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

JUNE 20, 2021

This article focuses on individual competencies, especially those of the Key Account Managers. Other articles on this blog explore the collective KAM capabilities an organisation must develop to be successful with KAM. Defining Skills & Competencies. 3 Types of KAM-relevant Competencies.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Brooks Group

MARCH 6, 2024

Sales Effectiveness Goal: Acquire New Customers Another important way to measure sales effectiveness is by tracking growth in two areas: new customer acquisition and retention and expansion of existing accounts. Begin by identifying the KPIs that will help your team be most effective at account management.

Organization 84

Organization Account Management Sales Sales Training 84

Arpedio

NOVEMBER 27, 2023

2023/2024 Industry Report Discover the power of sales tech in private equity-backed firms Download report ← Back to blog In this comprehensive report we uncover the strategies and success stories of PE-backed companies that have excelled in the realm of sales optimization. Book demo #1 Account-Based Selling Platform Powerful alone.

Acquisition 52

Acquisition Facilitation Account Planning Stakeholders 52

SBI

SEPTEMBER 5, 2019

Bigtincan Takes Aim at Revenue Enablement with AsdeqLabs Acquisition. The acquisition of AsdeqLabs expands Bigtincan’s capabilities in sales enablement as well as the growing field of revenue enablement across the enterprise. It’s an honor to have this vision shared through the wider industry via this acquisition.”.

Acquisition 27

Acquisition Account Planning B2C Banking 27

Red Star Kim

FEBRUARY 15, 2024

All of them (to a greater or lesser extent) result in learning and the acquisition of new skills and behaviours. MBD professionals are expected to help fee-earners achieve their full potential in marketing, business development and client management whilst delivering results and impact from strategic MBD initiatives. The terms (e.g.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

SalesGlobe

APRIL 26, 2022

Due to a recent acquisition , the goal was to implement a consistent definition and pursuit strategy that supported account management and new business development. The two roles in question, account managers and sales executives had no clear role definition based on expectations.

Transportation 52

Transportation Account Management Acquisition Innovation 52

SOAR Performance Group

DECEMBER 13, 2023

A challenging market in recent years has caused many companies to reconsider how they balance new account acquisition with existing customer expansion. Keep reading for 3 practical shifts your organization […] The post 3 Practical Ways to Optimize Account Growth appeared first on SOAR Performance Group.

Account Growth 59

Account Growth Acquisition Organization Marketing 59

Insightly

MAY 13, 2021

Consider repurposing this content on the blog or marketing site. Customer marketing is marketing that’s focused on retention, not acquisition. For successful customer marketing, the marketing, sales, account management, and customer success teams must be in lockstep. How customer success can improve customer marketing.

Customer Success 93

Customer Success Marketing Acquisition CRM 93

SalesGlobe

AUGUST 25, 2022

Growth through customer acquisition: selling new products to new customers. The sales organization must change from “order taking” and account management to product expansion and new customer acquisition. A role focused on buyer and product penetration may be referenced as a “hunter rep” or “account manager”.

Acquisition 52

Acquisition Sales Account Management Innovation 52

Arpedio

MAY 30, 2022

Back to blog. Not sure what it means to be a journey orchestrator in Account Management? Last week more than 500 Strategic Account Managers (SAMs) and leaders of SAM programs gathered in New Orleans for the annual Strategic Account Management Association (SAMA) conference. Keep on reading. Contact us.

Digital Transformation 52

Digital Transformation Account Management B2B Advertising 52

ProlifIQ

JUNE 21, 2023

One such strategy that has proven to deliver impressive returns is account planning. In this blog post, we will explore the ROI of account planning, define what an account plan entails, discuss its role in sales success, and provide valuable insights backed by trusted sources such as Gartner and Forrester.

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

SalesGlobe

JULY 13, 2022

We’re talking about mergers and acquisitions today. We also know that technology acquisitions is leading the way. We have other acquisitions, mergers that have happened before that. And there’s three different types of synergies that are the focus of the acquisition. I’m not sure. Mark Donnolo.

