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

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

Cosawi

JANUARY 29, 2024

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. At Thales, this transformation began with the creation of a distinct role – account marketing.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

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. ARPEDIO is one of the Global Technology Partners of SAMA).

Key Account Management 52

Key Account Management Account Management Ecosystem Leadership Global Accounts 52

Account Manager Tips

NOVEMBER 19, 2022

The Value Proposition. Innovation can't happen without experimentation. Reveal the value proposition In other words – the hook. Share your vision for the future and package up everything you've learned into a few sentences that defines your irresistible value. The Measurement. It hasn't failed me yet.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Arpedio

FEBRUARY 14, 2024

This includes analyzing account information such as revenue, profitability, product/service usage, geographic spread, and strategic initiatives. Voice of Customer (VOC) Listening to the voice of the customer is paramount in strategic account planning.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

FEBRUARY 14, 2024

This includes analyzing account information such as revenue, profitability, product/service usage, geographic spread, and strategic initiatives. Voice of Customer (VOC) Listening to the voice of the customer is paramount in strategic account planning.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Cosawi

JULY 14, 2021

We talk to Dominque Côté about the central role of marketing in Key Account Management (KAM). Along with the Key Account Manager, marketing is the co-orchestrator of KAM – they are intrinsically linked. This broader perspective is vital to support the development of the account-centric Value proposition. .

Co-Creation 52

Co-Creation Marketing Value Proposition Key Account Management 52

Clarity Engagement Solutions

NOVEMBER 9, 2020

The goal is to create a collaborative relationship with stakeholders based around the development of the value propositions that address the needs of policy makers, patients and payers. Pharma and bio-tech companies need to adopt more innovative market access tactics to succeed.

Marketing 91

Marketing Healthcare Stakeholders Procurement 91

Clarity Engagement Solutions

NOVEMBER 9, 2020

The goal is to create a collaborative relationship with stakeholders based around the development of the value propositions that address the needs of policy makers, patients and payers. Pharma and bio-tech companies need to adopt more innovative market access tactics to succeed.

Marketing 91

Marketing Healthcare Stakeholders Procurement 91

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

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

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

Account Manager Tips

AUGUST 10, 2021

But, for B2B companies, it falls to the sales team or the key account management team to ask. Warwick Brown // Account Manager Tips. quality, size, innovation). Would you be open to setting aside some time so I can explain our value proposition? Knows who you serve and the problems you solve.

Decision-making 240

Decision-making Account Management Value Proposition Brainstorming 240

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

Arpedio

MARCH 7, 2022

For key or strategic accounts, does it matter if marketing works with sales? Account-based marketing (ABM) revolutionized marketing. So, why do so many strategic/key account management (SAM/KAM) programs not integrate with ABM? Absolutely yes! Best recommendations to integrate SAM and ABM.

Co-Creation 52

Co-Creation Account Management Account Planning Key Account Management 52

LinkedFusion

SEPTEMBER 3, 2023

Showcase your unique value proposition: Try to differentiate yourself from others in your industry by emphasizing your unique strengths, achievements, or specializations. Instead, focus on showcasing your unique value proposition and areas of expertise. Avoid simply replicating your job title or previous positions.

Value Proposition 52

Value Proposition Marketing Profitability Digitalization 52

SalesGlobe

MARCH 21, 2023

Differentiating the organization from its competitors through its value proposition. For example, an account manager may have a hard threshold with a significant base of retained business or a new business developer may have no threshold as every sale is considered incremental growth.

Sales 52

Sales Acquisition Innovation Profitability 52

Showpad

DECEMBER 16, 2021

In this interview, Pedro shares the innovative ways IFF is integrating technology into the sales training and content process , from information tagging to augmented reality and AI. It was easy for our customers to navigate and to use chat or video calls with account managers in the rooms. It takes time.

Value Proposition 52

Value Proposition Account Management Decision-making Digitalization 52

Arpedio

JULY 11, 2022

Even though we’re targeting specific prospects and personas that we’d like to talk to, we’re still looking at the business as a whole: we try to work on behalf of our business for their business, and we try to find the business goals and challenges that align with the value propositions that we offer. Maximilian Opp, Account Manager.

