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. It’s also how I have applied systems thinking to The Building Blocks of Sales Enablement to deliver business impact (see this link for a webinar recap on the business impact topic).

B2B 198

B2B Sales Decision-making Negotiation 198

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

Red Star Kim

SEPTEMBER 5, 2023

The colours worn by the facilitator may have an impact In webinars you’ll need more slides as people are wired to pay attention to “change” – use pictures or video rather than text Echoic memories are short – only holding about 3-4 seconds worth of information.

Facilitation 147

Facilitation e-Learning Emotional Intelligence Key Account Management 147

SmartKarrot

OCTOBER 13, 2022

Who owns an organization’s expansion revenue/expansion transformation – customer success teams or account management teams? Customer success, sales, and expansion/account management are typically the three departments and personas within a SaaS company that own and handle customer revenue expansion.

Account Management 10

Account Management Customer Success Management Negotiation 10

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

Sales Management Matters

AUGUST 2, 2019

The careful management of the transition of customer relationship responsibility from new logo hunter to account manager to avoid a drop off in customer focus. However, typically the challenge is ensuring a smooth handover from the Hunter to the Account Manager. Plan metrics need to match the role.

Account Management 75

Account Management Negotiation Organization Sales Management 75

Sales Management Matters

AUGUST 8, 2019

A strategic account manager with one or two accounts or a new sales ‘hunter’ focused on significant regional or global businesses might only have three or four opportunities in a year. For a deeper dive into designing high-performance sales compensation plans, join us for our webinar on September 4, 2019.

Account Management 64

Account Management Government Negotiation Decision-making 64