ProlifIQ

JUNE 21, 2023

Strategic Account Management in B2B Welcome to our comprehensive guide on strategic account management. Whether you’re an experienced strategic account manager or aspiring to become one, we share the knowledge and skills needed to excel in this critical role.

Account Management 52

Account Management Management Account Planning Stakeholders 52

Arpedio

JANUARY 25, 2023

Successful Strategic Account Management ← Back to blog There’s no doubt about it: Strategic Account Management is the key to success in today's competitive market. But you need the right tools and processes to unlock the power of Strategic Account Management before you can watch your business soar.

Account Management 52

Account Management Management Account Planning Co-Creation 52

DemandFarm

APRIL 13, 2023

KAM Glossary (with 65 Definitions) To help strategic account managers / key account managers /sales professionals enhance their understanding of Key Account Management (KAM) , this glossary provides clear and concise definitions and explanations of essential terms, definitions, and concepts related to key account management.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

Brooks Group

SEPTEMBER 7, 2023

The hiring manager said, “As soon as you get the orders, we can negotiate what type of development team you’ll have supporting you.” The same is true for implementing a new strategic account management plan. Do you need to restructure your business so you can allocate an account manager to oversee the ongoing business?

Account Management 52

Account Management Management Account Planning Sales 52

DemandFarm

MARCH 31, 2023

With the growing size of buying groups in the digital age, it is imperative to consider factors that play into the challenges and benefits of digital key account management. Challenges in Shifting to Digital Key Account Management Shifting to Digital Key Account Management also comes with its fair share of challenges.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Red Star Kim

NOVEMBER 1, 2023

Nervousness – Shyness, modesty, lack of confidence and fear of failure can make fee-earners reluctant to organise meetings to take the next steps in building a potential client relationship. Time and capacity – Many fee-earners are stretched and compelled to manage large amounts of client work under heavy time pressures.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Account Manager Tips

OCTOBER 21, 2021

Always have a meeting with your client scheduled for sometime in the future. Even if they ghost you between meetings, you have those placeholders to catch up. They don't need anything As a key account manager, if you've done your job right, there's no reason for them to keep in touch. And keep them in your calendar.

Key Account Management 246

Key Account Management Client Relationships Negotiation Suppliers 246

Brooks Group

MARCH 6, 2024

It encompasses various aspects of the sales process, including lead generation, prospecting, qualifying, presenting solutions, overcoming objections, negotiating terms, closing deals, and ultimately retaining customers for repeat business. Without a clear definition, salespeople may add many unqualified prospects to meet their goals.

Organization 84

Organization Account Management Sales Sales Training 84

Red Star Kim

SEPTEMBER 8, 2023

Context and curiosity drive commerciality and pricing By exploring key themes in commerciality and entrepreneurship, we saw why risk management and anticipating return on investment (ROI) is critical when making the business case for marketing investment. The crux of marketing is to anticipate (and meet) client needs whilst maximising profit.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Hubspot Sales

APRIL 27, 2023

When an SDR has vetted a prospect, they'll pass the potential lead to Account Executives (AEs). Because they'll be speaking directly with people, SDRs need to have top-notch communication skills , the ability to listen actively, and the resilience to stay positive even when a call doesn't go as expected.

Sales 110

Sales Account Management Communication Sales Management 110

SmartKarrot

OCTOBER 6, 2022

The key responsibility of an account manager is to retain customers and work as an intermediary for the organization’s sales team. As an enterprise operating in the SaaS (Software As A Service) environment, we understand the importance of having a strong account manager for the company’s overall growth.

Account Management 10

Account Management Management Negotiation Stakeholders 10

Account Manager Tips

APRIL 26, 2021

How much money does a key account manager make? Find out the average salaries for key account managers in Australia, India, the United Kingdom and the United States and what the job is REALLY like before you decide if it's for you. Find out how much money key account managers REALLY make! Click to Tweet.