Acquisition 52

Acquisition Sales Account Management Financial Services 52

Mike Kunkle

NOVEMBER 21, 2023

The Current State Situation Historically, due to being in a mature vertical where you have serviced many customers for many years, with upgrades, maintenance, services, and expansions, you have focused on territory management and account management and experienced reasonable growth in your industry.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Brooks Group

MARCH 6, 2023

Great sales leaders combine these forecasts with their company’s acquisition targets and continually engage with the marketers and sales team to achieve them. Analyze Performance Data Sales management involves analyzing performance data to make data-driven decisions and provides effective leadership to sales teams.

Sales Management 52

Sales Management Management Suppliers Sales 52

DemandFarm

MAY 12, 2023

Since customer acquisition has changed within the B2B sphere, the sales funnel is a bit outdated. Specialized Key Account Management tools like DemandFarm come in handy to identify whitespaces and harness key relationships. Key Account Management tools can help build strong, long-term customer relationships to achieve this.

B2B 52

B2B Key Account Management Account Management Manufacturing 52

Insightly

MAY 12, 2021

Consider repurposing this content on the blog or marketing site. Customer marketing is marketing that’s focused on retention, not acquisition. For successful customer marketing, the marketing, sales, account management, and customer success teams must be in lockstep. How customer success can improve customer marketing.

Customer Success 64

Customer Success Marketing Customer Experience Acquisition 64

SalesGlobe

AUGUST 25, 2022

But now that you’ve done the acquisition, what’s next right? And we made 24 acquisitions along the way, had four transactions with four different private equity firms. You had a lot of acquisitions there. How do you how much of that was acquisition growth? Slowed down just a bit. That’s incredible.

Acquisition 52

Acquisition Sales Decision-making Leadership 52

SalesGlobe

APRIL 27, 2022

And today we’re going to talk about M&A mergers and acquisitions as related to the sales organization Michelle. Yes, we are Mark what we know is that 2021 it was an unprecedented time for merger and acquisition activity. So it becomes part of their growth strategy to grow by acquisition and not so much organically.

Acquisition 52

Acquisition Sales Account Management Organization 52

Clarity Engagement Solutions

NOVEMBER 9, 2020

– The effect of merger and acquisition activity. Customer-facing account teams still try to develop business with a product-focused mentality at the same time that healthcare stakeholders wrestle with challenges; the timing and context of which, render product-centric approaches a distraction. – Patient empowerment.

Supply Chain 91

Supply Chain Healthcare Suppliers Stakeholders 91

Mike Kunkle

AUGUST 27, 2019

Knowledge Acquisition (in the most efficient, effective, well-designed way possible, validating that learning has occurred). Let’s get connected: Transforming Sales Results Blog: [link]. Supporting work-related formal education goals. Recorded webinar on the 5 Stages: [link] ]. SMM Connect Webinars: [link]. LinkedIn Profile: [link].

Sales 130

Sales Onboarding Leadership Sales Training 130

SalesGlobe

APRIL 4, 2022

This method is best suited for markets where specific account-level data is not available or reliable. Account managers’ quotas are based on historic performance and known characteristics about the market. Account Potential. Quotas for account managers are based on account knowledge and pipeline planning.

Account Planning 52

Account Planning Sales Account Management Innovation 52

Red Star Kim

JANUARY 16, 2023

Improving/establishing account management. Improving project management on client engagements. Obtaining feedback from clients. Research in growth markets and client segments. Providing training and support to fee-earners. Marketing via social and digital channels. Relaunching or refreshing the firm’s brand.

Marketing 130

Marketing Co-Creation Government Artificial Intelligence 130

SBI

AUGUST 1, 2019

Revegy provides a premier platform for Key Account Management, focused on helping companies optimize revenue growth for their most valuable customers. These insights help the Account Management team identify strategic solutions that align with their customer’s needs. Account Planning. Account Targeting.

Account Planning 34

Account Planning Account Management B2B CRM 34

SBI

AUGUST 2, 2019

Revegy provides a premier platform for Key Account Management, focused on helping companies optimize revenue growth for their most valuable customers. These insights help the Account Management team identify strategic solutions that align with their customer’s needs. Account Planning. Account Targeting.

