stakeholders in this capacity, manage a number of accounts across EMEA, and develop and carry out growth plans. You have knowledge of business continuity, crisis management, and incident management, as well as risk and compliance. Close deals after negotiation.

Customer Success 19

Customer Success Emotional Intelligence Stakeholders Negotiation 19

Louise Collins Associates

NOVEMBER 24, 2017

So when organisations have tried, and failed, to introduce Key Account Management (KAM) it is no different. Effective Key Account Management (KAM) requires organisational leadership and specific coaching. I have shared my thoughts with you before about the capabilities required for effective key account management.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

SmartKarrot

JANUARY 20, 2023

Responsible and accountable for overall customer satisfaction and retention overseeing customer onboarding, account management, and expansion. He/she will be focused on mentoring and coaching a team focused on client engagement, account planning and strategy, contract negotiation, and commercial business strategy.

Customer Success 19

Customer Success Onboarding Government Negotiation 19

SmartKarrot

NOVEMBER 2, 2022

Apply here: [link] Role: Director of Customer Success Location: Remote, United States Organization: Cleverbridge As a Director of Customer Success, you will prepare account plans by collaborating closely with clients to identify current and future success goals; communicate plans to cross-functional team members and work to plans.

Customer Success 19

Customer Success Stakeholders Onboarding Finance 19

SmartKarrot

DECEMBER 30, 2020

Manage people managers and teams of individual contributors to achieve net retention, renewals, product usage, and NPS targets. Develop and implement strategic customer account plans to accommodate corporate goals. Personally manage escalations and negotiations alongside your direct reports.

Customer Success 10

Customer Success Energy and Utilities Negotiation Facilitation 10

SmartKarrot

AUGUST 28, 2020

Apply here: [link] Role: Customer Success Manager Location: Amsterdam – NL, Berlin – Germany, Frankfurt – Germany Organization: DigitalOcean This role will be reporting to the Director of Customer Success. Ensure customer retention, revenue growth and adoption.

Customer Success 10

Customer Success Negotiation Facilitation Account Planning 10

Arpedio

MARCH 27, 2023

Negotiation/Review 8. The pipeline stages typically include more or less variants of the following: 1. Prospecting 2. Qualification 3. Value Proposition 4. Identify Decision Makers 5. Perception Analysis 6. Proposal/Price Quote 7. Closed Won/Lost The above 8 bullets are Salesforce’s out-of-the-box opportunity stages.

Software 52

Software Software Management Sales 52

Arpedio

MARCH 27, 2023

Negotiation/Review 8. The pipeline stages typically include more or less variants of the following: 1. Prospecting 2. Qualification 3. Value Proposition 4. Identify Decision Makers 5. Perception Analysis 6. Proposal/Price Quote 7. Closed Won/Lost The above 8 bullets are Salesforce’s out-of-the-box opportunity stages.

Software 52

Software Software Management Sales 52

SmartKarrot

NOVEMBER 9, 2022

It takes both art and science to handle key accounts. Some aspects of account planning are constructing a sales strategy, developing a consistent technique for gathering background information on important clients, and establishing relationships based on proactive management and support. Let us discuss them –.

Account Planning 10

Account Planning Key Account Management Account Management Client Relationships 10

SBI

NOVEMBER 7, 2019

Account Planning. Revegy, the enterprise account planning platform for revenue optimization, rolled out two new features in its Fall Release: Whitespace+ and Contacts+. Account Planning. Account Planning. Account Planning. Account Planning. Industry News.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20