Flevy

JUNE 9, 2024

Procurement secures essential resources, while technology development drives innovation. Human resource management ensures the availability of skilled personnel, and firm infrastructure supports overall operations. Download an in-depth presentation breaking down all the Biotech Value Chain activities here.

Manufacturing 52

Manufacturing Innovation Healthcare Procurement 52

Clarity Engagement Solutions

NOVEMBER 9, 2020

A survey conducted by Cegedim revealed that Key Account Management (KAM) was the technique that procured the best results for market access strategies. To combat the challenges of the current economic climate the survey revealed that 76% of respondents would implement KAM strategies.

Marketing 91

Marketing Healthcare Stakeholders Procurement 91

Clarity Engagement Solutions

NOVEMBER 9, 2020

A survey conducted by Cegedim revealed that Key Account Management (KAM) was the technique that procured the best results for market access strategies. To combat the challenges of the current economic climate the survey revealed that 76% of respondents would implement KAM strategies.

Marketing 91

Marketing Healthcare Stakeholders Procurement 91

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. The second one is to decide whether you have a good relationship with the procurement department.

Procurement 40

Procurement Decision-making Account Management Investors 40

SBI

JULY 26, 2018

Orrin: The Modus sales enablement solution saves sales reps time and helps them make better presentations. Custom-branded professional sales presentations look terrific! Orrin: The Modus sales enablement solution saves sales reps time and helps them make better presentations. Printing savings by converting to digital media.

Procurement 38

Procurement Digital Transformation Sales Media 38

ProlifIQ

MAY 17, 2024

Core Facets Of Key Account Management In Life Sciences Managing relationships and building strategic plans to grow revenue across complex accounts is a part of day-today life for anybody in sales, marketing, or account management in the Life Sciences space.

Key Account Management 52

Key Account Management Account Management Management Procurement 52

Account Manager Tips

JUNE 29, 2021

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? Provide Value Reports that present measurable shareholder and stakeholder value.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Account Management Skills

JANUARY 11, 2022

And because we’re not tracking that, so what that means is our ability to negotiate is just reduced and procurement just kind of played with us. I remember reading, I think he was a procurement director, global procurement Director at P&G. But your right procurement will say yes, how many FTEs? Chris 15:22.

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 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

Account Manager Tips

JUNE 23, 2020

Phil is an account management and sales professional professional with a wealth of experience and wisdom he's distilled into The Tenets of Account Management. These guiding principles have served Phil well and I know they will help you find success as a key account manager. The Tenets of Account Management.

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

Mike Kunkle

FEBRUARY 5, 2023

Sellers sometimes work with professional procurement leaders and company executives who work together frequently and have processes and policies to guide their purchase pursuits. The most commonly supported activities for commercial methodologies include prospecting and opportunity management.

B2B 198

B2B Sales Decision-making Negotiation 198

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. It is the net analysis of this work that will present our value as it aligns to a customer’s business priorities better than the alternatives. Minimizes deal margin.

Negotiation 52

Negotiation Value Proposition Global Accounts Procurement 52

Account Manager Tips

JULY 9, 2020

Your first 90 days in a new job as an account manager are the most challenging.and with the most at stake. Create two versions: 30 60 90 day plan presentation. Present your plan over three slides - one for each month. Sample slides from the 90 Day Plan Presentation available in The KAM CLUB. People will judge you.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

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. Consult with instructors on implementation and curriculum design.

Customer Success 19

Customer Success Procurement Account Management Digitalization 19

Louise Collins Associates

OCTOBER 26, 2017

A physician will not only consider the hard evidence presented by clinical trials. I am, by no means, likening the procurement process of medicines or devices to washing machines, rather, just thinking about how I made a seemingly simple decision about a purchase. They will also seek to discover who was involved in the research.

Decision-making 52

Decision-making Stakeholders Procurement Account Management 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. So can you talk to us a bit about how basically guidelines for agencies and account managers in particular that might be using those tools? 35:32 Sharon Toerek Exactly.

Energy and Utilities 52

Energy and Utilities Negotiation Account Management Marketing 52

KAM With Passion

MARCH 28, 2022

In another post, I have introduced 3 complementary capabilities organisations need in a B2B world and presented them as a pyramid. A procurement person is chartered to buy concrete for a construction site or stainless-steel bolts and screws for a maker of industrial machines. How complex is a complex sale situation?

Procurement 130

Procurement Stakeholders CRM Government 130

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

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

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

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

Account Management Skills

FEBRUARY 20, 2023

Particularly where big enterprise level clients have procurement departments, and perhaps you had to deal with procurement, where they are now looking for ways that agencies can bring value. Jenny Plant 18:57 I think, again, it’s something that is super smart. Have you heard of that?

Stakeholders 52

Stakeholders B2B Decision-making Marketing 52

Deep Insight

NOVEMBER 29, 2021

In his book The Loyalty Effect , Reichheld stated that clients should be valued according to the estimated net present value (NPV) of the future revenues to be earned from them. They didn’t join to help CFOs and procurement professionals to cut costs but that’s what partners in law ?rms But are they truly client-centric?

Client Relationships 52

Client Relationships Leadership Decision-making Procurement 52

SBI

NOVEMBER 7, 2019

A well-presented value. Revegy, a leading provider of strategic account management technology, is proud to announce the addition of David Keil to its Board of Directors. Sales Asset Management. After all, if you present compelling information that clearly demonstrates. Prospect Engagement. Blog Article. Scheduling.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20