Account Manager Tips

JULY 22, 2022

25 problems that stop key account managers from doing their job Favourite books about problem solving Coming up: How to Build a Successful Executive Sponsorship Program Just for fun: #GorgeousGrandma Day In other news Quote of the week. Key account management is a role that requires both sales skills and strategic thinking.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

The Chapman Group

DECEMBER 8, 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 133

Account Management Management Value Proposition Account Planning 133

Arpedio

JANUARY 3, 2024

In the intricate world of business operations , the distinction between roles in sales and client management is pivotal. Specifically, sales positions such as Account Executive and Account Manager are critical in driving a business’s success. Who is an Account Executive? Who is an Account Manager?

Account Management 52

Account Management Management Acquisition Account Growth 52

Arpedio

FEBRUARY 14, 2024

Two such important functions that often go hand in hand are account management and sales. Understanding the nuances between account management and sales can help businesses optimize their strategies and ensure long-term client relationships. Two such crucial roles are account management and sales.

Account Management 52

Account Management Management Sales Client Relationships 52

Account Management Skills

JANUARY 21, 2022

What’s the most useful skill you need in your Account Manager role and how much formal training have you received? This was the question I posted in a LinkedIn Account Manager Group. Top 10 Skills and Expertise You Need As Account Manager. Essential Account Managers Skills Varies for Each Industry.

Account Management 98

Account Management Management Communication Negotiation 98

Arpedio

JANUARY 5, 2024

At the heart of every thriving enterprise lies a keen focus on business relationship optimization , a task achieved through strategic roles that many might find overlapping—Account Management and Customer Success.

Account Management 52

Account Management Customer Success Management Energy and Utilities 52

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

Arpedio

OCTOBER 17, 2023

How to build a winning account management team Account Management Software ← Back to blog A winning account management team can be your secret weapon to supercharge your company’s growth and customer satisfaction. But how do you assemble, nurture, and lead a high-performing account management team?

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

Arpedio

JANUARY 25, 2023

Successful Strategic Account Management ← Back to blog There’s no doubt about it: Strategic Account Management is the key to success in today's competitive market. But you need the right tools and processes to unlock the power of Strategic Account Management before you can watch your business soar.

Account Management 52

Account Management Management Account Planning Co-Creation 52

Strategic Account Management Association

FEBRUARY 2, 2021

Just when customer account teams and salespeople were beginning to grow accustomed to virtual-only sales and account management, a return to (some) face-to-face interactions is on the horizon. But when we need to buy next-generation yield management tools for a new 5 nanometer process fab?

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

Account Manager Tips

AUGUST 17, 2022

We all have to negotiate with our clients sooner or later, but for lots of reasons, most of us avoid it if we can. Anchoring is a simple tactic that can help you gain control of the negotiation and give you a bargaining advantage too. Why make the first move in a negotiation? Why make the first move in a negotiation?

Negotiation 130

Negotiation Key Account Management Account Management Decision-making 130

DemandFarm

APRIL 13, 2023

KAM Glossary (with 65 Definitions) To help strategic account managers / key account managers /sales professionals enhance their understanding of Key Account Management (KAM) , this glossary provides clear and concise definitions and explanations of essential terms, definitions, and concepts related to key account management.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 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 Manager Tips

MAY 1, 2021

A simple sales negotiation tactic. As a key account manager, you not only need to keep your clients, you need to keep them profitable. To do that, you need sales negotiation skills to convince them to buy more and, when the time comes, to renew. Here's a simple negotiation tactic that will help. Negotiation.

Negotiation 130

Negotiation Key Account Management Suppliers Value Proposition 130

Account Manager Tips

MAY 1, 2021

Successful Sales Negotiation Strategy. As an Account Manager, there's always something to negotiate. But there's a simple sales negotiation strategy that works which is. Sooner or later, for one reason or another, you will have to negotiate. Selling feels manipulative. Selling feels manipulative.

Negotiation 130

Negotiation Suppliers Decision-making Sales 130

Brooks Group

SEPTEMBER 7, 2023

The hiring manager said, “As soon as you get the orders, we can negotiate what type of development team you’ll have supporting you.” The same is true for implementing a new strategic account management plan. Do you need to restructure your business so you can allocate an account manager to oversee the ongoing business?

Account Management 52

Account Management Management Account Planning Sales 52

DemandFarm

APRIL 26, 2023

Key Account Management (KAM) focuses on building long-term relationships, and aims to improve customer satisfaction – especially in a B2B scenario. A key account manager’s primary responsibility is ensuring that the needs of key clients are met, and that they remain satisfied with the company’s products and services.

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52

Strategic Account Management Association

FEBRUARY 23, 2021

Unfortunately, the amount of teamwork expected in matrix structures has not materialized, and rather than focusing on making the best possible decisions, negotiated decision making is the norm. The post “LIQUIDITY,” ORGANIZATIONAL RESILIENCE AND YOU appeared first on Strategic Account Management Association blog.

