DemandFarm

APRIL 18, 2023

A connected apps ecosystem in key account management involves the integration of your digital key account planning tool with other tools in your sales tech and marketing tech stack. How does sales enablement currently manage this data? How do you keep track of all of this data?

Account Management 52

Account Management Digitalization Management Account Planning 52

DemandFarm

APRIL 26, 2023

Key Account Management (KAM) focuses on building long-term relationships, and aims to improve customer satisfaction – especially in a B2B scenario. A key account manager’s primary responsibility is ensuring that the needs of key clients are met, and that they remain satisfied with the company’s products and services.

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52

DemandFarm

MAY 12, 2023

Among the challenges was gaining visibility into various aspects of their strategic accounts, leveraging best practices from different teams, and institutionalizing processes and systems to ensure smooth operations across their international offices. This is where Global Account Management (GAM) comes into play.

Global Accounts 52

Global Accounts Account Management Management Logistics 52

DemandFarm

JULY 26, 2023

Quality over Quantity: How Focusing on a Select Few Accounts Can Drive Greater Success in Digital Key Account Management As digital Key Account Management grows in relevance, many organizations find themselves confounded by the question of whether obtaining new customers is more important than retaining existing key clients.

Key Account Management 40

Key Account Management Account Management Digitalization Management 40

KAM With Passion

NOVEMBER 11, 2020

By talking to each other and by making sure that conversations are meaningful to both parties. The evolution of social and economic parameters or business models and the disruption caused by the sanitary crisis do not make them less important. Business Reviews in an Account Management context. On the contrary.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Account Manager Tips

NOVEMBER 22, 2022

First things first: find out what they want You can't adapt your account strategy until you understand what the new procurement team want. As a supplier, if you want to sell to procurement, you really need to understand things like the buying process, supplier management, supply chains, decision making and more.

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 130

Arpedio

JANUARY 5, 2024

In the competitive landscape of today’s market, understanding the trifecta of sales targets , business strategy , and client dynamics can propel a sales team’s success exponentially. Let us delve into the specifics that underscore the potency of a carefully crafted account strategy.

Account Planning 52

Account Planning Value Proposition Account Management Sales 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

Arpedio

AUGUST 24, 2022

Think of it like this: a marketing strategy that sales, marketing and account management professionals use in order to maintain marketing efforts to their existing clients. Keep on reading as we define account planning and dive into how you can perform efficient and successful account planning.

Account Planning 52

Account Planning Account Development Management Account Management 52

Cosawi

FEBRUARY 27, 2023

Today, as advisors in the strategic account management space, we are surprised and disheartened to see that marketing is often not only missing at the strategic account team table but also working from an inside-out products focus, rather than an outside-in customer focus. At another point, decision remorse may be setting in.

Marketing 52

Marketing Suppliers Investors Account Planning 52

Corporate Visions

JANUARY 23, 2020

But while you’re having a quarterly business review with your customer about utilization metrics and project status updates, that same customer’s name is moving through your competitor’s sales funnel—being targeted with marketing campaigns, discussed in sales forecasts, and being put through account strategy planning sheets.

Customer Success 120

Customer Success Decision-making Account Strategy Account Management 120

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. It’s knowing this that helps you to make better decisions. Arguably every sale we make has an element of risk to the person in front of us.

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. It’s knowing this that helps you to make better decisions. Arguably every sale we make has an element of risk to the person in front of us.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

SmartKarrot

MAY 27, 2020

Has your mind been pondering around these questions like – ‘What skills are the top account management companies looking for’? Are they even looking for account managers to hire? Let’s see how you can benefit from the best account manager training available online. LAMP Account Management Training .

Account Management 10

Account Management Management Key Account Management Account Growth 10

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. There’s a reduction in frustration and cost of time due to non-decisions, ghosting and a lack of customer cooperation. Trust goes a long way.

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 130

Jermaine Edwards

MARCH 17, 2020

This is especially true when it comes to the application of key account management and the elements that shape the success of existing customer management. Core question: How are we making ourselves easy to choose as a partner? What improvements can you make to the experience? SELECTION and ASSESSMENT.

