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. Price is a major driver of profit.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Flevy

JUNE 12, 2024

Effective value chain management enhances operational efficiency, reduces costs, and fosters innovation, thereby creating significant value for customers and stakeholders. Addressing challenges such as supply chain disruptions and sustainability concerns necessitates a strategic approach to value chain management.

Supply Chain 52

Supply Chain Procurement Food and Beverage Manufacturing 52

Account Management Skills

APRIL 20, 2021

This is the top 10 tips to be successful in agency account management. And she said, good account management makes everything run smoothly. But great account management is what transforms the relationship from a client supplier to one of a real partnership. Tina has 25 years working in marketing procurement.

Account Management 52

Account Management Management Decision-making Procurement 52

Account Management Skills

JANUARY 25, 2022

I spoke to Jessica Bowler and Iris Gatzweiler , two senior procurement clients who shared some insights into the pitching process. Don’t forget to go back to Episode 9 , where Jessica and Iris talked about how to approach and develop relationships with procurement. Welcome to Episode 54. So welcome Iris and Jess. Wonderful, Jess.

Procurement 52

Procurement Suppliers Stakeholders Decision-making 52

Account Manager Tips

NOVEMBER 16, 2022

Use meeting scheduling apps 7. Use project management tools 9. Create recurring milestone meetings 11. Too many clients, not enough time Key account managers have a lot of clients. Too many clients, not enough time Key account managers have a lot of clients. Repurpose 6. Use multiple channels 8.

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

Flevy

JUNE 14, 2024

Effective value chain management enhances operational efficiency, reduces costs, and fosters innovation, thereby creating significant value for patients and stakeholders. Navigating challenges such as data security, regulatory compliance, and technological interoperability necessitates a strategic approach to value chain management.

Digitalization 52

Digitalization Healthcare Artificial Intelligence Manufacturing 52

Flevy

JUNE 9, 2024

The Biotechnology industry is a powerhouse of innovation, revolutionizing healthcare, agriculture, and environmental management. This integrated approach is critical in managing the complexities of drug development, regulatory compliance, and market entry. Support activities are equally crucial.

Manufacturing 52

Manufacturing Innovation Healthcare Procurement 52

Red Star Kim

FEBRUARY 8, 2024

Our target markets span large and small businesses; private, public sector and not for profit sectors; centralised and decentralised buying processes; procurement and user-led purchasing behaviour. Capacity planning – Research suggests that humans can probably manage a maximum 150 to 250 close relationships.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 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.

Leadership 52

Leadership Account Management Facilitation Innovation 52

Account Management Skills

JUNE 8, 2021

One of the things that account managers who come on my Account Accelerator programme tell me is that they have a barrier to growing existing business, because they don’t feel like they’re talking to the decision maker. Welcome to Episode 34. And these guys really know their stuff.

Procurement 40

Procurement Decision-making Account Management Investors 40

Openview

MAY 29, 2019

And as data breaches continue to cause massive headaches for brands around the globe, meeting rigorous security requirements is also crucial. Consider who in your organization will be point to collect responses and manage that process. I like to use a contracts and compliance manager for this critical responsibility.

Procurement 93

Procurement Decision-making Account Management Meetings 93

Account Management Skills

JULY 17, 2023

Roy Murphy from Synthetic is going to provide an update on the current AI landscape, how brands & agencies are using AI, ethical considerations and challenges and we’ll be sharing some specific use cases for account managers. So all of that to say, the idea of being an account manager was not on my radar whatsoever.

Account Management 52

Account Management Meetings Management Digitalization 52

Account Management Skills

JANUARY 11, 2022

So I think this is a must read for anyone who is managing client relationships, for sure. And again, do you find that when you meet people that work in agencies, there’s a lack of commercial acumen? I mean, we don’t want to meet this negative but, I’m just interested in your view on what you tend to find.

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 52

Mike Kunkle

FEBRUARY 5, 2023

Total Quality Management (TQM), Business Process Management (BPM), Six Sigma, and Lead Sigma are powerful methods for this sort of work. Sellers sometimes work with professional procurement leaders and company executives who work together frequently and have processes and policies to guide their purchase pursuits.

B2B 198

B2B Sales Decision-making Negotiation 198

Account Manager Tips

JUNE 29, 2021

Close any gaps in your solution, meet all commitments and ensure your client is satisfied. Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop. Your client's procurement team is involved 3 to 6 months before the end of the contract. Unhappy clients don't renew.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Farland Group

SEPTEMBER 28, 2022

We wanted to look at how important some accounts are to businesses, and how to create a kind of extraordinary focus on those accounts that really drives long-term value for both companies. In sales, we’ve seen account management—putting senior people on your top customers.

