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

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

Showpad

MARCH 17, 2021

The festival boasts 30+ revenue and enablement leaders and 20+ hours’ worth of action-led presentations over the course of three days. Gartner CSO & Sales Leader Conference. Guest speakers will share details behind their innovative ideas to help inspire your next move in enablement. May 17-18, 2021. Unleash 2021. May 11-13, 2021.

Sales 52

Sales B2B Virtual Selling Key Account Management 52

SmartKarrot

OCTOBER 21, 2021

Work collaboratively with Sales leadership to ensure a consistent handoff experience to the Account Management team through CSQL’s. Coach, mentor, and develop a team of Customer Success Managers for upward growth at both the IC and Manager level. Generate and analyze digital usage data for Wiley’s offerings.

Customer Success 19

Customer Success Procurement Account Management Digitalization 19

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

SBI

JULY 1, 2020

Revegy and Finlistics , a B2B sales leadership company that promotes insight-led selling, collaborated on a content series detailing the critical ways in which delivering impactful insights to your customers and prospect positions sales and strategic account teams to develop strategic partnerships.

Account Planning 72

Account Planning Decision-making Stakeholders Leadership 72

Revegy

JULY 17, 2018

You can now quickly assess your strength in the account versus your competition and reveals new, cross-sell, and up-sell opportunities. Having a clear picture of past, present and future opportunities and revenue is where the “rubber meets the road” in key account planning. 6) Keep Up Momentum with an Action Plan.

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40

SmartKarrot

JUNE 29, 2021

Lead, develop, and grow teams of high-performing Partnership Account Managers, Strategic Account Managers, and Customer Success Managers. As part of the DocMatter leadership team, you will present department metrics and outputs to executive leadership and during company-wide meetings.

Customer Success 10

Customer Success Facilitation Account Management Leadership 10

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

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?

Management 52

Management Sales Software Software 52

Mike Kunkle

MAY 11, 2022

Includes territory planning, account planning, sales call planning, leading sales meetings, task management, using CRM, sales enablement tools, other technology tools and performance support, action planning, calendaring, project management, change management, and personal productivity practices.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Arpedio

OCTOBER 30, 2023

In this episode, Lee interviews Ulrik Monberg , Founder and CEO of ARPEDIO, to explore the keys to success in Account-Based Selling. From CRM to Strategic Account Planning The role of Customer Relationship Management (CRM) tools has witnessed a significant transformation over the past decade. Listen to the podcast here.

Co-Creation 52

Co-Creation Account Planning Artificial Intelligence Leadership 52

Engage Selling

SEPTEMBER 9, 2017

I talk often about a new performance-management culture taking hold in the today’s B2All marketplace. To meet that challenge, not only must selling skills change, leadership skills must evolve, too. Your sales manager’s number-one job now is to teach and … Read More »

Leadership 48

Leadership Sales Management Meetings Management 48

Engage Selling

DECEMBER 31, 2016

In part one of this two-article series, we looked at why there’s no such thing as time management: all we can manage is ourselves and the choices we exercise in our work. When we do this correctly we are saying … Read More »

Management 48

Management Account Management Negotiation Sales Training 48

Engage Selling

DECEMBER 17, 2016

You cannot manage time. You can only manage your choices. Devoting all your energy to fiddling with time is akin to saying yes to doing hard labor… willingly and needlessly! Time is finite and we all run out of each … Read More »

Management 48

Management Account Management Negotiation Sales Training 48

SmartKarrot

MARCH 14, 2022

Collaborate closely with new business sales leadership and their teams to ensure new clients are properly transitioned to the AM/CS teams. Recognize expansion opportunities and effectively qualify them for Sales counterparts to bring to closure. Design and manage processes related to customer operations.

Customer Success 3

Customer Success Client Onboarding Onboarding Government 3

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. Each “B” stands for a different behavior.

Sales 77

Sales Sales Leadership Leadership CRM 77

SalesGlobe

JULY 13, 2022

Download a copy of the presentation. 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. So a sales role is defined by six different dimensions and some of them are present in a role.

Acquisition 52

Acquisition Sales Account Management Financial Services 52

Engage Selling

FEBRUARY 24, 2018

Despite changes to our selling marketplace, too many sales professionals are rooted in beliefs about customer engagement that simply aren’t true. That’s why today, I’m going to dispel the three big sales engagement myths. Myth #1: Being on social media … Read More »

Sales 81

Sales Media Account Management Negotiation 81

Engage Selling

MAY 5, 2018

While I’d been invited to address their forum to talk about the sales process, what many of them really wanted to … Read More » Recently I was at a large gathering of CEOs: all sharp thinkers who want to see their companies grow.

