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

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. present cost – What will this actually take? Here they are…. What do I mean by this? These are four of the most common internal customer risks.

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. Risk of present cost – What will this actually take? Here they are…. What do I mean by this? Risk of a future result – Will I regret this later?

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

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. The first step in this next phase is developing a customized account strategy.

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

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

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

Miller Heiman Group

JANUARY 31, 2019

Being buyer-centric with existing accounts requires excellent account planning. Account planning goes beyond simply renewing existing products or a list of future products to present to the buyer. A real account plan is a living document that defines the goals of the relationship with a focus on actual value.

Account Planning 83

Account Planning Decision-making Account Strategy Prioritization 83

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. Decide on a group call Once you present the CB and the IB and map with your contacts. This can be strongly dependent on your current relationship.

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 130

Revegy

JULY 17, 2018

You can now quickly assess your strength in the account versus your competition and reveals new, cross-sell, and up-sell opportunities. Having a clear picture of past, present and future opportunities and revenue is where the “rubber meets the road” in key account planning.

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40

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. Create, nurture, and manage a team of CSMs acting as Giving Success Coaches to engage clients and influence results.

Customer Success 19

Customer Success Onboarding Customer Experience Finance 19

Jermaine Edwards

APRIL 3, 2020

Begin answering the question in each category: VOLATILE – Rate of Change UNCERTAIN – Unclear about the present Where are the unpredictable areas that impact how we solve the problem? I want to share how you can use VUCA as a risk tool to powerfully shape the actions you take.

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

Jermaine Edwards

MAY 6, 2020

Customer Pivoting is the process of adjusting your current resources, capabilities and assets to come in line with a current or new customer’s present or future solution needs. As a Key Account Manager or Director you must begin with identifying the difference between the customer and the industry.

Manufacturing 130

Manufacturing Key Account Management Decision-making Digitalization 130

SmartKarrot

FEBRUARY 9, 2022

Apply here: [link] Role: Senior Customer Success Manager Location: London, England, United Kingdom (Hybrid) Organization: Zeelo As a Senior Customer Success Manager, you will build account strategy, working closely with other cross-functional teams in development and execution.

Customer Success 3

Customer Success Prioritization Account Strategy Account Management 3

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.

Sales 77

Sales Sales Leadership Leadership CRM 77