Miller Heiman Group

APRIL 2, 2019

For accounts you’ve lost, you can conduct a similar internal review, based on information from your key relationships inside the customer’s organization. Take the time to analyze all the key factors in an account, including: Key players. Your value proposition. Make Sure Your Value Proposition Is Mutually Beneficial.

Account Management 110

Account Management Value Proposition Management Suppliers 110

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. There is rarely a deep understanding of how disparate and disconnected decision-making units are across such large organisations.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Hubspot Sales

MARCH 18, 2019

The answer: Key account management. In this comprehensive guide to key account management, you'll learn: The definition of key account management. How to know whether your company needs a key account management strategy. The difference between key account management and selling.

Key Account Management 126

Key Account Management Account Management Management Account Strategy 126

Account Management Skills

AUGUST 24, 2021

In this episode, I talk to Alex Raymond from Kapta about everything to do with account management processes. Not project management systems, not CRM systems, but having a dedicated system to guide the agency account management team, when it comes to managing and delve developing existing client relationships.

Account Management 98

Account Management Management Account Planning Co-Creation 98

Account Manager Tips

MAY 1, 2021

As a key account manager, you not only need to keep your clients, you need to keep them profitable. Sales and key account management Too often, key account managers retreat from sales-focused conversations because it feels manipulative. Which makes them risk-averse. and decisions. Negotiation.

Negotiation 130

Negotiation Key Account Management Suppliers Value Proposition 130

Account Manager Tips

MAY 1, 2021

As an Account Manager, there's always something to negotiate. to make the first move. The secret is simple: make the first move. Now work backwards and fill in the actions you need to take to get this deal ready to present to your client. Who are your clients’ decision makers and what does the process look like?

Negotiation 130

Negotiation Suppliers Decision-making Sales 130

Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. Create sustained value. Add value on a regular basis and show your client the benefits of your partnership well in advance of the renewal. Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Account Manager Tips

AUGUST 9, 2022

Along the way, both make compromises until those discussions reach a conclusion: The buyer can solve the problem on their own. 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. Learn more.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

SmartKarrot

MAY 12, 2023

Key Account Management (KAM) is a strategic approach that focuses on fostering long-term, value-driven relationships with a select group of high-potential customers. This article will discuss the top 6 Key Account Management skillsets that are crucial for driving business success.

Key Account Management 10

Key Account Management Account Management Management Interpersonal Skills 10

Mercuri International

JULY 1, 2021

Most people think that the biggest challenge for a Key Account Manager is the need to understand their account but is this all that is needed? To serve their accounts as effectively as possible, the KAM needs to access resources across different business units and silos of their own company. Winner takes all? Weltman, J.

Key Account Management 64

Key Account Management Value Proposition Account Management Profitability 64

Account Manager Tips

MAY 25, 2021

Definition of key account management. If you're not sure what key account management is, don't worry, you're not alone. Before we get to that, let me explain how key account management became a business strategy. Key account managers kept them. Key Account Management Concepts.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Showpad

DECEMBER 16, 2021

My role is to orchestrate the processes to make sure that sales has what they need to sell—and that marketing has the data to optimize what they create. The pandemic also showed us how important it is to make sure that the sales team finds what they need easily, and more importantly, that they have engaging ways to talk to their customers.

Value Proposition 52

Value Proposition Account Management Decision-making Digitalization 52

Arpedio

FEBRUARY 15, 2024

By understanding how Mobilizers drive buying decisions and integrating the Challenger approach into your sales process, you can unlock new avenues for success and elevate your sales performance to new heights. They are proactive in seeking out innovative solutions and are receptive to insights that challenge conventional thinking.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Arpedio

MARCH 7, 2022

For key or strategic accounts, does it matter if marketing works with sales? Account-based marketing (ABM) revolutionized marketing. So, why do so many strategic/key account management (SAM/KAM) programs not integrate with ABM? Absolutely yes!

Co-Creation 52

Co-Creation Account Management Account Planning Key Account Management 52

Revenue Storm

APRIL 12, 2022

You do not need to assess whether this is a reasonable expectation or not yet, the other steps will help you make this determination. What buying roles typically sign off on the purchase and what are they looking for in their decision-making? Make sure to reach out to your internal sources quickly.

Sales 78

Sales Value Proposition Decision-making Management 78

Arpedio

FEBRUARY 15, 2024

From attracting prospects to nurturing leads and guiding them towards a purchasing decision, pre-sales serves as the backbone of a successful sales process, laying the foundation for meaningful relationships and sustainable growth.

Decision-making 52

Decision-making Sales Customer Experience Value Proposition 52

Arpedio

FEBRUARY 14, 2024

By gathering data and insights, businesses can make informed decisions about which markets to target and tailor their offerings to meet specific needs. These insights will guide your decision-making process and help you identify untapped markets. Operational complexities also present a hurdle during the expansion journey.

Supply Chain 52

Supply Chain Decision-making Government Marketing 52

5600 Blue

NOVEMBER 29, 2017

We weren’t training their new reps, but working with some of their most seasoned global account managers to help them be more strategic and successful. This is not playing hardball but rather makes logical sense. We cannot talk about what it costs without knowing what it is and how it is valued.

Negotiation 52

Negotiation Value Proposition Global Accounts Procurement 52

Arpedio

NOVEMBER 7, 2022

In today’s modern economy, we see a great demand for highly skilled sales professionals – and knowing how to influence key decision makers can determine whether you make it or break it. Along with strategy and psychology, ‘ systems ’ make the final ingredient in B2B sales. Back to blog. Enterprise Sales Leader, LinkedIn.