Key Account Management 242

Key Account Management Account Management Management Negotiation 242

SmartKarrot

SEPTEMBER 12, 2022

Every company hires an account manager, especially in SaaS. The account manager is one who needs to be responsible for the everyday management of the customer’s account and business with the company. Since we know an account manager is a vital role, how relevant and important is the role in 2023?

Account Management 10

Account Management Management Stakeholders Negotiation 10

Account Manager Tips

JUNE 29, 2021

Close any gaps in your solution, meet all commitments and ensure your client is satisfied. Improve communication. Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop. Continue to communicate with your client and ask how they are doing to get the full picture.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 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

Account Manager Tips

AUGUST 9, 2022

At some point they meet a seller who believes they have the solution. Details at the end of this page ) The KAM CLUB You’re only seconds away from the essential training, advice and support you need for an exceptional career in key account management. To get that momentum back, I go over my process and see what I've missed.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

SmartKarrot

OCTOBER 19, 2022

Account management is a broad field that encompasses many distinct roles and responsibilities. While the average account management salary varies significantly based on location, industry, and other factors, some general guidelines can help you determine how much you can expect to earn as an account manager.

Account Management 10

Account Management Management Telecommunications Healthcare 10

Zendesk

FEBRUARY 21, 2024

Inside sales is the process of selling remotely over various communication channels, like phone , email , messaging , or social media. As communication channels evolve, inside sales reps embrace digital forms of communication like messaging apps, social media, video conferencing, and traditional channels like phone or email.

Sales 52

Sales Computers and Electronics Decision-making Software 52

Hubspot Sales

MARCH 16, 2020

In fact, according to HubSpot's 2019 Remote Work Report, communication with co-workers, feelings of loneliness, and overworking are challenges that remote workers face daily. Have a designated workspace that is non-negotiable. Gary Parker, an Enterprise Account Executive at HubSpot, says to "talk regularly with your coworkers.

Remote Working 137

Remote Working Sales Account Management Meetings 137

Mike Kunkle

FEBRUARY 5, 2023

Even on the far right, with disciplined workflows, it’s not easy, and often harder if an RFP or RFI process doesn’t allow open communication. The most commonly supported activities for commercial methodologies include prospecting and opportunity management. Should sales process be adaptable?

B2B 198

B2B Sales Decision-making Negotiation 198

Hubspot Sales

AUGUST 17, 2020

Let’s discuss what an account development manager does, and how to become one. Account Development Manager. Account development managers work with their company’s sales organization to close deals with accounts that meet their ideal customer profile for maximum revenue.

Account Development 96

Account Development Management Advertising Profitability 96

SmartKarrot

MAY 20, 2020

When it comes to keeping the customers engaged and satisfied, the role of an account manager is something that cannot be over-emphasized. They serve as the link between their employer and the specific client accounts they are appointed to look after. Clear Communication . Source: MTD Sales Training.

Account Management 10

Account Management Management Negotiation Facilitation 10

Jermaine Edwards

DECEMBER 6, 2023

How does trust show up in our everyday communication and engagement? It happens when who you are to your customer (your character, honesty, challenge, consistency, values and more) becomes something that impacts the way they integrate, communicate, share and create opportunity with you. This isn’t easy. How do we correct this?

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

Hubspot Sales

AUGUST 24, 2023

It can gather intelligence, saving time and personalizing prospect communications. On the other hand, human salespeople are skilled at deciphering ambiguous requests, probing for more information, and adapting their approach to meet customers' needs. Example: Imagine a human sales rep assigned to a key account.

Artificial Intelligence 82

Artificial Intelligence Emotional Intelligence Negotiation Sales 82

Jermaine Edwards

APRIL 3, 2020

We must know how to mobilise a team to meet those demands. Asking who’s got great skills at influencing, negotiating, analysing and creativity is the best way to start. Four – Communicate the change. Communication is critical. What : needs to be communicated and also what result you want.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

SmartKarrot

MAY 29, 2020

An account manager acts as a middleman between the company and its customers. The account manager determines the needs or requirements of the customer – i.e. what they are looking to achieve on both a short and long-term basis. The manager ensures the company delivers to the clients according to their expectations. .

