Mike Kunkle

NOVEMBER 21, 2023

The Current State Situation Historically, due to being in a mature vertical where you have serviced many customers for many years, with upgrades, maintenance, services, and expansions, you have focused on territory management and account management and experienced reasonable growth in your industry.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Red Star Kim

JANUARY 16, 2023

Increase profile through thought leadership. Client Experience (CX) and thought leadership remain top business development priorities. Creating thought leadership and insight campaigns. Improving/establishing account management. Improving project management on client engagements. Differentiate the brand.

Marketing 130

Marketing Co-Creation Government Artificial Intelligence 130

Louise Collins Associates

NOVEMBER 24, 2017

So when organisations have tried, and failed, to introduce Key Account Management (KAM) it is no different. My observation across multiple organisations is that KAM often lacks the leadership required to make it work. Effective Key Account Management (KAM) requires organisational leadership and specific coaching.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

Upland

FEBRUARY 29, 2024

A failure in leadership led to lack of adoption As far as Travis could see, the extensive classroom course was the start and end of the methodology’s relevance to his life. No one in company leadership tracked adoption. He knew that i ntroducing account planning was one thing, but getting it to stick was another.

Account Planning 195

Account Planning Management Leadership Organization 195

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

Hubspot Sales

APRIL 27, 2023

No matter how much — or how little — experience you have in tech sales, it's possible to climb the career ladder in this field. You can start in SaaS sales as an SDR and with enough experience, you'll be able to work in roles like account executive, sales manager, and even vice president of sales.

Sales 110

Sales Account Management Communication Sales Management 110

Hubspot Sales

JUNE 8, 2021

Keep in mind that the majority of people in this position have several years of experience since they often have to work independently and excel at time management. Account Manager. This is where account managers come in. Account managers are evaluated on customer retention and satisfaction metrics.

Finance 110

Finance Sales Account Management Leadership 110

Hubspot Sales

MARCH 14, 2022

Sales orgs stand to gain a lot from incorporating project management principles into their operations. While sales project management is loosely defined and often overlooked, sales leadership should at least consider folding the core tenets behind it into their broader objectives and sales reps' day-to-days.

Management 89

Management Stakeholders Facilitation Sales Leadership 89

Sales Outcomes

OCTOBER 4, 2022

Front-line sales managers are the key to enabling behavior change in salespeople. To that end, changes in sales manager behavior must come first; however, front-line sales managers live in a hectic environment – pressures from leadership, their teams, and other functions such as marketing, sales operations, HR, etc.

Account Planning 52

Account Planning Sales Sales Leadership Leadership 52

ProlifIQ

NOVEMBER 15, 2022

You need a comprehensive account management strategy. . With fewer large companies open to purchasing technology at this moment, it’s critical to understand these things when enterprise selling: Who are your top strategic accounts? . Did recent economic news negatively impact that account? Don’t know?

Account Management 52

Account Management Stakeholders CRM Key Account Management 52

Hubspot Sales

APRIL 5, 2023

Glassdoor predicts the average yearly salary of an outside sales rep to be $72,000. Account managers work closely with customers to make sure they have a good experience and get the help they need. The average salary for an account manager is roughly $53,000 a year.

Software 119

Software Software Sales Meetings 119

Brightbridge Consulting

JANUARY 31, 2020

Two of a kind – Key account management and managing key accounts? We have recently been involved in workshops with several leadership groups with others coming up in Montreal and Berlin. It’s about cementing and ideally growing business with a handful of selected accounts. Portfolio management.

Key Account Management 52

Key Account Management Value Proposition Account Management Suppliers 52

Mike Kunkle

AUGUST 27, 2019

Let’s start with a list of the types of organizational learning that you should have in place (or should consider, based on organization size, resources, and budget) to support sales employees. Sales onboarding for new sales reps and new or promoted sales managers. Management and leadership development.

Sales 130

Sales Onboarding Leadership Sales Training 130

Brooks Group

MARCH 6, 2024

Sales managers can use this 17 Point Checklist to Measure Your Team’s Sales Prospecting Effectiveness  to evaluate how well your sales team is generating new activity. Strategic account management focuses on solving problems, satisfying customers, and building relationships for more revenue in the long term.

Organization 84

Organization Account Management Sales Sales Training 84

QYMATIX

MAY 18, 2021

If your sales team is not committed, then your sales planning process will undoubtedly fail. ” What should a sales leader do? Sales managers should adopt as many criteria or characteristics in their sales planning process as needed; as few as possible. Second, employing sales coaching and discipline.

Key Account Management 98

Key Account Management Account Management Sales Decision-making 98

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. The Inuit People.

Global Accounts 52

Global Accounts Key Account Management Account Management Profitability 52

Hubspot Sales

JUNE 26, 2023

The career path of a lead generation specialist offers many opportunities to move into bigger sales and leadership roles, as Zippia outlined in the chart below. While lead generation specialists typically begin their careers as sales associates or sales representatives, they can become account managers or sales managers.

CRM 96

CRM Communication Account Management Leadership 96

Arpedio

SEPTEMBER 22, 2022

Aggreko needed to upgrade their sales tech stack in order for them to take their account management program to the next level. They were facing several challenges: The powerpoints they used for their account planning was out of date almost before it was finalized. Head of Strategic Accounts at Aggreko. The Results.

Account Planning 52

Account Planning Account Management B2B Suppliers 52

Arpedio

SEPTEMBER 22, 2022

Aggreko needed to upgrade their sales tech stack in order for them to take their account management program to the next level. They were facing several challenges: The powerpoints they used for their account planning was out of date almost before it was finalized. Head of Strategic Accounts at Aggreko. The Results.

