Red Star Kim

NOVEMBER 1, 2023

Nervousness – Shyness, modesty, lack of confidence and fear of failure can make fee-earners reluctant to organise meetings to take the next steps in building a potential client relationship. A challenging role requiring deep insight into potential clients and value propositions as well as a great deal of confidence.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. But considers the triggers (or green flags) that would indicate a target and filters (or red flags) which would suggest no action at present.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Brooks Group

MARCH 6, 2024

It encompasses various aspects of the sales process, including lead generation, prospecting, qualifying, presenting solutions, overcoming objections, negotiating terms, closing deals, and ultimately retaining customers for repeat business. Without a clear definition, salespeople may add many unqualified prospects to meet their goals.

Organization 84

Organization Account Management Sales Sales Training 84

Gordian Business

AUGUST 13, 2019

However, few people do anything to make the best use of time when negotiating. Time management is important because the outcome of any negotiation is dependent upon how well you have used your time before you deliver your message during the deal. The paradox of time management is:‘it takes time to make time’.

Negotiation 52

Negotiation Account Management B2B Management 52

Account Manager Tips

AUGUST 9, 2022

At some point they meet a seller who believes they have the solution. Details at the end of this page ) The KAM CLUB You’re only seconds away from the essential training, advice and support you need for an exceptional career in key account management. Presented a customised proposal and sought feedback from my client.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

SmartKarrot

OCTOBER 6, 2022

The key responsibility of an account manager is to retain customers and work as an intermediary for the organization’s sales team. As an enterprise operating in the SaaS (Software As A Service) environment, we understand the importance of having a strong account manager for the company’s overall growth.

Account Management 10

Account Management Management Negotiation Stakeholders 10

Account Manager Tips

APRIL 26, 2021

How much money does a key account manager make? Find out the average salaries for key account managers in Australia, India, the United Kingdom and the United States and what the job is REALLY like before you decide if it's for you. Find out how much money key account managers REALLY make! Click to Tweet.

Key Account Management 242

Key Account Management Account Management Management Negotiation 242

Cosawi

JANUARY 29, 2024

In the work we do, we find fascinating to see that Marketing as a function is often missing at the strategic account table. 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.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

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. Do you make the first move and present a compelling proposal that positions you as the partner of choice?

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

SmartKarrot

SEPTEMBER 12, 2022

Every company hires an account manager, especially in SaaS. The account manager is one who needs to be responsible for the everyday management of the customer’s account and business with the company. Since we know an account manager is a vital role, how relevant and important is the role in 2023?

Account Management 10

Account Management Management Stakeholders Negotiation 10

Hubspot Sales

APRIL 27, 2023

While it is important for account executives to have great communication skills — verbal and written — they also need to know how to negotiate new contracts and renew existing contracts. The average annual salary for an Account Executive is $59,630 , and it can get as high as $110,000. Be resilient.

Sales 110

Sales Account Management Communication Sales Management 110

SmartKarrot

OCTOBER 19, 2022

Account management is a broad field that encompasses many distinct roles and responsibilities. While the average account management salary varies significantly based on location, industry, and other factors, some general guidelines can help you determine how much you can expect to earn as an account manager.

Account Management 10

Account Management Management Telecommunications Healthcare 10

Mercuri International

JUNE 10, 2020

It’s no surprise that sales strategies are having to pivot to meet the changing demands and context of the current market. 2020 is presenting a perfect storm when it comes to rapid market change – copywriters are struggling to come up with synonyms for the word ‘unprecedented’. No train, no gain. 10 tips on remote selling.

Remote Working 98

Remote Working Key Account Management Finance Banking 98

Hubspot Sales

AUGUST 24, 2023

On the other hand, human salespeople are skilled at deciphering ambiguous requests, probing for more information, and adapting their approach to meet customers' needs. Nailing Complex Problem-Solving and Negotiations When it comes to fancy-schmancy sales scenarios, humans have the upper hand.

Artificial Intelligence 82

Artificial Intelligence Emotional Intelligence Negotiation Sales 82

5600 Blue

NOVEMBER 29, 2017

We recently conducted negotiation coaching for over $1b in revenue on over 100 renewal opportunities for a global client of ours. 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. For most, it’s often a vague and gauzy term.

Negotiation 52

Negotiation Value Proposition Global Accounts Procurement 52

Hubspot Sales

MARCH 16, 2020

Have a designated workspace that is non-negotiable. Katie Carlin, a Channel Account Manager at HubSpot, says "At home, you don't have the built-in break you might have throughout a day in the office. Gary Parker, an Enterprise Account Executive at HubSpot, says to "talk regularly with your coworkers. Give them a call!

Remote Working 137

Remote Working Sales Account Management Meetings 137

Jermaine Edwards

DECEMBER 6, 2023

The old connotations of the word have preserved to the present day, where trust as we know it is an essential ingredient for thriving interpersonal relationships – from families, to friends, to organizations. Sometimes called perspective-taking, this kind of empathy can help in, say, a negotiation or in motivating people. Simply say.

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

Mike Kunkle

FEBRUARY 5, 2023

The most commonly supported activities for commercial methodologies include prospecting and opportunity management. If you go up high enough in a jet plane, even the most complex landscape starts to look like little connected squares, rectangles, and circles. Many of the commercially-available methodologies are very good, but incomplete.

B2B 198

B2B Sales Decision-making Negotiation 198

Zendesk

FEBRUARY 21, 2024

Inside sales agents work in a centralized location, like an office, and do not travel to meet with prospective buyers face-to-face. Outside sales is when business representatives travel and meet with prospects in person, at business offices, conferences, and networking events. What do inside sales reps do? What is outside sales?

