Revenue Storm

FEBRUARY 15, 2022

For 20 years, I had a monthly sales quota. Even when I was leading a $400 million global accounts organization. Each and every month, I learned there are some critical actions every sales leader should be taking as we head towards the end of the first quarter. Average Sales Cycle: 6 months. Start with the numbers.

Value Proposition 78

Value Proposition Sales Global Accounts Account Management 78

Revenue Storm

JANUARY 19, 2021

Has the sales cycle elongated or shortened? In my experience, too many sales leaders and strategic account managers either have not done the math to determine their ratios or do not pay much attention to it… especially if they are measured annually. Sales Meetings. # of Sales Meetings. Average Oppty Size.

Account Management 78

Account Management Decision-making Sales Global Accounts 78

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

Revegy

JANUARY 5, 2021

SiriusDecisions defines account-based models , or account management, as representations of a strategic approach that align resources against a set of defined accounts and goals in a way that is relevant and valuable to those accounts and to sales/partners. Key Account Selection.

Account Management 105

Account Management Global Accounts Management Account Planning 105

Revegy

JANUARY 5, 2021

SiriusDecisions defines account-based models , or account management, as representations of a strategic approach that align resources against a set of defined accounts and goals in a way that is relevant and valuable to those accounts and to sales/partners. Key Account Selection.

Account Management 52

Account Management Global Accounts Management Account Planning 52

Deep Insight

AUGUST 16, 2021

Whale Hunting with Global Accounts. It’s not often that I write book reviews but if there’s one book on sales management you should plan to read before the end of the summer holidays, it’s Whale Hunting with Global Accounts. Key account managers should not just be order-takers.

Global Accounts 52

Global Accounts Key Account Management Account Management Profitability 52

Revegy

NOVEMBER 8, 2018

This is the process of creating, reviewing and approving the account or territory plan. Sales Management Process. First-line managers must be enabled to review and coach on the quality of account plans and the execution of the action plan. This allows sales teams to reinforce the methodology.

Account Planning 56

Account Planning Global Accounts Acquisition Account Development 56