Account Planning 52

Account Planning Account Management B2B Suppliers 52

Mercuri International

JUNE 10, 2020

In terms of investing in specific training topics, the top three topics that respondents viewed as ‘very important’ when taking an overview of all industries were, in order: Value based selling Winning new customers / lead management Sales leadership. Remote selling and remote leadership came in a close 4th and 5th.

Remote Working 98

Remote Working Key Account Management Finance Banking 98

ProlifIQ

FEBRUARY 8, 2023

This is essentially the industry standard way a sales team and customer success managers think about account management. The customer success manager is (obviously) responsible for customer success. Where are you as a company not meeting business requirements for your customers?

Account Planning 52

Account Planning CRM Customer Success Decision-making 52

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. Most importantly, how has your team’s average win rate been affected?

Account Management 78

Account Management Decision-making Sales Global Accounts 78

Engage Selling

AUGUST 26, 2017

When you’re part of an organization whose sales team is spread out over a large territory, it’s easy to lose touch with what’s happening on the front lines, where staff work directly with prospects and customers. Your sales managers are … Read More »

Sales Management 48

Sales Management Management Sales Organization 48

Arpedio

JUNE 16, 2022

The lack of comprehensive account information and inability to collaborate across all account stakeholders results in limited visibility into the potential of each account. Why is opportunity management important? And to do this, a good sales team isn’t enough. What are the benefits of pipeline management?

Account Planning 52

Account Planning Account Management B2B Prioritization 52

Engage Selling

MARCH 15, 2018

Last year, I was at an extended leadership team meeting for one of my best clients. We introduced a quick concept to his sales managers around account management and proper account planning. After the meeting, I approached them and said, … Read More »

Account Planning 48

Account Planning Account Management Leadership Meetings 48

Mike Kunkle

MAY 11, 2022

Opportunity management is the act of purposefully uncovering and satisfying each buyers’ decision criteria and buying process exit criteria, to successful shepherd the opportunity through the stages of the buying and sales process to a final win decision. Strategic Account Management. Account Planning.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Brooks Group

OCTOBER 19, 2022

This becomes increasingly important for companies who rely on the joint efforts of Marketing, Sales, Account Managers, and Customer Service, not to mention all the people managing all those departments, to reach their goals. Sales Manager. The sales manager is focused on getting results through others.

Sales Training 85

Sales Training Sales Account Management B2C 85

Insightly

DECEMBER 2, 2021

If your company is using account-based marketing, the buy-in of sales and marketing is crucial. ABM campaigns require sales results, account management expertise, agile digital marketing, and creative thinking. Yet, what about tools that align the goals of marketing with the goals of sales?

Marketing 98

Marketing Sales CRM Sales Management 98

Insightly

DECEMBER 2, 2021

If your company is using account-based marketing, the buy-in of sales and marketing is crucial. ABM campaigns require sales results, account management expertise, agile digital marketing, and creative thinking. Yet, what about tools that align the goals of marketing with the goals of sales?

Marketing 95

Marketing Sales CRM Sales Management 95

Brooks Group

DECEMBER 27, 2022

Obviously, this can be broken down into monthly or annual goals and can be applied to an individual sales rep, sales manager, regional manager, or the company as a whole. For our purposes, we will be discussing sales goals as they relate to the sales manager. Behaviors Based on Position.

Sales 77

Sales Sales Leadership Leadership CRM 77

Revenue Storm

FEBRUARY 15, 2022

From my experience, many sellers and sales leaders do not have a clear view on their required numbers, especially after the impact of the pandemic. Here is an example for a strategic account manager: Sales Plan: $2,000,000. Average Sales Cycle: 6 months. Sales Required to Hit Plan: 8. Average Win Rate: 40%.

Value Proposition 78

Value Proposition Sales Global Accounts Account Management 78

Jeffrey Gitomer

APRIL 25, 2013

“I want our people to be MORE accountable.”. Our main issue this year is ‘accountability.’”. Accountability is the number one recurring theme throughout sales leadership in the United States. Sales leaders want their salespeople to be more accountable for their actions, activity, numbers, and (of course) sales.

Leadership 78

Leadership Sales Leadership CRM Sales Training 78

SBI

JULY 15, 2021

Another benefit to account visibility is that leadership can access these accounts to give you a realistic view to inform forecasting. You can understand the true health of accounts and opportunities, which might be at-risk or ready for expansion, and know where to focus coaching.

Procurement 57

Procurement Account Planning Sales Stakeholders 57

Engage Selling

MARCH 11, 2017

This is the fifth of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog. You can check it out there along with content from other great authors… In this six-part series … Read More »

Sales Management 48

Sales Management Management Sales Account Management 48

Arpedio

DECEMBER 22, 2021

Ned has over 12 years of professional sales experience, 10 of which he has spent in healthcare sales, strategic account management and sales leadership working for Medtronic, the largest medical device company in the world. Chris has previously worked 40+ years for DHL, latest as Global Sales Director.

Supply Chain 52

Supply Chain Account Management B2B Stakeholders 52

Arpedio

DECEMBER 22, 2021

Ned has over 12 years of professional sales experience, 10 of which he has spent in healthcare sales, strategic account management and sales leadership working for Medtronic, the largest medical device company in the world. Chris has previously worked 40+ years for DHL, latest as Global Sales Director.

Supply Chain 52

Supply Chain Account Management B2B Stakeholders 52

Arpedio

JANUARY 5, 2023

If you’re in business leadership, this is old news, but to loop in everyone else: QBR is short for ‘Quarterly Business Review’. That’s why we state that QBRs can reveal early warning signals: They allow you to detect potential complications in an account before it’s too late. What is a Sales Quarterly Business Review?

B2B 52

B2B Account Management Customer Success Performance Review 52