QYMATIX

JUNE 1, 2023

Customer churn in B2B refers to a portion of subscribers or contract customers who change suppliers during a certain period of time. In B2B practice, some churn goes unnoticed for a long time or is only detected when it is already too late. – Managing directors or managers of medium-sized B2B companies.

B2B 40

B2B Suppliers Key Account Management Sales Analytics 40

QYMATIX

OCTOBER 19, 2021

How will artificial intelligence redefine sales management? What long-term influence does digitisation have on B2B sales? Key Account Managers had to prepare a visit to a potential client thoroughly. Key Account Managers can now call clients in seconds – even to meet them virtually thanks to video and webinars.

Artificial Intelligence 98

Artificial Intelligence B2B Computers and Electronics Internet 98

KAMCast

JULY 8, 2021

The evolution of an account manager , over the decades, has taken us on a bit of a journey: Let’s visit the 70s… Where the gift of the gab was enough to see you into a meeting with a key decision maker - armed with a bag full of good stories and friendly chat. What role does today’s account manager play then?

Key Account Management 52

Key Account Management Account Management Management Facilitation 52

Account Manager Tips

MARCH 23, 2021

Why large accounts are not key accounts Key accounts are your most valuable customers, and organisations frequently rely on volume to identify them. For many B2B companies, their largest customers represent 30 to 50% of total revenue and margin. Which is why key account management is so important.

Co-Creation 227

Co-Creation Key Account Management Account Management Suppliers 227

QYMATIX

OCTOBER 19, 2021

How will artificial intelligence redefine sales management? What long-term influence does digitisation have on B2B sales? Key Account Managers had to prepare a visit to a potential client thoroughly. Key Account Managers can now call clients in seconds – even to meet them virtually thanks to video and webinars.

Artificial Intelligence 72

Artificial Intelligence B2B Computers and Electronics Internet 72

Account Manager Tips

JUNE 29, 2021

Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop. Suppliers submit proposals to provide them.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Account Manager Tips

JULY 6, 2022

I stumbled across a research paper on co-creating value in B2B systems and thought it'd make a good topic to chat with you about. Challenge traditional supplier-customer relationships - build partnerships and contribute resources through relationships. In other news + Creating customer value through shared accountability.

Co-Creation 130

Co-Creation Value Proposition Account Planning Suppliers 130

Arpedio

NOVEMBER 30, 2021

Interactions with customers are becoming more complex due to an overwhelming amount of information and products and therefore there is an opportunity for sellers to shift from the traditional role of information provision to the new role of information management to create value for buyers.

Digitalization 52

Digitalization Account Management B2B Decision-making 52

Arpedio

SEPTEMBER 22, 2022

How Aggreko gained complete transparency into the health of their accounts. Aggreko is a supplier of temporary power generation equipment and of temperature control equipment using the latest fuels and storage solutions. Global B2B corporations are already creating significant results through the ARPEDIO solutions. Contact us.

Account Planning 52

Account Planning Account Management B2B Suppliers 52

SmartKarrot

MAY 15, 2023

Key Account Management (KAM) is the art of strategically managing and nurturing these vital accounts, unlocking their full potential and driving long-term growth. Get ready to dive into a world of knowledge and unlock the secrets to mastering the art of Key Account Management ! Amazon Link 2. Amazon Link 4.

Key Account Management 10

Key Account Management Account Management Management Suppliers 10

Arpedio

SEPTEMBER 22, 2022

How Aggreko gained complete transparency into the health of their accounts. Aggreko is a supplier of temporary power generation equipment and of temperature control equipment using the latest fuels and storage solutions. Global B2B corporations are already creating significant results through the ARPEDIO solutions. Contact us.

Account Planning 52

Account Planning Account Management B2B Suppliers 52

PartnerTap

FEBRUARY 12, 2024

Companies come to us for co-sell transformation because they know B2B sales is broken. Problem 1: B2B buyers have changed and our selling motion must adapt B2B buyers have changed. Partner account managers don’t co-sell. And channel managers don’t co-sell. Salespeople co-sell. Marketers don’t co-sell.

