ProlifIQ

JUNE 21, 2023

Strategic Account Management in B2B Welcome to our comprehensive guide on strategic account management. Whether you’re an experienced strategic account manager or aspiring to become one, we share the knowledge and skills needed to excel in this critical role.

Account Management 52

Account Management Management Account Planning Stakeholders 52

The Chapman Group

AUGUST 23, 2020

It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. Some organizations have also chosen the terms GAM (Global Account Manager), and CAM (Corporate Account Manager).

Account Management 78

Account Management Management Value Proposition Account Planning 78

Account Management Skills

MAY 22, 2023

In this episode, I chat to Mike Lander, CEO of Piscari, a former procurement director who now assists sales teams in negotiating with procurement departments. We also dive into a five-step framework to help you negotiate more effectively and shed light on some questionable tactics employed by less experienced procurement professionals.

Procurement 52

Procurement Negotiation Supply Chain Insurance 52

Red Star Kim

SEPTEMBER 8, 2023

This week’s PM Forum training workshop “Commerciality: Finance, Pricing, Innovation and Research” was attended by delegates from law, accountancy and insolvency firms. As well as marketing and business development executives and managers there were also those in specialist pricing and bid roles.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Account Manager Tips

SEPTEMBER 7, 2022

When clients say "price" they really mean value Steps to stand out from the competition World Letter Writing Day Workshop: How to successfully execute a negotiation strategy In other news Quote of the week. Even when they do deliver something innovative, it's not for long. That's because most businesses blend in, not stick out.

Value Proposition 130

Value Proposition Key Account Management Negotiation Account Management 130

Account Manager Tips

AUGUST 31, 2022

Even when they do deliver something innovative, it's not for long. When clients say "price" they really mean value How to differentiate through value Steps to stand out from the competition World Letter Writing Day Workshop: How to successfully execute a negotiation strategy In other news Quote of the week. Competitors catch up fast.

Value Proposition 130

Value Proposition Negotiation Key Account Management B2B 130

Arpedio

APRIL 3, 2023

This client case is based on an interview with Josh Seddon, Head of Account Management, EMEA, at Eagle Eye. Josh leads a team of account managers and is responsible for Eagle Eye’s key and strategic accounts in EMEA. Superior together.

Onboarding 52

Onboarding Account Management Stakeholders Account Planning 52

Cosawi

JANUARY 29, 2024

In the work we do, we find fascinating to see that Marketing as a function is often missing at the strategic account table. In our more traditional groups, marketing, and sales work in locked steps but it seems that the shift to strategic account management is often missing marketing when time comes to establish its roadmap.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

SmartKarrot

APRIL 13, 2023

In today’s economic environment, effective account management is essential for building and maintaining strong client relationships and achieving growth. From podcasts and webinars to blogs and social media posts, these influencers are using a range of channels to help other account managers learn, grow, and succeed.

Account Management 11

Account Management Key Account Management Management B2B 11

Mercuri International

MAY 23, 2023

In the world of sales, AI offers huge potential — and it could be what strategic account managers have been waiting for…if used correctly. There are many aspects of business where AI is and will be impacting strategic account managers. Using generative AI to develop summaries of account activity.

Artificial Intelligence 52

Artificial Intelligence Value Proposition Account Management Co-Creation 52

Arpedio

NOVEMBER 30, 2021

The overlay of various interaction media and multichannel customers complicates ‘how’ buyers now interact with sellers and the speed of innovation makes it difficult for customers to keep track and make informed purchase decisions. We asked Jeppe Tølløse, our Account Manager and Private Equity responsible on some tips.

Digitalization 52

Digitalization Account Management B2B Decision-making 52

Account Manager Tips

MAY 29, 2021

Innovation - effective planning and teamwork improves idea generation, helps make faster decisions and less reliance on templates and cookie-cutter solutions. Effective time management - you'll better integrate the activities within your current workload and not waste time. A renewal is the perfect time to re-calibrate.

Negotiation 130

Negotiation Decision-making Suppliers CRM 130

Red Star Kim

DECEMBER 12, 2023

For complex projects we must collaborate with those in other functional specialisms such as finance, technology, people and innovation. Delegates represented a variety of roles – many were MBD generalists covering a range of activities (planning, marketing communications, client listening, account management, campaigns, pitches etc).

Marketing 130

Marketing Emotional Intelligence Management Leadership 130

SmartKarrot

MAY 29, 2020

An account manager acts as a middleman between the company and its customers. The account manager determines the needs or requirements of the customer – i.e. what they are looking to achieve on both a short and long-term basis. The manager ensures the company delivers to the clients according to their expectations. .

Account Management 10

Account Management Management Healthcare Negotiation 10

Deep Insight

JULY 3, 2020

Less effort is required to extend existing contracts or negotiate new ones. Start innovating and co-creating. As the account manager for an Ambassador client, you are probably in the enviable position of being a Trusted Advisor. – Ambassadors are generally willing to pay a premium for such uniqueness.

Co-Creation 52

Co-Creation B2B Innovation Account Management 52

Red Star Kim

SEPTEMBER 5, 2023

Topics include: Professional and Practical skills for Marketing & BD Assistants, The Proactive Marketing Executive and Future Marketing Manager. And skills workshops on: Assertiveness, Commerciality, Creativity, Coaching, Consulting, Engagement and buy-in, Selling, Thought Leadership and Writing.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

Mercuri International

JUNE 10, 2020

However, for those companies willing to apply innovative techniques and adapt rapidly, there may well be considerable opportunity. “Go Go for the no”.

