Upland

JANUARY 26, 2020

If you want to achieve an outsized impact on your business, there are five critical factors to consider for successful account planning: Calibration. Communication. To stay on top of your lead pipeline and manage your sales, you will need to have a scheduled cadence in place. Communication. Calibration.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

Account Manager Tips

AUGUST 3, 2022

When to give up Forms of communication (from most to least effective) Favourite book on follow up In other news Have your say on the future of key account management Quote of the week. You need your client engaged and communicating, but they don't always see it that way. I have a good relationship with my client (i.e.

Key Account Management 130

Key Account Management Account Management Decision-making Communication 130

Red Star Kim

FEBRUARY 1, 2024

Develop our understanding Skills Ambition and purpose People and productivity Services Marketing, communications, fundraising Accountability Data Governance Inclusion The speakers shared several examples where AI had had a profound impact on marketing and communications and beyond.

Marketing 130

Marketing Leadership Profitability Digitalization 130

Account Manager Tips

MARCH 23, 2021

Portrait Software became a key account, and within 18 months, that partnership led to winning the larger Pitney Bowes business. Which is why key account management is so important. So be ruthless when selecting key accounts if you want a return on investment (or hire more account managers.) Flavio Stiffan

Co-Creation 227

Co-Creation Key Account Management Account Management Suppliers 227

Account Manager Tips

SEPTEMBER 15, 2022

Why key account managers need a personal brand Why I started to build my personal brand Step 1: Figure out your personal brand Step 2: Create a personal branding plan Step 3: Become a student of personal branding Join the Personal Branding Playbook In other news Quote of the week. Account Director, Key Strategic Accounts, Refinity.

Key Account Management 130

Key Account Management Account Management Media Publishing 130

Account Management Skills

APRIL 13, 2021

I think there are loads of tips here for account managers who are dealing with their clients. And I hope that you’ll go ahead and take the Echo profile test that Laura mentions, to see which dominance you have and how that can help you in your communication with your clients. I decided to major in communication.

Account Management 52

Account Management Management Communication Brainstorming 52

Red Star Kim

MARCH 16, 2023

While we discussed various tools and methods to promote cross-selling and referral management, a key theme emerged around changing culture. This included improving internal communication and collaboration as well as motivation to devote time to internal and external referrals: cultivate a cross-selling culture. Another cultural shift.

Key Account Management 130

Key Account Management Onboarding Communication e-Learning 130

SmartKarrot

APRIL 13, 2023

In today’s economic environment, effective account management is essential for building and maintaining strong client relationships and achieving growth. From podcasts and webinars to blogs and social media posts, these influencers are using a range of channels to help other account managers learn, grow, and succeed.

Account Management 11

Account Management Key Account Management Management B2B 11

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 109

Sales Account Management Communication Sales Management 109

Red Star Kim

SEPTEMBER 5, 2023

It’s published by CIPD (Chartered Institute of Personnel and Development) and Kogan Page. Topics include: Professional and Practical skills for Marketing & BD Assistants, The Proactive Marketing Executive and Future Marketing Manager. It should be essential reading for anyone in a L&D, HR, training or coaching role.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

SmartKarrot

OCTOBER 28, 2022

What is Strategic Account Management? This approach is called strategic account management for enterprises (also known as key account management). The Responsibility of Strategic Account Manager. Strategic account management’s primary premise is to start small and expand over time.

Account Management 10

Account Management Management Key Account Management Decision-making 10

Jermaine Edwards

MARCH 17, 2020

This is especially true when it comes to the application of key account management and the elements that shape the success of existing customer management. One approach is that of Jim Sterne and Matt Cutler, as published in 2000 in a paper called “E-Metrics, Business Metrics For The New Economy”. SELECTION and ASSESSMENT.

Customer Life Cycle 130

Customer Life Cycle Key Account Management Decision-making Innovation 130

DemandFarm

MAY 12, 2023

Originally published in Forbes Business Development Council Traditionally, one of the core concepts of sales and marketing is the sales funnel through which companies are supposed to move prospects from awareness through consideration to engagement, and finally to purchase. This can help to increase customer loyalty.

B2B 52

B2B Key Account Management Account Management Manufacturing 52

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. When you think about customer relationship management, customer growth, customer success do you immediately think LEADERSHIP ? Here they are….

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. When you think about customer relationship management, customer growth, customer success do you immediately think LEADERSHIP ? Here they are….

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

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

Account Management Skills

JUNE 26, 2023

And if you’re in an agency account management role and you’re keen to be seen by your clients as more of an advisor than a reactive order taker, then check out the details of my account management training courses. Before you joined Mr. B and Friends, were you in account management in other agencies?

Account Management 52

Account Management Client Relationships Management Communication 52

Mike Kunkle

JUNE 12, 2022

At the time I published it initially, I had hoped the worst of the pandemic-fueled layoffs were behind us. Even so: How will you divide inbound and outbound lead gen, opportunity management, and strategic account management? Many of the ones I receive are examples of horrid grammar and communication.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Hubspot Sales

NOVEMBER 18, 2020

There's value in having a single sales platform that can automate communication, manage contacts, prioritize activities, capture and distill data, surface insights, publish reports, and more. 6Sense is an account management and sales intelligence platform. Streamlining and personalizing outreach.

CRM 123

CRM Sales Publishing Decision-making 123

Cosawi

AUGUST 4, 2021

Organizations we work with are already planning for this next or new normal hybrid model and have spent tremendous efforts to elevate the needed skillsets of their commercial teams – especially strategic account managers. . They are looking for business partners to help them return to growth. View The Full Article Here.