B2B 52

B2B Account Management Customer Success Leadership 52

Arpedio

NOVEMBER 7, 2022

Watch or rewatch the LinkedIn Live with Douglas here: Maximilian Opp, Account Manager. +45 Follow us on LinkedIn to get all the newest perspectives and insights around strategic relationship management and sales innovation. Maximilian Opp, Account Manager. +45 45 53 50 78 33. max@arpedio.com. 45 53 50 78 33.

B2B 52

B2B Sales Decision-making Account Management 52

Arpedio

NOVEMBER 7, 2022

Watch or rewatch the LinkedIn Live with Douglas here: Maximilian Opp, Account Manager. +45 Follow us on LinkedIn to get all the newest perspectives and insights around strategic relationship management and sales innovation. Maximilian Opp, Account Manager. +45 45 53 50 78 33. max@arpedio.com. 45 53 50 78 33.

B2B 52

B2B Sales Decision-making Account Management 52

SalesGlobe

FEBRUARY 11, 2021

The account manager was shocked. When she recovered from her surprise, the account manager did some aspirational planning with her team (more about that below) and came back to the customer with some big ideas and a proposal. How does your team think your customer perceives your value proposition?

Account Planning 52

Account Planning Supply Chain Value Proposition Account Management 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. Showcase value by offering insights, updates, and recommendations. You learn what’s working, what’s not, and where you can add more value. Foster an atmosphere of trust and transparency.

Account Management 10

Account Management Construction Decision-making Value Proposition 10

Arpedio

FEBRUARY 15, 2024

Pre-sales activities during this stage include providing detailed product information, addressing customer pain points, and showcasing the unique value proposition. This may involve adopting new technologies, exploring innovative sales techniques, or personalizing the pre-sales experience for maximum impact.

Decision-making 52

Decision-making Sales Customer Experience Value Proposition 52

Account Manager Tips

SEPTEMBER 7, 2022

Even when they do deliver something innovative, it's not for long. A single value proposition can’t appeal to all your clients. A differentiated value proposition is the first step of transforming ideas into results. Document all your high potential ideas and share progress to management. Opportunity.

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. Learn more.

Value Proposition 130

Value Proposition Negotiation Key Account Management B2B 130

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

Arpedio

FEBRUARY 14, 2024

Understanding the Land and Expand Strategy In today’s competitive business landscape, companies are constantly seeking innovative strategies to achieve sustainable growth and expand their operations. Let’s embark on this exciting journey of business expansion, market exploration, and sustained growth together.

Supply Chain 52

Supply Chain Decision-making Government Marketing 52

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

Whetstone

APRIL 14, 2020

So given that, and given that the folks that we care about, which is our strategic account managers and people in sales, how do you advise all of us to take advantage of your observation that the value has changed, in all probability for all of their customers? And then we assign value to it. Harvey Dunham : Wow.

Marketing 40

Marketing Management Software Software 40

SalesGlobe

APRIL 19, 2022

There are assumptions that people make when they hear “inside sales rep” or “account manager” at each company, however the nuances across sales roles across companies can be slight or significant. Find out what your customer really needs, what their overall strategy is and build your account plans and value proposition around that.

Acquisition 52

Acquisition Sales Decision-making Communication 52

Account Manager Tips

JULY 6, 2022

Knowledge sharing and openness to generate innovative collaboration Knowledge as socially generated, maintained, and shared in peer-to-peer communities. ne the value potential of the solution for customers. Use of knowledge management systems and learning with customers Provide value proposition for the customer's network.

Co-Creation 130

Co-Creation Value Proposition Account Planning Suppliers 130

SalesGlobe

JULY 9, 2021

Planning for your customers means incorporating change methodology that includes: Clear articulation of a new value proposition. No matter who is driving the change, these elements converge at the point of customer requirements and a company’s innovation. Account management and maintaining all business?

Finance 52

Finance Value Proposition Sales Innovation 52

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! And then from a talent standpoint, what’s your value proposition? But then what we saw is that we had some technology innovation. Mark Donnolo.

Sales 52

Sales Value Proposition Retail Acquisition 52

SBI

NOVEMBER 7, 2019

Crafting a powerful value proposition that resonates with a C-suite audience is as much an art as it is a science. A well-presented value. DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. Account Targeting. Even add a "schedule a meeting" button.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20