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 125

Key Account Management Account Management Management Account Strategy 125

Arpedio

APRIL 29, 2024

(SAMA = Strategic Account Management Association. Explore actionable strategies, best practices, and innovative approaches that promise to revolutionize the way you approach Strategic Account Management. SAM professionals identified as value creators, ecosystem orchestrators, and champions of data-driven decision-making.

Key Account Management 52

Key Account Management Account Management Ecosystem Leadership Global Accounts 52

Miller Heiman Group

APRIL 9, 2019

According to CSO Insights research , only 29 percent of organizations report being effective at using a formal process for account engagement and development of relationships with key stakeholders. When managing large accounts, many sales teams struggle to access diverse stakeholders. Develop a Situation Appraisal.

Stakeholders 92

Stakeholders Value Proposition Decision-making Account Management 92

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

NOVEMBER 19, 2022

There's lots of reasons why some face-time at a senior level is helpful: relationship building; confirmation of strategy or tactics; seeking clarity to help deal with uncertainty; advice on decisions; get a decision changed; inform; educate; get action. The Value Proposition. What's your why? DOWNLOAD NOW. The Measurement.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Red Star Kim

OCTOBER 24, 2022

They saw how automation could both prompt fee-earners about the next actions to take and remind them to share information about what had happened at previous interactions. This supported opportunity and pipeline management. Some used the DMU (see introductory video on DMUs ) and the stakeholder matrix for targeting.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Arpedio

FEBRUARY 14, 2024

Relationship Building Nurturing and strengthening the relationship with key stakeholders through effective communication and value delivery. Performance Monitoring Tracking and measuring the success of the account plan against key performance metrics to ensure continuous improvement and accountability.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

FEBRUARY 14, 2024

Relationship Building Nurturing and strengthening the relationship with key stakeholders through effective communication and value delivery. Performance Monitoring Tracking and measuring the success of the account plan against key performance metrics to ensure continuous improvement and accountability.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

ProlifIQ

JUNE 21, 2023

In this blog post, we will explore the ROI of account planning, define what an account plan entails, discuss its role in sales success, and provide valuable insights backed by trusted sources such as Gartner and Forrester. What is an Account Plan? Furthermore, a tactical plan is an integral part of the account planning process.

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

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. All the things key account managers work hard to avoid.

Negotiation 130

Negotiation Key Account Management Suppliers Value Proposition 130

Arpedio

MAY 31, 2024

A learning environment that’s anything but conventional ARPEDIO was right in the middle of it all, surrounded by Strategic Account Management (SAM) professionals who shared our drive for success and eagerness to push boundaries and exchange game-changing ideas about the future of SAM. Let’s dive in.

Leadership 52

Leadership Account Management Facilitation Innovation 52

Arpedio

APRIL 29, 2024

By incorporating these key components into your account plan strategy, you can maximize your sales success and create a solid foundation for sustainable growth and client satisfaction. By conducting in-depth client research, sales professionals can gain valuable insights that will inform and guide their strategies.

Account Planning 52

Account Planning Client Relationships Value Proposition Sales 52

Account Manager Tips

OCTOBER 11, 2021

15 Reasons Why You Might be a Bad Account Manager Bad key account managers fail to build business relationships and achieve results. Here are fifteen signs you might be a bad key account manager and how to turn yourself into a good one. Account plans are help you define your key account strategy.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Account Manager Tips

JUNE 29, 2021

Demonstrate that you value your client's business. Create contact plans to keep in touch with key stakeholders in your company and your client's. Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop. Stakeholders value business improvement.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

SmartKarrot

OCTOBER 5, 2023

Businesses today strive to get growth from existing accounts and, the role of Enterprise Account Management has come to the forefront in that regard. Designing and implementing the perfect playbook for managing large-scale clients is crucial to ensuring consistent customer experience and business growth.

Account Management 10

Account Management Management Value Proposition Stakeholders 10

SmartKarrot

MAY 12, 2023

In today’s highly competitive business landscape, managing and nurturing key accounts has become a critical aspect of organizational success. Key Account Management (KAM) is a strategic approach that focuses on developing long-term, mutually beneficial relationships with a select group of high-potential customers.

Key Account Management 10

Key Account Management Account Management Business Growth Value Proposition 10

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

Arpedio

FEBRUARY 15, 2024

” The framework posits that in today’s complex and competitive business environment, simply building rapport or providing information to customers is no longer sufficient to drive sales success. Overall, Mobilizers play a vital role in driving consensus within organizations and influencing buying decisions.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Account Manager Tips

MAY 1, 2021

As an Account Manager, there's always something to negotiate. You need to know the answers to these and other questions: What’s your value proposition (as your client sees it, now you)? Consider resistance management – what kind of complaints or concerns might be raised. Successful Sales Negotiation Strategy.

Negotiation 130

Negotiation Suppliers Decision-making Sales 130

Hubspot Sales

APRIL 27, 2023

Successful AEs can go on to sales management, enterprise sales, or even executive roles, depending on the size of the company. Post-Sales Account Manager After the AE closes a deal, a post-sales account manager is responsible for managing that sales account and ensuring that the client is satisfied with the quality of the product or service.