Telecommunications 520

Telecommunications Decision-making Account Management Organization 520

DemandFarm

MARCH 31, 2023

With the growing size of buying groups in the digital age, it is imperative to consider factors that play into the challenges and benefits of digital key account management. Challenges in Shifting to Digital Key Account Management Shifting to Digital Key Account Management also comes with its fair share of challenges.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Holden Advisors

SEPTEMBER 8, 2021

As a strategic account manager, you take the long view in working with your customers to ensure that each of them gets the right solution. You, as a strategic account manager, can view that request as a troublesome thing that is going to keep rearing its ugly head. It takes teamwork, planning, and execution.

Procurement 369

Procurement Suppliers Negotiation Account Management 369

Engage Selling

JUNE 8, 2018

I was running your sales team and there had to be one thing that I would insist on, it would be this non-negotiable, mandatory behavior from all salespeople. ??????????????????If All salespeople should be required to have four or more active relationships inside … Read More »

Negotiation 55

Negotiation Account Management Management Sales 55

Janek Performance Group: Account Planning

JULY 21, 2021

We’re revisiting the topic of Strategic Account Management (SAM) today. In this edition, we’ll be looking at the inverse – the mistakes that will cause your strategic account management efforts to fail. Patience is more than virtue when you’re an account manager – it’s a necessity.

Account Management 52

Account Management Management Negotiation Account Planning 52

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

Janek Performance Group: Account Planning

AUGUST 4, 2021

We continue our journey through strategic account management by examining the best practices in coaching strategic account managers. The single most important skill set to have as a strategic account manager is communication. Coach to communication skills. A subset of this is having analytical skills.

Account Management 40

Account Management Management Communication Stakeholders 40

Red Star Kim

DECEMBER 12, 2023

In early December (and despite the train strike), we gathered at the offices of London | Simmons & Simmons (simmons-simmons.com) for a workshop on “Future Marketing and Business Development Manager”. Future Marketing and Business Development Manager: Connections, Collaboration, Context, Creativity, Cause and Continuous learning.

Marketing 130

Marketing Emotional Intelligence Management Leadership 130

Shapiro Negotiations

MARCH 9, 2018

Strategic Account Management, or SAM, is all about the relationships you build with company customers or partners. Finely tuned communication and negotiations skills, trusting relationships forged over time, and regular reassessments all contribute to an effective plan. SAM planning works largely the same way.

Account Management 40

Account Management Management Negotiation Account Planning 40

Shapiro Negotiations

MARCH 9, 2018

Strategic Account Management, or SAM, is all about the relationships you build with company customers or partners. Finely tuned communication and negotiations skills, trusting relationships forged over time, and regular reassessments all contribute to an effective plan. The Importance of a Strategic Account Management Plan.

Account Management 40

Account Management Management Negotiation Account Planning 40

Account Manager Tips

OCTOBER 21, 2021

They don't need anything As a key account manager, if you've done your job right, there's no reason for them to keep in touch. I once had a client who told me my category was 5% of their spend, so they only wanted to spend 5% of their time managing it. And if they don't, at least you know where things stand. The more you know.

Key Account Management 246

Key Account Management Client Relationships Negotiation Suppliers 246

Red Star Kim

NOVEMBER 1, 2023

Data – CRM (Client Relationship Management) and CDP (Client Data Platforms) are often lacking. Processes and skills for managing opportunities and pipelines can be lacking. Time and capacity – Many fee-earners are stretched and compelled to manage large amounts of client work under heavy time pressures.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

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. Document all your high potential ideas and share progress to management. Table of Contents. Your goal is to be the preferred.

Value Proposition 130

Value Proposition Key Account Management Negotiation Account Management 130

Cranfield Executive Development

AUGUST 22, 2023

How can suppliers design negotiation processes for better creating and capturing value?

Negotiation 52

Negotiation Suppliers Key Account Management Account Management 52

KAM With Passion

JUNE 20, 2021

This article focuses on individual competencies, especially those of the Key Account Managers. It provides you with a precise description of the skills and competencies required from a true Key Account Manager (not a plain entreprise customers sales rep). Defining Skills & Competencies.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

5600 Blue

AUGUST 28, 2018

We’ve consulted on over 20,000 negotiations in over 45 countries for 16 years. The most common issue we see is: “Very seasoned negotiators having a price conversation absent of the value conversation.” Your server goes to find the manager to ask for an adjustment to the bill to give you the discount. What does this mean exactly?

Negotiation 52

Negotiation Construction Global Accounts Account Management 52

Account Manager Tips

NOVEMBER 9, 2020

Is there anything worse a key account manager has to do than tell clients about a price increase? Define the context, your communication strategy, negotiation tactics and contingency plans in the event of an escalation. Will you negotiate? Let me speak to your manager. Manage your feelings. Now what? .

Negotiation 130

Negotiation Account Management Key Account Management Communication 130

Account Management Skills

SEPTEMBER 11, 2023

Sharon joined me for a Creative Agency Account Manager podcast episode. The external policy can be shared with clients during contract negotiations. The external policy should cover; agency commitments, responsibilities and indemnifications ( see guidelines from the Marketing AI Institute ).

Account Management 52

Account Management Negotiation Management 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

Account Manager Tips

AUGUST 31, 2022

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. Document all your high potential ideas and share progress to management. Learn more.

Value Proposition 130

Value Proposition Negotiation Key Account Management B2B 130