Innovation 52

Innovation Account Management Global Accounts Publishing 52

Cosawi

JULY 14, 2021

We talk to Dominque Côté about the central role of marketing in Key Account Management (KAM). Along with the Key Account Manager, marketing is the co-orchestrator of KAM – they are intrinsically linked. She writes and is published in journals like Journal of Sales Transformation, Velocity, and others on these topics.

Co-Creation 52

Co-Creation Marketing Value Proposition Key Account Management 52

Hubspot Sales

DECEMBER 2, 2020

Is the purchase price the critical issue or does the cost include installation, training, ongoing support, account management, maintenance or other aspects of the ongoing use of the product? Consultative selling is a personal game, so it serves you to add a personal edge to your communication when conducting it.

Suppliers 111

Suppliers Decision-making Publishing Meetings 111

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. Leading the organizational customer-centric culture.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

Revegy

JANUARY 21, 2021

At best, the specifications, features, and requirements may be communicated. Sales Leaders and Account Management must work closely with Customer Success partners to continually develop each customer’s business value. The WIIFM in sales and account management is a faster path to growing revenue.

Supply Chain 52

Supply Chain Account Management Suppliers Acquisition 52

Revegy

MARCH 25, 2020

Too often, the value the customer wants isn’t relayed to the account support team. may be communicated. Sales Leaders and Account Management must work closely with Customer Success partners to the continual development of business value for each customer. At best, the specifications, features, requirements, etc.

Supply Chain 49

Supply Chain Account Management Suppliers Publishing 49

Help Scout

AUGUST 12, 2021

That’s a long time when it comes to the internet, but relatively new as a form of human communication. Limited communication and context. Social tools often restrict how many characters can be posted and what tools you have for managing and replying. They provide access to account managers and other resources.

Media 145

Media Management Prioritization Customer Experience 145

Mike Kunkle

AUGUST 27, 2019

Developing general “success skills” or business skills (communication, problem-solving, organization/time management, decision making, etc.). LinkedIn Publisher: [link]. Developing business/financial acumen. Deepening customer/buying acumen and domain expertise. Developing a growth mindset. SMM Connect Webinars: [link].

Sales 130

Sales Onboarding Leadership Sales Training 130

Engage Selling

JUNE 18, 2016

This article from Colleen was originally published by Salesforce.com. How can we ensure satisfaction and loyalty within our client communities? By documenting and communicate intangible value as well as tangible. Intangible and tangible value are not mutually exclusive. They are … Read More »

Publishing 48

Publishing Communication Account Management Negotiation 48

PandaDoc

MAY 24, 2023

Before we zero in on the important qualities of a sales enablement manager, we need to wrap our heads around the very definition of this role. We all seem to know what sales managers, account managers, and business development managers do — but who in the world is a sales enablement manager?

Management 52

Management Sales Software Software 52

SmartKarrot

OCTOBER 1, 2021

Role: VP, Customer Success Location: Atlanta, GA, US Organization: CMSPI As a VP of Customer Success, you will oversee the management, growth, and increased engagement of existing merchant accounts. Ongoing management and development of overall Customer Success team/function. Renewal Retention & Forecasting.

Customer Success 19

Customer Success Account Management Onboarding Account Growth 19

Hubspot Sales

APRIL 8, 2020

HubSpot Channel Account Manager Chris Moore has this advice for reps making the switch, "Spend a few days getting familiar with the tools you will use every day working from home — things like Zoom or Slack for communication. Also, spend some time making a working area you are proud of.

Sales 117

Sales eCommerce Account Management Organization 117

Miller Heiman Group

DECEMBER 30, 2019

Three Essentials to Upselling in Large Accounts 70% of sales organizations’ revenue comes from existing customers—and these three essential sales strategies show sales leaders and frontline sellers alike how to land and expand enterprise accounts. Use the advice and approaches in this article to see how you can win them back.

Sales 49

Sales Stakeholders Sales Management Facilitation 49

Yesler

OCTOBER 23, 2019

The vendor account manager may have offered more attention than was expected, worked side by side with the customer’s team through deployment stages, and assisted with migration, saving the customer time and resources. One day I woke up to a story I worked on that had just published. Programmatic engagement.

Decision-making 64

Decision-making Stakeholders Customer Experience Account Management 64

SmartKarrot

JANUARY 17, 2022

Develop a digitally-led, low-touch customer communication/engagement strategy through the customer lifecycle – including onboarding and launch. Develop processes to manage escalated and at-risk, low-touch customers with a focus on maximizing ROI. Be a product expert.

Customer Success 19

Customer Success Onboarding Partnership Management Stakeholders 19

PandaDoc

APRIL 3, 2023

Do you know what their communication preferences are? Call play In this play, you should include call scripts for your reps to follow and include information on the main messages they should communicate. You probably have already done the work of researching and describing your buyer personas , in tandem with your marketing team.

Negotiation 52

Negotiation Sales Decision-making Communication 52

Account Management Skills

JUNE 22, 2021

They share some really powerful insights and tips, not only how personal branding works for agency owners, but also how it can benefit agency account managers. A quick reminder, if you are an agency account manager and you’re listening to this, you’ll find lots of resources here on the website. Steve 21:29.

Emotional Intelligence 52

Emotional Intelligence Account Management Banking Management 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. Behaviors Based on Position. Use Data To Set Goals.

Sales 79

Sales Sales Leadership Leadership CRM 79