B2B 52

B2B Sales Decision-making Account Management 52

Arpedio

NOVEMBER 7, 2022

In today’s modern economy, we see a great demand for highly skilled sales professionals – and knowing how to influence key decision makers can determine whether you make it or break it. Along with strategy and psychology, ‘ systems ’ make the final ingredient in B2B sales. Back to blog. Enterprise Sales Leader, LinkedIn.

B2B 52

B2B Sales Decision-making Account Management 52

Louise Collins Associates

JULY 20, 2017

What makes an account plan great? For me, a great account plan is something that tells the account story. So the first thing to realise, is that writing an account plan takes skill, practice and a reliance on some core guiding principles. A great account plan should present a clear story.

Account Planning 52

Account Planning Stakeholders Decision-making Value Proposition 52

SmartKarrot

OCTOBER 25, 2023

In the dynamic world of business, the role of a Strategic Account Manager (SAM) goes beyond onboarding and tracking usage. Stakeholder Mapping Every organization has its unique structure and dynamics when it comes to decision-making. To do this, make sure there is a shared vision and a monitoring of the same.

Account Management 10

Account Management Construction Decision-making Value Proposition 10

Account Manager Tips

JULY 9, 2020

Your first 90 days in a new job as an account manager are the most challenging.and with the most at stake. Create two versions: 30 60 90 day plan presentation. Present your plan over three slides - one for each month. You never get a second chance to make a first impression. Or will you make a clean break?

Account Management 130

Account Management Management Key Account Management Stakeholders 130

SmartKarrot

JANUARY 13, 2022

Partner with the sales team to maximize their win rate and help to identify areas for account growth within existing accounts. Be outcome-oriented and metric-driven in your approach to making customers successful. Become an expert in the value proposition of Circle and USDC, educating customers on the platform.

Customer Success 19

Customer Success Onboarding Value Proposition Account Growth 19

Mercuri International

MAY 23, 2023

However, while it’s tempting to debate the full breadth of philosophical and ethical issues that AI — particularly generative AI — raises, it’s also useful to look at it at a more pragmatic level and ask, “What exactly can it do for my job, and what changes do I need to make to the way I think, if I’m going to benefit?” Create digital twins.

Artificial Intelligence 52

Artificial Intelligence Value Proposition Account Management Co-Creation 52

Better Ways Sales Strategies

APRIL 28, 2015

Account Management – Developing long-term, increasingly profitable relationships with the firm’s current accounts and effectively penetrating prospect accounts. Qualifying the “right” accounts to pursue has become more critical. All accounts and opportunities are not created equally!

Sales 40

Sales Stakeholders Profitability Value Proposition 40

Arpedio

OCTOBER 30, 2023

Traditional Account Plans A vivid anecdote shared by Ulrik paints a picture that many in the enterprise sales domain might find familiar. When presented with the topic of account plans , the CEO proudly fetched a hefty binder from a locked cupboard, blowing off the dust and revealing their “current” account plan.

Co-Creation 52

Co-Creation Account Planning Artificial Intelligence Leadership 52

SalesGlobe

JULY 13, 2022

Download a copy of the presentation. Please feel free to leave any questions you have in the chat and we will make materials available to you after the session. So let’s get into what those expectations are when people or companies are deciding to make a deal, they’re looking at what we call synergies. Mark Donnolo.

Acquisition 52

Acquisition Sales Account Management Financial Services 52

Account Manager Tips

NOVEMBER 19, 2022

How many times have you been in a presentation and drifted into a daydream? Don't let that happen to your presentations. Executive level presentation framework in 22 minutes Introduction (2 minutes). Introduce your value proposition and start with your conclusion. We've all been there. The hook (2 minutes).

Value Proposition 246

Value Proposition Decision-making Shareholders Government 246

Account Management Skills

MAY 17, 2021

Or maybe you’ve got one already, and you’re looking for some tips to make it even better. You can also sign up for my weekly news newsletter where I share advice and tips for agency account managers and all of the episodes of the podcast. So it makes total sense. Transcript: Jenny 00:03. Jenny 10:10.

Manufacturing 40

Manufacturing B2B Decision-making Account Management 40

SalesGlobe

NOVEMBER 15, 2022

Download a Copy of the Presentation. Those are back in the days when he was making all those old spaghetti westerns. And the people really liked them that before they were big, they make all the spaghetti westerns. Honey, I shrunk the presenters. Mark Donnolo. Michelle Seger. That’s really kind of funny.

Sales 52

Sales Value Proposition Retail Acquisition 52

Deep Insight

NOVEMBER 29, 2021

Making the Transition from Client Listening to Customer-Centricity. rms to make that transition. rms must move from client listening to more detailed conversations, and act decisively on what they discover. This has given rise to the notion of client lifetime value (CLV). What drives client relationship longevity?

Client Relationships 52

Client Relationships Leadership Decision-making Procurement 52

SmartKarrot

APRIL 8, 2021

Develop and cultivate strong customer relationships while continually seeking opportunities to showcase Barracuda’s value propositions. Manage all aspects of the customer relationship including leading customer and partner discussions, capturing notes, and developing presentations and status reports, as required.

Customer Success 10

Customer Success Value Proposition Client Relationships Customer Experience 10

SmartKarrot

NOVEMBER 9, 2022

This is where account 360 comes into the picture. Finding the time to dedicate to key account planning is one of the biggest issues for key account managers and strategic planning executives alike. Well, the answer lies with Account Management.

Account Planning 10

Account Planning Key Account Management Account Management Client Relationships 10

SBI

NOVEMBER 7, 2019

By combining Seismic’s industry leading sales enablement and asset management functionality with Percolate’s content orchestration and campaign planning tools, marketers will have comprehensive control and agility to efficiently align the most compelling and personalized content wherever and whenever the customer interacts with their brand.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20