KAM With Passion

NOVEMBER 11, 2020

To keep things relatively simple, let’s consider two types of context: Account Management and Key Account Management and let’s see how the execution of Business Reviews adapts to the depth of relationship between the supplier and each customer. Business Reviews in an Account Management context.

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. Schedule a discovery meeting as soon as possible to figure out what their priorities are. How do they want to manage supplier relationships? What is their role in optimizing costs?

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 130

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. Has no plan Which clients need an account plan? Internal teams.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Cosawi

JANUARY 29, 2024

In the work we do, we find fascinating to see that Marketing as a function is often missing at the strategic account table. 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.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

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

Jermaine Edwards

MAY 27, 2020

Some account managers and key account managers can get paralysed by over research. When studied and applied these will immediately help you as a customer leader or key account manager prepare to support, shape and solve real problems with and for your customers. There are three influencing market areas.

Key Account Management 195

Key Account Management Account Management Innovation Financial Services 195

DemandFarm

JULY 20, 2023

By building and managing long-term relationships with your key accounts, you can create a foundation for sustainable growth. The 30-60-90-Day Blueprint is a time-bound, comprehensive approach to Key Account Management. This information will help you understand your key accounts’ needs and how best you can meet them.

Key Account Management 40

Key Account Management Account Management Meetings Account Strategy 40

Revegy

AUGUST 12, 2020

If you’re responsible for growing your company’s revenue, either through a sales or an account management role, the panic of deal slippage or limited revenue opportunities may feel unavoidable. To keep your goals on track and to uncover new opportunities, focus on establishing a customer-centric strategy.

Account Planning 69

Account Planning Account Management Stakeholders Client Development 69

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

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

Miller Heiman Group

JANUARY 31, 2019

According to CSO Insights research , buyers say that 62 percent of sellers meet their expectations. 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. We know a thing or two about account strategy planning.

Account Planning 83

Account Planning Decision-making Account Strategy Prioritization 83

Cosawi

DECEMBER 28, 2021

The idea of executive engagement implies an accountable and engaged member of the account team, rather than a distant backroom player. Strategic account management is a team sport and requires cross-functional, vertical level engagement and strong accountability. Challenge account strategy and tactics.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

MTD Sales Training

NOVEMBER 13, 2017

I received an email last week from Trevor Borrows who is a newly appointed National Sales Manager in charge of a team of Account Managers. Here’s what Trevor asked: “Hi Sean, being a new National Sales Manager I need to understand how to develop account strategies.

Management 48

Management Suppliers Profitability Account Management 48

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. Discuss how to manage the consequences if you’re unable to meet expectations. Don’t put added pressure on yourself or your stakeholder.

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 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

SmartKarrot

JUNE 14, 2023

Participate in routine customer review meetings to talk about how goals and objectives are progressing. Showcase our solutions to customers, respond to their unique API questions, and (if necessary) refer them to our API tech specialist.

Customer Success 19

Customer Success Construction Account Strategy Stakeholders 19

Revegy

JULY 17, 2018

Are your account plans helping your teams meet their quotas or are they missing the mark? Without comprehensive, well thought out account plans, companies are missing out on major revenue opportunities and risk losing some of their largest clients.

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40

Jermaine Edwards

JUNE 29, 2020

This will help in knowing how best to manage and master what’s happening so the experience and expectations of your customer is met. This will mean having clear agenda items in your internal and external meetings that are results and impact focused. Importantly have clear actions that hold everyone accountable.

Communication 130

Communication Decision-making Finance Key Account Management 130

SOAR Performance Group

MAY 5, 2021

The virtual meeting of the Sales Leadership Community hosted by the Houston Chapter. The topic for the meeting was “Becoming More Strategic with Your Most Strategic Accounts”. The post Episode 36: Becoming More Strategic With Your Most Strategic Accounts appeared first on SOAR Performance Group. At this live […].

Sales Leadership 52

Sales Leadership Leadership Meetings Sales 52

SmartKarrot

JULY 8, 2022

Manage a portfolio of existing customer relationships within the US. Build out and maintain a collaborative account strategy for your customer portfolio. Working alongside the Sales Director assigned to the account to plan and improve revenue – specifically renewals and upsell opportunities.

Customer Success 19

Customer Success Insurance Onboarding Government 19

SmartKarrot

NOVEMBER 29, 2021

Apply here: [link] Role: Customer Success Manager – French Speaking Location: London, England, United Kingdom Organization: Procore Technologies As a Customer Success Manager, you will gain a strong understanding of best practices relevant to retaining and growing accounts within a personal portfolio while mitigating risk.

