Clarity Engagement Solutions

NOVEMBER 9, 2020

Providers, payers and suppliers, also a distribution supply chain and the patients themselves. Download our e-book now! What does it include? What are the pressures and challenges that stakeholders face at the moment? – The rapid pace of change and innovation. – Patient empowerment. – The effect of M and A activity.

Supply Chain 91

Supply Chain Healthcare Suppliers Stakeholders 91

Clarity Engagement Solutions

NOVEMBER 9, 2020

Providers, payers and suppliers, also a distribution supply chain and the patients themselves. Download our e-book now! What does it include? What are the pressures and challenges that stakeholders face at the moment? – The rapid pace of change and innovation. – Patient empowerment.

Supply Chain 91

Supply Chain Healthcare Suppliers Stakeholders 91

Arpedio

JUNE 29, 2022

Download full case study. Green Team Group (Green Team going forward) is Europe’s leading supplier of high-end, sustainable Christmas trees. Download full case study. Follow us on LinkedIn to get all the newest perspectives and insights around strategic relationship management and sales innovation. Client Case study.

Supply Chain 52

Supply Chain Manufacturing Logistics B2B 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

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. This course is particularly suitable for – B2B sales specialists: strategic and operational sales managers, field and office sales representatives, key account managers and sales managers.

B2B 40

B2B Suppliers Key Account Management Sales Analytics 40

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

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 115

Account Planning Co-Creation Account Management Negotiation 115

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 Manager Tips

MAY 29, 2021

If you want to smash your customer retention targets this year, read on (or if you prefer, listen or download). Capture planning creates a strategy well in advance to position your company as the obvious and preferred supplier of choice. Some roles to consider: Sales - account managers aren't selling and writing bids every day.

Negotiation 130

Negotiation Decision-making Suppliers CRM 130

OnStrategyHQ

JULY 8, 2022

Download the Free Guide. As a chip and semiconductor manufacturing organization, customers choose our organization as a supplier because: Extended range of solutions. ?We The team will strengthen this through key account management and CRM institutionalization. Competitive Advantage Examples. Examples for Manufacturing.

Insurance 52

Insurance Logistics Construction Manufacturing 52

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. Download the Stakeholder Mastery Checklist plus get invited to future events on stakeholder mastery.

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 130

SBI Growth

JUNE 20, 2013

Customer complaints increased about the new “unknowing” account managers. Burnout settled in and Sales Managers started to leave. A supplier couldn’t take the inconsistency in orders and went to a competitor. Download “ The Do Nothing Guide ” to understand impact before deciding on doing nothing.

Onboarding 128

Onboarding Value Proposition Suppliers Sales Management 128

Account Management Skills

JUNE 8, 2021

One of the things that account managers who come on my Account Accelerator programme tell me is that they have a barrier to growing existing business, because they don’t feel like they’re talking to the decision maker. Welcome to Episode 34. Are there any new products coming down the pipeline?

Procurement 40

Procurement Decision-making Account Management Investors 40

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. I want to be a preferred supplier, any advice for them listening?

Procurement 52

Procurement Suppliers Stakeholders Decision-making 52

Shapecast

AUGUST 7, 2020

If you are going after an enterprise client in a new market, having just the most basic level of account management or delivery capability is not going to cut it. The following questions will be relevant at this stage: Could you partner or create a joint venture with a supplier or third party quickly to get the capability in house?

Management 52

Management Suppliers Stakeholders Digital Transformation 52

Jermaine Edwards

APRIL 3, 2020

Experienced thinker/strategist* Negotiator* Sponsor* (typically an executive) Legal Data analyser or risk manager* Technical Enforcer Change Manager* Relationship Manager(s) (ideally the one serving the customer unless they’re part of the problem)* Partners/suppliers. You don’t need to have all these roles on your team.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

Account Management Skills

MAY 22, 2023

At the same time, I’ve replaced three suppliers with one. I’ve got better outcomes, more defined outputs, more single point of accountability, and overall, probably a better commercial deal structure so I’ve won. I want a quality supplier plus reliability. I want innovation, creativity plus quality.

Procurement 52

Procurement Negotiation Supply Chain Insurance 52

Deep Insight

NOVEMBER 29, 2021

To download The CX Factor article in full, including all four case studies with Baker McKenzie , DWF , Shoosmiths and Travers Smith , click here. * * * * * * * * * * * * * * * * * * * * * *. Across many industry sectors and geographies, customers are shifting the ways in which they choose suppliers and service providers.

Client Relationships 52

Client Relationships Leadership Decision-making Procurement 52

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. So that is a very humble position. Thank you for sharing that. Dan 48:45. Jenny Plant 48:58. Dan 49:11.

Marketing 52

Marketing Account Management Management Onboarding 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? Simon 15:53.

Advertising 40

Advertising Leadership Client Relationships Decision-making 40

Hubspot Sales

AUGUST 28, 2018

As soon as the buyer realizes the nature or function of your product, she says something along the lines of, " We already work with Competitor X, " or " We already have a supplier for that. ". I ask because I saw you [posted something along those lines on LinkedIn, tweeted about it, downloaded one of our ebooks on that, etc.]

Suppliers 110

Suppliers Decision-making Advertising Account Management 110

Account Management Skills

MARCH 16, 2021

So let’s do a really quick download of we’re going to do neuroscience, neurobiology and the psychology of meaning in the quickest way without it being all those things that made it sound like scientifically, BS, right. So tell me more about that 98% of what’s driving our decisions, Martin. Why does our customer buy?

Advertising 40

Advertising Decision-making Profitability Marketing 40