Sales 52

Sales Decision-making B2B Suppliers 52

QYMATIX

MARCH 26, 2024

But how can mid-market wholesalers and B2B companies keep up? The financial benefits of a B2B loyalty program come from suppliers and buyers rewarding each other’s trust. When key account managers identify a customer at high churn risk, they deploy such programs. I WANT PREDICTIVE ANALYTICS FOR B2B SALES.

Management 52

Management Artificial Intelligence CRM Software 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. Is ABM strategic or tactical?

Marketing 52

Marketing Suppliers Investors Account Planning 52

Arpedio

JUNE 29, 2022

Green Team Group (Green Team going forward) is Europe’s leading supplier of high-end, sustainable Christmas trees. Prev Previous post How GUBI went from limited account insight to complete stakeholder visibility. Global B2B corporations are already creating significant results through the ARPEDIO solutions. Start free trial.

Supply Chain 52

Supply Chain Manufacturing Logistics B2B 52

Red Star Kim

JANUARY 16, 2023

Improving/establishing account management. Improving project management on client engagements. I’m also surprised that there wasn’t greater emphasis on collaboration and co-creation with clients, on improving data which is vitally important in the digital environment and in terms of client and referrer relationship management.

Marketing 130

Marketing Co-Creation Government Artificial Intelligence 130

Hubspot Sales

SEPTEMBER 11, 2018

Of all the questions we receive at Gartner’s Sales practice, some of the toughest and most frequent revolve around key account management. “ How do we build a successful key account management program? ”. “ How do find effective key account managers (KAMs)? ”. “ How do we equip them to succeed? ”. “

Key Account Management 66

Key Account Management Suppliers Account Management B2B 66

Farland Group

SEPTEMBER 28, 2022

Bev has over 30 years of experience working in B2B marketing, both on the client side as well as consulting and training, and is best known for her work in account-based marketing (ABM). Q: Can you tell us about account-based growth versus account-based marketing and how you might advise people to consider that in their program?

Co-Creation 52

Co-Creation Marketing Management Suppliers 52

SmartKarrot

JUNE 28, 2023

The key account manager is then supposed to act as the first contact point between these clients and the business, dedicate resources, and hold meetings with them. The main aim of this practice is to help grow the number of key accounts in order to attain mutually beneficial goals and maximize their value.

Key Account Management 10

Key Account Management Account Management CRM Management 10

SmartKarrot

OCTOBER 11, 2022

For this reason, you require a key account management process. . CEOs (Chief Executive Officer) and chief sales officers place a high priority on key account programs. By addressing three crucial problems—misguided key account selection, overworked key account managers , and resource waste—CSOs can buck this trend. .

Key Account Management 10

Key Account Management Account Management Management Suppliers 10

QYMATIX

MARCH 26, 2024

But how can mid-market wholesalers and B2B companies keep up? The financial benefits of a B2B loyalty program come from suppliers and buyers rewarding each other’s trust. When key account managers identify a customer at high churn risk, they deploy such programs. I WANT PREDICTIVE ANALYTICS FOR B2B SALES.

Management 40

Management Artificial Intelligence CRM Software 40

SmartKarrot

OCTOBER 14, 2022

For this reason, you require a key account management process. . CEOs (Chief Executive Officer) and chief sales officers place a high priority on key account programs. By addressing three crucial problems—misguided key account selection, overworked key account managers , and resource waste—CSOs can buck this trend. .

Key Account Management 10

Key Account Management Account Management Management Suppliers 10

Arpedio

MAY 25, 2021

Since 2003, Trackunit has specialized in the design and development of fleet management solutions, connecting and tracking machines and operators across a wide range of industries. Today, Trackunit is a market-leading global supplier of fleet management systems with offices across Europe, US, Australia and Asia. Solutions used.

Digital Transformation 52

Digital Transformation Digitalization Construction B2B 52

Cosawi

DECEMBER 31, 2019

DO STRATEGIC ACCOUNT MANAGERS REQUIRE SUPERPOWERS? TIME FOR ACCOUNT-BASED MARKETING TO COME TO THE RESCUE. The global economy is becoming increasingly complex and, since we work in the strategic account management environment, we can see the impact it has on the day-to-day role of strategic account managers (SAMs).