Sales 75

Sales Account Management Sales Training Sales Leadership 75

Engage Selling

DECEMBER 30, 2017

So far in this series, we’ve looked at how you can apply the hard-earned wisdom of top sales professionals who thrive in crowded, commodity-driven markets and apply it to any organization—even yours. One method is to focus on rethinking the … Read More »

Organization 78

Organization Marketing Sales Account Management 78

Engage Selling

APRIL 7, 2018

"Customer" used to be a one-size-fits-all word in sales. Either someone bought from you or they didn’t, and the steps you implemented to make a sale didn’t change all that much from one person to the next. It’s not like … Read More »

Sales 55

Sales Account Management Sales Training Sales Leadership 55

Engage Selling

MAY 19, 2018

I’ve worked directly with sales pros for a long … Read More » Workshops and learning events can be the least effective—and for some, even the worst—places for your salespeople to get the training they need. You heard that right. Now, let me explain.

Sales 59

Sales Account Management Sales Training Sales Leadership 59

Engage Selling

JUNE 2, 2018

Smart companies today measure their lead acquisition cost, their marketing costs and their sales cost. But what about the overall cost to serve your customer? That often gets overlooked. And yet that’s precisely where you can see both the risk … Read More »

Acquisition 54

Acquisition Marketing Sales Account Management 54

Engage Selling

APRIL 21, 2018

Technology in sales is not a solution to a problem. It’s a means of solving a problem, and it hinges critically on how well you apply it as one part of your revenue generation system. Do it wrong and you’re … Read More »

Sales 54

Sales Account Management Sales Training Sales Leadership 54

Insightly

AUGUST 28, 2023

We all know that the primary function of a customer relationship management (CRM) system is to collect, organize, and manage your customer-related data. CRM reports are static documents that present specified data for a given period, so they’re extremely useful for identifying trends and evaluating how things change over time.

CRM 52

CRM Decision-making Investors Profitability 52

Engage Selling

FEBRUARY 10, 2018

You know how it goes. You’re having a hectic week of client meetings or at a tradeshow and things begin to slide in the self-care department. Eat a greasy meal here, pull a late night there, and then load up … Read More »

Meetings 54

Meetings Account Management Negotiation Sales Training 54

Engage Selling

AUGUST 12, 2017

Yet, despite having the ability to customize products and include clients in the sales process, there was often a barrier that made buyers feel … Read More » Strong partnerships between sellers and buyers were once considered the key to success in the marketplace.

Sales 48

Sales Account Management Negotiation Sales Training 48

Engage Selling

SEPTEMBER 23, 2017

It’s the worst question in sales and marketing today: How do I get better at cold calling? Here are the better questions to ask: Why do sales teams … Read More » Spoiler alert: Cold calling is dead. Stop wasting your time with it.

Marketing 54

Marketing Sales Account Management Negotiation 54

Engage Selling

JULY 15, 2017

In my last article, I talked about the importance of being able to anticipate lost customers as part of having a healthy growth strategy for your business. That included a case study that identified several loss triggers. Now, using that … Read More »

Account Management 48

Account Management Negotiation Sales Training Sales Leadership 48

Engage Selling

JULY 1, 2017

You can’t grow your business unless you are first able to predict losses. That’s not done with guesswork. It means having a reliable system to accurately forecast when clients are going to leave, so you can take steps either to … Read More »

Account Management 48

Account Management Negotiation Sales Training Sales Leadership 48

Engage Selling

MARCH 24, 2018

Two of the toughest problems that salespeople struggle with are knowing when to recognize a deal is stuck, and understanding what needs to be done next. Stuck deals aren’t just ones that haven’t closed yet. They’re the ones that have … Read More »

Negotiation 48

Negotiation Account Management Sales Training Sales Leadership 48

Engage Selling

OCTOBER 21, 2017

Most sales people use boring, outdated voice and email methods, which leave … Read More » No matter how persuasive, compelling or brilliant you may be, it’s difficult to build a relationship with a prospect if you can’t get them to call you back.

Sales 54

Sales Account Management Negotiation Sales Training 54

Engage Selling

MARCH 10, 2018

As a sales strategist, I regularly remind people that there’s a fine line between persistence and stalking. Persistence today takes form through engagement online. Get engagement right today and you exceed your goals. Get it wrong and buyers disconnect, block … Read More »

Sales 48

Sales Account Management Negotiation Sales Training 48

Engage Selling

JANUARY 27, 2018

We all know the marketplace has changed dramatically in the last five years, including how, what, where and when people buy. We see proof every day that businesses are increasingly being driven by the connection economy. We’ve all had to … Read More »

Sales 48

Sales Account Management Negotiation Sales Training 48

Engage Selling

JANUARY 13, 2018

There are three methods that you can choose from to emulate stand-out sellers—even in crowded markets where products or services are hard to distinguish from each other. First, you can focus on your product: creating new premium lines, being choosy … Read More »

Marketing 48

Marketing Account Management Negotiation Sales Training 48

Engage Selling

JULY 29, 2017

One of the big mistakes I see in sales today—at all levels within an organization—is the belief that coaching and training are owed to us. Don’t get me wrong: both are wise investments for employers to make in their people, … Read More »

Organization 48

Organization Sales Account Management Negotiation 48