Customer Success 19

Customer Success Government Account Strategy Customer Value 19

SmartKarrot

FEBRUARY 9, 2023

Determine chances for growth by keeping an eye on consumer product usage, industry news and changes, and developing strategic account strategies with sales to expand to other teams. To ensure a consistent customer experience and the effectiveness of CSMs, define, improve, and manage a customer engagement model.

Customer Success 19

Customer Success Onboarding Customer Experience Finance 19

SmartKarrot

APRIL 7, 2021

Role: Customer Success Director (South) Location: Boulder, CO, US Organization: Uplight As a Customer Success Director, you will collaborate with senior executives on account strategy and delivery. Meet/exceed your accounts’ annual sales target to support Uplight in reaching its goals, while being well rewarded for your efforts.

Customer Success 10

Customer Success Account Strategy Stakeholders Leadership 10

SmartKarrot

JULY 6, 2020

Apply here: [link] Role: Major Account Manager Location: New York, US Organization: Cohesity Build and maintain longterm relationships with clients at different levels. Define and execute sales plans for the assigned territory to meet and exceed quota through prospecting, qualifying, managing and closing sales opportunities.

Customer Success 10

Customer Success Account Management Account Strategy Onboarding 10

Jermaine Edwards

MARCH 26, 2020

Both questions offer similar responses but the second question meets the great question criteria as it expands the possibilities and simplifies how to approach the problem. Thinking Time question : How might we explore the real challenge of why customers are doing less business with us? Start asking better questions today.

Key Account Management 130

Key Account Management Marketing Meetings Account Strategy 130

SmartKarrot

APRIL 27, 2021

Create and implement a customer success engagement model inclusive of account management, retention and cross-sell/up-sell initiatives. Expand revenue and League expanded offerings in existing accounts and increase average customer lifetime value. Apply here: [link].

Customer Success 10

Customer Success Account Management Stakeholders Finance 10

Jermaine Edwards

APRIL 16, 2020

The $34 billion French drinks group saw the opportunity in their supply chain and chemicals work to help meet the world’s urgent need for the potentially life-saving product that was in scarce supply.

Computers and Electronics 130

Computers and Electronics Supply Chain Telecommunications Financial Services 130

Jermaine Edwards

APRIL 3, 2020

We must know how to mobilise a team to meet those demands. This falls apart when you have a customer crisis because it is more nuanced, there are many more people involved and it often comes with greater complexity. To do this we must think about skills and resources, not job titles and positions. It’s about the result, not status.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

SmartKarrot

FEBRUARY 17, 2021

Manage a team of technical account managers (TAM) responsible for ensuring the technical goals of customers are met. Proactively manage a portfolio of high-value customers to maximize their return on investment. Present at regular customer business review meetings to articulate value and return on investment (ROI).

Customer Success 10

Customer Success Value Proposition Stakeholders Onboarding 10

SmartKarrot

DECEMBER 18, 2020

Work with the wider Customer Success team on strategy and growth. Manage client strategy and support across the platform, to ensure they are using it to its full capability. Meet clients on-site as much as possible. Partner closely with sales to manage account strategy and ensure customer growth and retention.

Customer Success 10

Customer Success Account Strategy Onboarding Account Management 10

Deep Insight

AUGUST 16, 2021

Barbara Weaver Smith has assembled their views and her own thoughts on global account management into a structured approach for going after and hanging onto large complex accounts. Global account teams need a massive store of knowledge about their target company and its market, as well as about industry and business challenges.

Global Accounts 52

Global Accounts Key Account Management Account Management Profitability 52

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. The only rule is: never conduct meetings at a bar. .

Sales 77

Sales Sales Leadership Leadership CRM 77

Jermaine Edwards

APRIL 29, 2020

What if leadership was what we really needed in key account management today? It wasn’t until we moved from customer management into personal and customer leadership that things shifted significantly. Almost never in the world of success and key account management, do we hear about the importance of leadership.

Key Account Management 130

Key Account Management Account Management Management Leadership 130

Hubspot Sales

JULY 1, 2019

Executives are also involved in closing these accounts -- giving strategic direction, meeting with customer stakeholders, helping the account team acquire any necessary resources, and so on. ABS maintains this account-level focus after the sale. At the top of the funnel, track how effectively SDRS are engaging prospects.

Stakeholders 86

Stakeholders Finance Sales Decision-making 86