Co-Creation 52

Co-Creation Marketing Management Suppliers 52

Account Management Skills

APRIL 26, 2023

This episode is for you if you’re interested in understanding how a project management team and an account management team work together in an internal communications agency. Now Brilliant Ink call their account management team strategists. Welcome to episode 85. So Sara is head of strategy.

Account Management 40

Account Management Decision-making Stakeholders Management 40

Brooks Group

SEPTEMBER 8, 2022

It’s incumbent on the buyer to understand what’s important to procurement. W e recommend that they meet weekly to talk about what they’re experiencing. They want to be able to talk to anybody inside the account and get good information in real time that map’s back to what they’ve been told before. .

Procurement 52

Procurement Decision-making Sales Sales Training 52

SBI

JULY 15, 2021

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. Managing, navigating, and growing these complex accounts is difficult and often made even more challenging by a lack of visibility into critical relationships and initiatives.

Procurement 57

Procurement Account Planning Sales Stakeholders 57

Cosawi

DECEMBER 28, 2021

The idea of executive engagement implies an accountable and engaged member of the account team, rather than a distant backroom player. Strategic account management is a team sport and requires cross-functional, vertical level engagement and strong accountability. Challenge account strategy and tactics.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

Account Management Skills

NOVEMBER 2, 2021

This episode is for you if you want to use LinkedIn in more effectively to grow your business, or to help your account management career. By the end of nine weeks working with me, you’ll have a repeatable, client centric approach to increasing revenue from your existing accounts. ?. Welcome to Episode 48. Jenny 03:06.

Account Management 72

Account Management Decision-making Meetings Management 72

Account Management Skills

OCTOBER 4, 2021

He’s the author of the must read book for anyone in agency account management, ‘The Art of Client Service’ In this chat, we talked about: why there are fewer account managers doing more with much less experience. and why often the work of great account management isn’t recognised.

Advertising 52

Advertising Account Management Management Emotional Intelligence 52

5600 Blue

NOVEMBER 29, 2017

We weren’t training their new reps, but working with some of their most seasoned global account managers to help them be more strategic and successful. We know that value is: how you meet customer needs better than their alternative on this deal. Commercial terms and value have to be discussed simultaneously. It shouldn't be.

Negotiation 52

Negotiation Value Proposition Global Accounts Procurement 52

Account Management Skills

FEBRUARY 6, 2023

If you have an account manager in your team, or perhaps you are an account manager and you’re looking to upskill, my next agency Account Accelerator (TM) training programme starts on March 28th 2023. Mark is managing partner for M&A at Cactus. You can read more here. I was always good at numbers.

Acquisition 52

Acquisition Finance e-Learning Advertising 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

SalesGlobe

JULY 13, 2022

Say it’s an account manager or an account executive, and they’re in both companies. So an account manager may not be an account manager. And then finally managing responsibilities. Well, what popped out of this one is account managers have very different revenue responsibilities.

Acquisition 52

Acquisition Sales Account Management Financial Services 52

Account Management Skills

FEBRUARY 20, 2023

But I do know a little bit about client management. I meet a lot of other agency owners and when they say to me, we are a full service digital marketing agency that works across all industries and niches, I don’t know what to do with them. Obviously, Coffee House has evolved way past that. I don’t even have a log-in.

Stakeholders 52

Stakeholders B2B Decision-making Marketing 52

Deep Insight

NOVEMBER 29, 2021

The concept of ‘quality’ emerged from the total quality management (TQM) movement of the 1950s. t drivers are to be managed in such a way as to optimise performance. Some lawyers will focus on using ever-more complex technological tools to advise clients on meeting their own increasingly di?cult, Best CX practice will evolve di?erently

Client Relationships 52

Client Relationships Leadership Decision-making Procurement 52

PandaDoc

MAY 24, 2023

Before we zero in on the important qualities of a sales enablement manager, we need to wrap our heads around the very definition of this role. We all seem to know what sales managers, account managers, and business development managers do — but who in the world is a sales enablement manager? They sure do.

Management 52

Management Sales Software Software 52

SBI

NOVEMBER 7, 2019

Seismic , the market leader for sales enablement platforms, today announced the acquisition of Percolate, a leading marketing campaign orchestration and content management platform. Public Relations Manager, Seismic. Even add a "schedule a meeting" button. San Diego, CA and New York, NY (November 5, 2019) –. Media Contact.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20