Account Planning 32

Account Planning Account Management CRM B2B 32

SalesGlobe

MARCH 21, 2023

Additionally, roles that are eligible for sales compensation plans are often assigned sales quota, revenue targets or customer acquisition metrics. For example, a role focused on new customer acquisition for mid-size accounts may have a 50/50 mix while a role focused on current customer management for major accounts may have a mix of 70/30.

Sales 52

Sales Acquisition Innovation Profitability 52

SalesGlobe

NOVEMBER 19, 2021

Make sure the pay mix isn’t too aggressive for long and complex sales cycles or too shallow for faster acquisition cycles. Several factors drive pay mix that should consider including the job’s focus on account management vs. account acquisition, buying process complexity, and length of the sales process.

Sales 96

Sales Supply Chain Acquisition Organization 96

SalesGlobe

APRIL 19, 2022

According to a global HBR study 70% to 90% of mergers fail to achieve the expected outcomes of the merger or acquisition, and what we know is that many of those outcomes become the responsibility of the sales organization to execute. Communications That Come Too Late. One of the biggest mistakes we see is coverage model assumptions.

Acquisition 52

Acquisition Sales Decision-making Communication 52

SBI

DECEMBER 4, 2019

The acquisition extends Brainshark’s position as an innovative force and leader in the sales readiness and enablement software market, with the most effective and comprehensive solutions for preparing client-facing teams to perform at the highest level. Account Planning. Account Planning. Account Targeting. Blog Article.

Account Planning 29

Account Planning Acquisition Artificial Intelligence Sales 29

SBI

SEPTEMBER 27, 2019

Resources All Awards & Recognition Blog Article Funding & Acquisitions Industry News Interview Video Video Reviews Webinars. Revegy, a leading provider of account revenue optimization technology, and FinListics, a company that helps B2B sellers analyze and speak to the financial performance of. Account Planning.

Artificial Intelligence 34

Artificial Intelligence Account Planning Onboarding Profitability 34

SBI

MAY 7, 2019

Sean’s focus on customer acquisition and retention comes from a strong background of successfully scaling early-stage tech companies. He has 22 years of experience in sales management, entrepreneurship and business operations, primarily at emerging-growth technology companies. Account Targeting. Blog Article.

Account Planning 33

Account Planning Leadership Acquisition Customer Success 33

SBI

DECEMBER 9, 2019

Resources All Awards & Recognition Blog Article Funding & Acquisitions Industry News Interview Video Video Reviews Webinars. 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 26

Account Planning Software Software Acquisition 26

SBI

SEPTEMBER 27, 2019

Also, sign up for our award-winning blog The Art & Science of Complex Sales. Resources All Awards & Recognition Blog Article Funding & Acquisitions Industry News Interview Video Video Reviews Webinars. Account Planning. Account Targeting. Blog Article. Media Contact. George Brontén, CEO.

B2B 32

B2B Account Planning Sales CRM 32

SBI

SEPTEMBER 17, 2019

Resources All Awards & Recognition Blog Article Funding & Acquisitions Industry News Interview Video Video Reviews Webinars. Revegy, a leading provider of account revenue optimization technology, and FinListics, a company that helps B2B sellers analyze and speak to the financial performance of. Account Planning.

Account Planning 33

Account Planning Sales CRM Sales Technology 33

SmartKarrot

SEPTEMBER 10, 2020

If you have been following SmartKarrot’s blogs then you would find that we have written many blogs on different roles. But this blog is specifically about Chief Customer Officer (CCO). The account management team also sometimes falls under the scope of CCO responsibilities. Other times they report to a sales head.

Key Account Management 10

Key Account Management Acquisition Customer Success Account Management 10

SBI

JANUARY 14, 2020

The conference will also offer attendees exclusive, in-depth looks at recent and future additions to the Brainshark platform, coming on the heels of the company’s acquisition of Rekener last month. Resources All Awards & Recognition Blog Article Funding & Acquisitions Industry News Interview Video Video Reviews Webinars.

Account Planning 34

Account Planning Artificial Intelligence Sales Acquisition 34

SalesGlobe

OCTOBER 20, 2022

Account acquisition through outbound calling and prospecting is a priority over account management and inbound response to marketing campaigns. Finding people with the right skills, talent, and connections to develop and bring in new business for the company is key.

Retail 40

Retail Sales Innovation B2C 40