Jermaine Edwards

MAY 27, 2020

Some account managers and key account managers can get paralysed by over research. This article gives you three critical 20% areas to become the expert to your customers. They are: Market Impact (I) Market Change (C) Market Strategy (S). When I started out in sales I was told to do customer research.

Key Account Management 195

Key Account Management Account Management Innovation Financial Services 195

Jermaine Edwards

MAY 18, 2020

There are 10 immutable laws that shape the philosophy, outcomes and actions of high performing businesses, key account managers and customer serving professionals over the long term. You might find my article on how to increase perceived value in your customer relationship helpful HERE. Here they are…. What do I mean by this?

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Jermaine Edwards

MAY 18, 2020

There are 10 immutable laws that shape the philosophy, outcomes and actions of high performing businesses, key account managers and customer serving professionals over the long-term. You might find my article on how to increase perceived value in your customer relationship helpful HERE. Here they are…. What do I mean by this?

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Cosawi

FEBRUARY 27, 2023

The second article addressed the critical role of Executive Sponsor engagement and how it can impact the success and resilience of your strategic customer partnership when done well. Taking this approach optimizes the engagement between the strategic account manager and marketing in this co-orchestration of the account plan.

Marketing 52

Marketing Suppliers Investors Account Planning 52

Cosawi

DECEMBER 28, 2021

Clarifying the executive sponsor role, behaviors (internally and externally) and expectations is critical to leverage the role as an accelerator and create executive accountability within the account team. Strategic account management is a team sport and requires cross-functional, vertical level engagement and strong accountability.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

Arpedio

JANUARY 4, 2024

In the competitive world of B2B sales, harnessing the power of an effective account mapping strategy is key to sales optimization and revenue growth. As businesses vie for market dominance, an articulate account strategy empowers organizations to deepen customer relationships and scale their operations effectively.

B2B 52

B2B Sales Decision-making CRM 52

Jermaine Edwards

NOVEMBER 25, 2021

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. In light of these dramatic changes, this article takes things to the next level. Do any of these scenarios resonate with you?

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 130

SBI Growth

JANUARY 31, 2018

Will you touch the right accounts and how is your sales leader assigning the reps to the right accounts? What accounts get you bigger deal sizes? Account management and segmentation is one of the keys in enabling a solid sales strategy.

Account Management 98

Account Management Management Sales Client Relationships 98

SmartKarrot

APRIL 21, 2023

Client Success Manager integrates product expertise and client input as a bridge between service and sales. Educating customers about available resources, including knowledgebase articles, how-to videos, tutorials, and webinars. Take charge of new accounts, managing on-boarding and adoption while boosting usage inside the company.

Customer Success 19

Customer Success Account Strategy Stakeholders Onboarding 19

Jermaine Edwards

APRIL 3, 2020

You can get more specific details on effective decision making in this blog article. You may find my article on value pillars helpful in thinking about how you can drive greater value to your customers. Evaluate what you don’t see e.g. dangers or risks. Design the proactive action plan.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

Jermaine Edwards

MARCH 26, 2020

What keeps them alive are their practices and ideas which I have provided for you to explore and implement in this article. All of these attributes could be applied at almost anytime in history. Great companies fail every day. Going through tough times is not new to humanity.

Key Account Management 130

Key Account Management Marketing Meetings Account Strategy 130

Brooks Group

DECEMBER 27, 2022

The day-to-day activities of an inside account manager, or “farmer”, are going to differ from those of a more traditional “hunter”. We often hear of sales managers tracking how many calls a salesperson makes without making a distinction between the type of calls being made. Behaviors Based on Position. Use Data To Set Goals.

Sales 77

Sales Sales Leadership Leadership CRM 77