Customer Life Cycle 130

Customer Life Cycle Key Account Management Decision-making Innovation 130

Jermaine Edwards

MAY 6, 2020

What changes are your customers making today that may impact your relationship tomorrow? This is one of a dozen questions every organisation and key account team must ask. The Change Decision. In both scenarios, the two organisations had to make some very important decisions. Let me share two examples.

Manufacturing 130

Manufacturing Key Account Management Decision-making Digitalization 130

Miller Heiman Group

JANUARY 31, 2019

On face value, that may sound good, but merely meeting expectations actually has the effect of making you, as an individual seller, indistinguishable from the rest. This is understandable: No one wants to lose an account altogether by taking a risk attempting to upsell and then making a fatal mistake if it doesn’t go well.

Account Planning 83

Account Planning Decision-making Account Strategy Prioritization 83

Cosawi

DECEMBER 28, 2021

We too often confuse strategic account sponsorship with corporate project sponsorship, where sponsorship is a way to escalate issues or decision-making when in need. When done right, strategic account sponsorship begs to have a very different definition. This name implies buy-in from the executive and the “be-in” mindset.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

Jermaine Edwards

APRIL 3, 2020

This doesn’t mean it will be easy nor will you not have to make tough decisions. It just means the effort and tough decisions will be worthwhile. Selecting the right team and identifying those resources makes a big difference. Two – VUCA Decision Making. Identify the exact problem you need to solve.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

Corporate Visions

JANUARY 23, 2020

But while you’re having a quarterly business review with your customer about utilization metrics and project status updates, that same customer’s name is moving through your competitor’s sales funnel—being targeted with marketing campaigns, discussed in sales forecasts, and being put through account strategy planning sheets.

Customer Success 52

Customer Success Decision-making Account Strategy Account Management 52

Jermaine Edwards

JUNE 29, 2020

Now, one of the biggest mistakes that we make is assuming that expectations remain the same throughout the course of our relationship with our customers. This is because we’re always looking to mitigate risk and elevate our ability to inspire confidence and particular decision-making. That is just false.

Communication 130

Communication Decision-making Finance Key Account Management 130

Jermaine Edwards

APRIL 16, 2020

Every person and every organisation is currently seeking to make one or all of these adaptations. To make thoughtful changes quickly without impeding or restricting current operations. For your business, and particularly the view of who you’ll become to your customers, you must look at the actions and decisions you make more carefully.

Computers and Electronics 130

Computers and Electronics Supply Chain Telecommunications Financial Services 130

Revegy

JULY 17, 2018

A good strategic account program requires a clear understanding of the customer’s internal structure, personnel and decision-making process, including the buying centers with responsibility for initiatives and budgets. Increase forecast visibility: JDA increased forecast horizon from 3 months to 3 years.

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40

SmartKarrot

OCTOBER 17, 2022

Account mining can help your business identify, recognize and expedite potential areas of account growth, future account projections, and much more. Account mining allows companies to monitor existing accounts and maintain a comprehensive, centralized data repository. Identifying Unexplored Business Functions.

Account Strategy 10

Account Strategy Account Management Digital Transformation Profitability 10

SBI

OCTOBER 22, 2019

With more decision makers at the table and longer sales cycles, obtainable milestones prevent sales teams from feeling overwhelmed. MARK: You’re handicapped as an organization if you don’t have a way to see what’s going on in your key accounts today and identify the pathways for optimal revenue growth tomorrow.

Account Planning 23

Account Planning Key Account Management Account Management Sales 23

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. What makes a prospect qualified?

Sales 77

Sales Sales Leadership Leadership CRM 77

Hubspot Sales

JULY 1, 2019

Customer success managers deliver a custom onboarding experience, then work to develop relationships with multiple stakeholders at multiple levels (rather than leaving an account’s success to a single advocate, power user, or internal champion). If your average sales cycle lasts three or more months, ABS makes sense.

Stakeholders 86

Stakeholders Finance Sales Decision-making 86