Account Management 10

Account Management Management Healthcare Negotiation 10

Hubspot Sales

NOVEMBER 1, 2017

For salespeople, that means learning how to communicate with messages. Want to quickly confirm a meeting or remind them about something? Not only does it match their communication preferences, it’s fast, easy, and convenient. As HubSpot channel account manager Jill Fratianne says, “SMS all the way.”. Not so fast.

Sales 135

Sales B2C Decision-making Account Management 135

Arpedio

MARCH 27, 2023

SAMA 7-step Strategic Account Management Process 4. The MEDDIC sales methodology is well-suited for enterprise sales organizations that need extensive qualification as enterprise sales (almost always) require 1) engagement from numerous stakeholders, and 2) a complex solution to meet their needs. Table of Contents 1.

Sales 52

Sales Account Management e-Learning Decision-making 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

Hubspot Sales

APRIL 2, 2018

Great to meet you [prospect]! Use it to coordinate meetings, set up calls, and confirm next steps -- but don’t use it to advance an opportunity. They also protect against the “lost-in-translation” factor that plagues email communication and give you an opportunity to learn the “why” behind your prospect’s original question.

Communication 136

Communication Negotiation Meetings Onboarding 136

SmartKarrot

APRIL 6, 2023

Manage a high-performing team in DACH and Western Europe by recruiting, coaching, and inspiring them. Manage escalations and negotiations personally, working with your immediate reports. Manage your group to meet the GRR, NRR, and customer satisfaction targets that you’ve set. Working together with the Boast.ai

Customer Success 19

Customer Success Negotiation Stakeholders Onboarding 19

Showpad

JANUARY 8, 2021

If your new hires didn’t have direct sales experience (or highly relevant experience in a similar field, like account management), you most likely wouldn’t have brought them on in the first place. Focus on industry specifics.

Onboarding 52

Onboarding Sales Insurance Negotiation 52

Hubspot Sales

MAY 10, 2018

I’d given a 45-minute pitch about our product, we’d negotiated for about 15 minutes, and then they’d decided it wasn't best for them to sign up for the service. My manager said, "Call them back.". Caitriona O'Flaherty , senior channel account manager at HubSpot. Keith Grehan , channel account manager at HubSpot.

Sales 105

Sales Decision-making Account Management Negotiation 105

SmartKarrot

OCTOBER 20, 2021

Hire and train a world-class team of customer success managers. Manage customer communications and work with internal teams to address questions and requirements. Proactively share insights and feedback to the Sales Director and account managers marketing. Onboarding new customers.

Customer Success 19

Customer Success Negotiation Onboarding Account Management 19

Account Management Skills

MARCH 2, 2021

. * The worst thing agencies can do during client meetings and pitches. * Why being genuine and empathetic is so important to the account management role. * How to treat the client when having meetings and do your homework before meeting clients. * Why helping the client deliver their objective is your key role. *

Marketing 52

Marketing Account Management Meetings Media 52

Account Management Skills

JANUARY 11, 2022

He’s a consultant, a speaker, a trainer for marketing and communications agencies. He specialises in helping agency leaders and their teams negotiate more profitably. I’ve had it on my shelf for a few years now and it becomes a reference guide for negotiating. So Chris, welcome. Chris 00:44. Good morning, Jenny.

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 52

Account Management Skills

AUGUST 7, 2023

We also ran an AI for Account Managers webinar recently together with Roy Murphy and the recording has been asked for several times. and Fireflies.AI, which capture a transcript from a meeting that you have where you are talking to the client and the client’s talking to you. 10:02 Jenny Plant Okay, good advice.

Energy and Utilities 52

Energy and Utilities Negotiation Account Management Marketing 52