Marketing 52

Marketing Suppliers Account Management Global Accounts 52

Gordian Business

AUGUST 27, 2019

Value with your strategic accounts means focusing on the concept of joint value creation between a strategic supplier and a key account. The greatest opportunity in your major accounts is your quarterly meetings with executives from your team and key executives from your key account.

Digitalization 52

Digitalization Suppliers Government Healthcare 52

Showpad

AUGUST 9, 2022

When we ran our 2021 Modern Selling Study Report and asked B2B sales and marketing professionals what their greatest challenges were, an interesting problem came to light: today’s greatest sales challenge is having access to relevant content. Even as they hired more account managers, new customer accounts kept pouring in.

Organization 52

Organization Account Management Sales Suppliers 52

Hubspot Sales

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape.

Account Planning 111

Account Planning Co-Creation Account Management Negotiation 111

Arpedio

APRIL 13, 2023

Before we go into further detail with stakeholder management, let’s first clarify what an actual stakeholder is: A stakeholder is any individual or group that has an interest in, or can be affected by, the actions or decisions of a business. These factors make it very difficult for customers to make purchase decisions.

Stakeholders 52

Stakeholders Management Shareholders Suppliers 52

Arpedio

MARCH 27, 2023

SAMA 7-step Strategic Account Management Process 4. MEDDIC and MEDDPICC The MEDDIC/MEDDPICC sales qualification process is a B2B sales methodology. The Challenger Sales research revealed that every B2B sales rep falls into five different profiles: 1. Table of Contents 1. What is a Sales Methodology? MEDDIC and MEDDPICC 3.

Sales 52

Sales Account Management e-Learning Decision-making 52

QYMATIX

JULY 6, 2021

Predictive Sales Analytics helps increase customer lifetime value in B2B distribution. Also, improvements in the B2B e-commerce experience renders customers more inclined to buy online. If you are in B2B distribution, you already know that small price increasements can have a remarkable effect on your profits.

Software 40

Software Software Artificial Intelligence Manufacturing 40

KAMCast

JANUARY 7, 2021

With research suggesting that 68% of customers citing ‘perceived indifference’ as their top reason for leaving a supplier - have you lost customers by not remaining close enough to them? Magazine and has personally trained and delivered talks to more than 4000 customer leaders, executives and teams for B2B businesses.

Suppliers 52

Suppliers Sales Leadership Leadership Client Relationships 52

Revegy

JANUARY 21, 2021

Sales Leaders and Account Management must work closely with Customer Success partners to continually develop each customer’s business value. As we move further into the ‘Everything as a Service’ economy, sales teams and account managers must document customer expectations around business value.

Supply Chain 52

Supply Chain Account Management Suppliers Acquisition 52

Revegy

MARCH 25, 2020

Sales Leaders and Account Management must work closely with Customer Success partners to the continual development of business value for each customer. As we move further into the ‘Everything as a Service’ economy, sales teams and account managers must document the customers’ expectations around business value.

Supply Chain 49

Supply Chain Account Management Suppliers Publishing 49

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. The six steps every serious customer leading B2B organisation must adopt to solve any stakeholder challenge and generate consistent results.

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 130

Deep Insight

DECEMBER 1, 2022

For much of 2022, I’ve been discussing the topic of revenue growth with senior executives of B2B companies. Large B2B companies with NRRs consistently above 100% can be considered ‘very good’. The reason for this is that most B2B leadership teams don’t understand how much it costs to land a ‘Net New’ client (brand new logo).

Profitability 52

Profitability Procurement B2B Digital Transformation 52

PandaDoc

FEBRUARY 8, 2024

If your company wants to increase sales and nurture existing customers, account management software could be the perfect tool to propel you to success. This guide will discuss what account management software can offer you, the main benefits and features to look for, and our assessment of the best solutions on the market.

Account Management 52

Account Management Software Software Management 52

Zendesk

APRIL 1, 2021

For B2B companies, there’s even more firmographic data to collect. B2Bs should know as much as possible about each of the businesses they’re dealing with. Who is their assigned salesperson or account manager? Additionally, a B2B company should be familiar with the primary user and how they engage with the product.

Customer Experience 52

Customer Experience Software Software B2B 52