Remote Working 98

Remote Working Key Account Management Finance Banking 98

Hubspot Sales

AUGUST 24, 2023

Nailing Complex Problem-Solving and Negotiations When it comes to fancy-schmancy sales scenarios, humans have the upper hand. Human reps can navigate complex negotiations, adapt to quirky customer demands, and develop creative solutions. The customer feels understood and valued, leading to a trust-based relationship.

Artificial Intelligence 82

Artificial Intelligence Emotional Intelligence Negotiation Sales 82

Arpedio

JUNE 22, 2022

However, if you get it right, it offers you an invaluable overview of stakeholder ties, helping your key account management team navigate intricate relationships. Mapping relationships is a very useful sales tool for especially (but not limited to) key account managers and sales professionals. Table of Contents.

Stakeholders 52

Stakeholders Decision-making Sales B2B 52

Jermaine Edwards

DECEMBER 6, 2023

The speed of innovation, technology and a customer that needs to remain competitive just as much as us, has forced every business to raise the quality of their products and take serving their customers more seriously. Sometimes called perspective-taking, this kind of empathy can help in, say, a negotiation or in motivating people.

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

Arpedio

MARCH 27, 2023

SAMA 7-step Strategic Account Management Process 4. SAMA 7-step Strategic Account Management Process In collaboration, SAMA and ARPEDIO have embedded the SAMA world-renowned 7-step strategic account management process into ARPEDIO’s powerful account-based selling platform. Table of Contents 1.

Sales 52

Sales Account Management e-Learning Decision-making 52

Arpedio

FEBRUARY 15, 2024

They champion innovation, challenge the status quo, and prioritize value-driven solutions that address their organization’s strategic objectives and pain points. 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

Account Management Skills

AUGUST 7, 2023

We also ran an AI for Account Managers webinar recently together with Roy Murphy and the recording has been asked for several times. Transcript: 00:02 Jenny Plant So I am absolutely delighted that I’ve managed to persuade Sharon Toerek to come and join me on the show.

Energy and Utilities 52

Energy and Utilities Negotiation Account Management Marketing 52

SmartKarrot

OCTOBER 13, 2023

By crafting experiences that cater to the specific needs of different segments, account managers can foster a deeper connection and understanding, eliminating the feeling of being ‘just another customer’ in a vast sea. Innovation: Beyond iterative improvements lies the realm of innovation.

Innovation 10

Innovation Negotiation Value Proposition Account Management 10

Zendesk

FEBRUARY 21, 2024

This shared list of skills includes: Sales and negotiation skills: Sales agents need to understand the prospect’s pain points, the best solution for the business, and the ability to strike a deal. They need to be able to describe a technical product so that anyone can easily understand it.

Sales 52

Sales Computers and Electronics Decision-making Software 52

SmartKarrot

JUNE 4, 2021

Oversee and manage account management and fulfillment teams to build a successful customer-focused team. Communicate and collaborate effectively with internal peers – Product, Engineering, Sales, Enterprise, Marketing, and Data Operations to negotiate and influence customer-driven improvements.

Customer Success 10

Customer Success Investors Insurance Banking 10

SmartKarrot

JULY 20, 2021

Build and manage deployment, technical account management, developer services and e-learning. Implement and administer tools to track NPS and CSAT scores, innovating and continuously improving based on feedback and results.

Customer Success 10

Customer Success e-Learning Onboarding Negotiation 10

SmartKarrot

OCTOBER 11, 2023

For client partners , the ability to successfully negotiate this complex web of multi-stakeholder management has become essential. The subsequent article explores a methodical strategy for mastering stakeholder management. In conclusion, while the challenges of multi-stakeholder management are manifold, they are surmountable.

Stakeholders 10

Stakeholders Management Facilitation Construction 10

Account Management Skills

OCTOBER 19, 2021

And that’s quite a good segue into, because I know, the people listening to this are either agency owners, or they’re account managers. So for example, any one of those eight profiles, could be an account manager. And ultimately, this makes your business and your career much more satisfying. Jenny 12:04.

Account Management 40

Account Management Decision-making Management Innovation 40

SmartKarrot

MARCH 8, 2022

Currently, she’s the Customer Success and Customer Support Manager at Ascent Cloud, Ashna has experience of over 7+ years in Customer Success and Account Management. Bhavika Kochhar is an Enterprise Customer Success Manager, Americas, at Algonomy. Bhavika Kochhar. Dana is also a founding member of CS Insider.

Customer Success 21

Customer Success Co-Creation Customer Experience Leadership 21

SalesGlobe

NOVEMBER 15, 2022

We’ll probably be drawing upon some content from that today, but also some books around problem solving for sales like the Innovative Sale and the book called Quotas! But then what we saw is that we had some technology innovation. Mark Donnolo. with an exclamation point. Michelle Seger. People yell it! Mark Donnolo.

Sales 52

Sales Value Proposition Retail Acquisition 52

Hubspot Sales

MAY 3, 2018

We asked a few of the industry’s most innovative minds what they think is in store for sellers in the next five years. Matt Sunshine, managing partner, The Center for Sales Strategy. It either looks like high volume hunting or account management. So, what does that look like in the year 2023? Here are their answers.

Sales 141

Sales Artificial Intelligence Sales Training Account Management 141

Engage Selling

MAY 20, 2017

We’re now more than one generation deep into a Digital Revolution: one that is every bit as profound as the Industrial Revolution that preceded it, and we are still learning as we go about how these changes are influencing the … Read More »

Digitalization 48

Digitalization Sales Account Management Negotiation 48

SBI

NOVEMBER 7, 2019

Qstream can be used for sales onboarding or ongoing reinforcement and can test and reinforce sales qualification skills, sales negotiation, & product knowledge. DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. Account Targeting. Blog Article. Skills Development.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20