Farland Group

SEPTEMBER 28, 2022

We wanted to look at how important some accounts are to businesses, and how to create a kind of extraordinary focus on those accounts that really drives long-term value for both companies. In sales, we’ve seen account management—putting senior people on your top customers.

Co-Creation 52

Co-Creation Marketing Management Suppliers 52

Mike Kunkle

FEBRUARY 5, 2023

Buyers may research and work more on their own, or digitally, but none of the above is new for the complex sale, other than the buying committees have increased in size which does makes it more “complex.” Servant leadership is a better concept today, and I prefer “influence” and “guide” to control, per se.

B2B 198

B2B Sales Decision-making Negotiation 198

Account Management Skills

JUNE 5, 2023

We discuss a myriad of topics, including: the process for hiring the right account manager at your agency examples of how to set client expectations and boundaries why having a written scope of work is key to successful project delivery and Rob’s thoughts in general on the agency landscape and the future of agencies.

Management 52

Management Account Management Suppliers Onboarding 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

Deep Insight

DECEMBER 1, 2022

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). If CFOs and leadership teams measured Customer Lifetime Value (CLV) – and most don’t – they would realise that a significant proportion of their clients never make a profit. The reason?

Profitability 52

Profitability Procurement B2B Digital Transformation 52

Account Management Skills

JANUARY 25, 2022

There could be supplier performance issues, whilst we try to work with our suppliers, to iron out issues together find solutions, occasionally you will reach a stage of the relationship where you say, this is not going to work, we’re going to have to change. So for that, you would definitely go out and do a pitch process.

Procurement 52

Procurement Suppliers Stakeholders Decision-making 52

Deep Insight

NOVEMBER 29, 2021

Across many industry sectors and geographies, customers are shifting the ways in which they choose suppliers and service providers. cult, complex needs, as they are also disrupted by emerging digital technologies and the geo- economic impacts that they spawn. The four quadrants are: Leadership. Clients’ Demands are Shifting.

Client Relationships 52

Client Relationships Leadership Decision-making Procurement 52

Account Management Skills

JULY 6, 2021

One agency account manager told me, I talk about this in my programme, and we talk about using client stories and talking about what other clients are benefiting from and what you’re seeing, the trends, the patterns. I absolutely agree and I love that you’re making this point. But do you know what? Jenny 10:02.

Advertising 40

Advertising Leadership Client Relationships Decision-making 40

Account Management Skills

DECEMBER 19, 2022

Growing your existing accounts is one of the most overlooked sources of new revenue. If your account managers are proactively looking for ways to help your clients reach their goals, you will grow your revenue too. You have been recognised both for your work in business development, and also the marketing, or digital and tech.

Marketing 52

Marketing Account Management Management Onboarding 52

SmartKarrot

FEBRUARY 22, 2023

Develop and expand Teradata’s capabilities in high-touch, virtual, and digital customer success models by contributing to the collection of assets. Implement our engagement model, which includes cross-sell/up-sell, success planning, and account management strategies. Check your progress against our goals and KPIs.

Customer Success 3

Customer Success Suppliers Stakeholders Onboarding 3