Sales 109

Sales Account Management Communication Sales Management 109

Account Manager Tips

AUGUST 9, 2022

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. Connected with key stakeholders and decision makers. Differentiated my value proposition. Learn more.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Arpedio

NOVEMBER 7, 2022

A lot of the things we’re seeing right now simply stem from a general technology, or information technology trend: the world has become swamped with informational complexity, and that has brought a couple of ramifications. There’s no way that any human alone can make sense of this much information. 45 53 50 78 33.

B2B 52

B2B Sales Decision-making Account Management 52

Arpedio

NOVEMBER 7, 2022

A lot of the things we’re seeing right now simply stem from a general technology, or information technology trend: the world has become swamped with informational complexity, and that has brought a couple of ramifications. There’s no way that any human alone can make sense of this much information. 45 53 50 78 33.

B2B 52

B2B Sales Decision-making Account Management 52

SmartKarrot

MAY 17, 2023

By using technical support, customer conversations, and other methods to analyse client demands, the mCase product management team may then be informed of potential enhancements. Engage and grow your relationships with key account contacts right away to maintain them throughout the client lifetime.

Customer Success 19

Customer Success Value Proposition Onboarding Stakeholders 19

Louise Collins Associates

JULY 20, 2017

Of course, it is critical to know the external stakeholders who make the decisions within the account. It is not uncommon for these organisations to have very specific ‘target’ lists of key stakeholders to see within an account. What is the account objective?

Account Planning 52

Account Planning Stakeholders Decision-making Value Proposition 52

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. A detailed list of all the activities you need to do to get settled into your new account management role, grouped into 30 day periods. Are you moving to account management from a different profession?

Account Management 130

Account Management Management Key Account Management Stakeholders 130

5600 Blue

MARCH 25, 2019

What has the value been of usage and prepare to begin leveraging that data early in discussions. What customer stakeholders were involved when? We have coached seasoned account management professionals from around the world who were shocked and panicked by these last-minute buyer tactics.

Value Proposition 52

Value Proposition Investors Stakeholders Organization 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. This approach makes the value proposition becomes more compelling and relatable.

Account Management 10

Account Management Construction Decision-making Value Proposition 10

Arpedio

MARCH 27, 2023

Value Proposition 4. Regularly communicate with your team and stakeholders to ensure alignment and identify areas for improvement. The sales technique that works for you today doesn’t necessarily bring any value tomorrow – especially with the introduction of GDPR and its impact on sales teams. Prospecting 2.

Software 52

Software Software Management Sales 52

Arpedio

MARCH 27, 2023

Value Proposition 4. Regularly communicate with your team and stakeholders to ensure alignment and identify areas for improvement. The sales technique that works for you today doesn’t necessarily bring any value tomorrow – especially with the introduction of GDPR and its impact on sales teams. Prospecting 2.

Software 52

Software Software Management Sales 52

SalesGlobe

APRIL 19, 2022

The first thing a sales leader must do is to proactively engage in how the due diligence and information gathering is being conducted to ensure the specific information they need is being gathered. Another path you can take is to increase base pay for high performers as your starting point using objective data to inform your decision.

Acquisition 52

Acquisition Sales Decision-making Communication 52

SmartKarrot

MAY 27, 2021

The joint success plan is a strategic communication driver that blends information from customer executives and various stakeholders. . Joint success plan is a collaboration between stakeholders and customer success facing teams. This customer facing tool is one that is used for growing customer accounts in an engaging manner.

Customer Success 10

Customer Success Value Proposition Stakeholders Brainstorming 10

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. Opportunity Assessment – Effectively determining the best opportunities to pursue and deploying the optimum resources in these pursuits.

Sales 40

Sales Stakeholders Profitability Value Proposition 40

ProlifIQ

APRIL 5, 2023

The purpose of creating a template is to scale future account plans that are necessary. Sales The sales team should work closely with account managers to ensure that the account plan is aligned with the customer’s needs and priorities. Key account planning is a critical component of strategic account management.

Account Planning 52

Account Planning Value Proposition Account Management Key Account Management 52

ProlifIQ

APRIL 21, 2023

To scale an account growth strategy, businesses can implement strategic account management processes that incorporate strategic account managers and account managers. They also develop and implement strategic account plans that align with the business’s goals and objectives.

Account Growth 52

Account Growth Account Planning Key Account Management Account Management 52

SalesGlobe

FEBRUARY 9, 2022

We really try to understand who the customer is and what our value proposition is to that customer. That insight allows leaders to see any gaps and determine where they can improve value proposition, sales coverage, and sales process. The highest level value proposition is usually communicated at a company level.

Value Proposition 52

Value Proposition Advertising Sales Profitability 52

Arpedio

OCTOBER 30, 2023

This enabler emphasizes orchestrating the entire customer journey, from prospecting to account management , including upselling , support processes, and stakeholder management. Cross-functional team collaboration & orchestration: The days of single point contacts in key account management are long gone.

Co-Creation 52

Co-Creation Account Planning Artificial Intelligence Leadership 52