Sales 52

Sales Computers and Electronics Decision-making Software 52

SmartKarrot

MAY 20, 2020

When it comes to keeping the customers engaged and satisfied, the role of an account manager is something that cannot be over-emphasized. They serve as the link between their employer and the specific client accounts they are appointed to look after. Source: MTD Sales Training. Clear Communication .

Account Management 10

Account Management Management Negotiation Facilitation 10

Hubspot Sales

MARCH 6, 2018

A typical stage of many sales processes is to run a formal presentation or demonstration of what is being sold. The presentation should be tailored to meet the prospect's unique use case and pain points. What are the steps of a sales process? Research/evaluate. The common stages of the sales process include: 1.

Sales 145

Sales Negotiation Advertising Publishing 145

Arpedio

MARCH 27, 2023

SAMA 7-step Strategic Account Management Process 4. The MEDDIC sales methodology is well-suited for enterprise sales organizations that need extensive qualification as enterprise sales (almost always) require 1) engagement from numerous stakeholders, and 2) a complex solution to meet their needs. Table of Contents 1.

Sales 52

Sales Account Management e-Learning Decision-making 52

Account Management Skills

JANUARY 11, 2022

He specialises in helping agency leaders and their teams negotiate more profitably. I’ve had it on my shelf for a few years now and it becomes a reference guide for negotiating. Negotiating to become more profitable, have better relationships, increased pricing, which some agencies are not very good at. So Chris, welcome.

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 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

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

SmartKarrot

APRIL 6, 2023

Manage a high-performing team in DACH and Western Europe by recruiting, coaching, and inspiring them. Manage escalations and negotiations personally, working with your immediate reports. Manage your group to meet the GRR, NRR, and customer satisfaction targets that you’ve set. Working together with the Boast.ai

Customer Success 19

Customer Success Negotiation Stakeholders Onboarding 19

Account Management Skills

MARCH 2, 2021

. * The worst thing agencies can do during client meetings and pitches. * Why being genuine and empathetic is so important to the account management role. * How to treat the client when having meetings and do your homework before meeting clients. * Why helping the client deliver their objective is your key role. *

Marketing 52

Marketing Account Management Meetings Media 52

SmartKarrot

JUNE 2, 2022

Role: Director, Customer Success Location: San Francisco, CA, US Organization: Convex As a Director of Customer Success, you will manage and support a team of talented Customer Success Managers and Renewal Managers. Negotiate contract renewals and close agreements to maximize renewal values.

Customer Success 19

Customer Success Stakeholders Onboarding Finance 19

Jermaine Edwards

APRIL 3, 2020

We must know how to mobilise a team to meet those demands. Asking who’s got great skills at influencing, negotiating, analysing and creativity is the best way to start. This falls apart when you have a customer crisis because it is more nuanced, there are many more people involved and it often comes with greater complexity.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

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. and Fireflies.AI, which capture a transcript from a meeting that you have where you are talking to the client and the client’s talking to you. 10:02 Jenny Plant Okay, good advice.

Energy and Utilities 52

Energy and Utilities Negotiation Account Management Marketing 52

SmartKarrot

APRIL 6, 2023

Manage a high-performing team in DACH and Western Europe by recruiting, coaching, and inspiring them. Manage escalations and negotiations personally, working with your immediate reports. Manage your group to meet the GRR, NRR, and customer satisfaction targets that you’ve set. Working together with the Boast.ai

Customer Success 15

Customer Success Negotiation Stakeholders Onboarding 15

PandaDoc

MAY 30, 2019

To close it, you’ll have to not only prove your value but also get buy-in from the prospect’s social media, design, and account management departments. Presented by Timo Rein, CEO of Pipedrive and Mikita Mikado, CEO of PandaDoc. Their days should be brimming with calls and meetings. Recorded webinar.

Sales 75

Sales Negotiation Software Software 75

SmartKarrot

APRIL 4, 2022

Role: Customer Success Manager. As a Customer Success Manager, you will be involved in all aspects of account management, training, support, driving value, and being a trusted client partner by serving as the primary contact for the onboarding of new customers, the training of platform end users, as well as post-go-live support.

Customer Success 19

Customer Success Shareholders Onboarding Account Management 19

SmartKarrot

FEBRUARY 9, 2023

To ensure a consistent customer experience and the effectiveness of CSMs, define, improve, and manage a customer engagement model. Present consumer voices internally accurately, raising them as necessary. To promote customer success and meet goals, collaborate with the product, customer service, marketing, and other departments.

Customer Success 19

Customer Success Onboarding Customer Experience Finance 19

SmartKarrot

MARCH 2, 2023

Develop, manage, and actively participate in meeting/exceeding SLAs and KPIs in support of business goals by designing and overseeing effective operational systems and processes. Manage relationships, incidents, discussions, and escalations in difficult customer scenarios. Find prospects for growth or expansion.

Customer Success 15

Customer Success Finance Negotiation Facilitation 15

Account Management Skills

NOVEMBER 15, 2021

– what point in the agency’s revenue growth does an agency typically employ their first account manager? – and the implications of having a hybrid account manager (someone who plays the combined account manager and project manager role, versus keeping the roles separate).

Finance 52

Finance Account Management Profitability Management 52

Account Management Skills

APRIL 6, 2021

If you would like to receive a weekly newsletter with tips for account managers and sound bites from podcasts, and news and events then please subscribe via the Home page. He was a UCLA professor of psychiatry for over 25 years, and a former FBI and police hostage negotiation trainer. Transcript: . Mark, welcome to the show.

Account Management 40

Account Management Management Meetings Client Relationships 40