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

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 Meetings 182

Account Management Skills

AUGUST 24, 2021

In this episode, I talk to Alex Raymond from Kapta about everything to do with account management processes. Not project management systems, not CRM systems, but having a dedicated system to guide the agency account management team, when it comes to managing and delve developing existing client relationships.

Account Management 98

Account Management Management Account Planning Co-Creation 98

Strategic Account Management Association

MAY 7, 2021

Procurement functions in different companies are looking at how to apply ESG metrics to their key suppliers. The UK’s Chartered Institute of Purchasing & Supply is encouraging its members to conduct ethical and sustainable procurement. The goals, objectives and strategies for individual accounts need to be re-appraised.

Supply Chain 373

Supply Chain Suppliers Investors Account Management 373

Strategic Account Management Association

OCTOBER 26, 2021

The idea of executive engagement implies an accountable and engaged member of the account team, rather than a distant back-room player. Strategic account management is a team sport and requires cross-functional, multi-tiered vertical level engagement and strong accountability.

Account Management 221

Account Management Co-Creation Leadership Customer Value 221

The SAMA Podcast

SEPTEMBER 3, 2022

The global COVID pandemic and subsequent supply chain issues have dramatically changed how SAMs (Strategic Account Managers) do their jobs. However, these same forces affected Procurement/Purchasing professionals too, which begs the question: How have procurements’ lives changed?

Procurement 68

Procurement Supply Chain Account Management Management 68

Account Management Skills

APRIL 20, 2021

This is the top 10 tips to be successful in agency account management. And she said, good account management makes everything run smoothly. But great account management is what transforms the relationship from a client supplier to one of a real partnership. Tina has 25 years working in marketing procurement.

Account Management 52

Account Management Management Decision-making Procurement 52

Account Management Skills

JANUARY 25, 2022

I spoke to Jessica Bowler and Iris Gatzweiler , two senior procurement clients who shared some insights into the pitching process. Don’t forget to go back to Episode 9 , where Jessica and Iris talked about how to approach and develop relationships with procurement. Welcome to Episode 54. So welcome Iris and Jess. Wonderful, Jess.

Procurement 52

Procurement Stakeholders Suppliers Decision-making 52

Account Manager Tips

NOVEMBER 16, 2022

Too many clients, not enough time Key account managers have a lot of clients. From procurement, to executives, to end users and everything in between. Too many key account managers arrange their quarterly reviews as they go. The world's most amazing community of key account manager. The KAM Club.

Key Account Management 130

Key Account Management Account Management Communication Meetings 130

KAM With Passion

MARCH 28, 2022

A procurement person is chartered to buy concrete for a construction site or stainless-steel bolts and screws for a maker of industrial machines. Typical roles are the sponsor, the decision-maker, evaluators (experts), users (quite often from various teams), procurement, gatekeeper (with various interpretations of what this means).

Sales 130

Sales CRM Stakeholders B2B 130

MTD Sales Training

MAY 3, 2020

You’ll be asked to pitch for work as part of a procurement process but any work that you’ve done or any relationship that you have with them counts for nothing as far as this is concerned. We cover a lot of material on how to be a trusted advisor within our Online Sales Training and our Key Account Management Training courses.

Sales Training 140

Sales Training Key Account Management Suppliers Account Management 140

Arpedio

OCTOBER 14, 2021

Scope 1, 2, 3 are what you own, what you operate, what you control and what energy is procured in order to power your operation. We are confident that Arpedio can benefit your work with complex B2B Sales and Strategic Account Management. Start free trial. Contact us. Stay ahead. Sign me up! Explore the opportunities?.

B2B 52

B2B Account Management Procurement Sales 52

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 Account Management Decision-making Meetings 40

Account Management Skills

APRIL 26, 2023

This episode is for you if you’re interested in understanding how a project management team and an account management team work together in an internal communications agency. Now Brilliant Ink call their account management team strategists. We were doing project management as best as we could.

Account Management 40

Account Management Management Decision-making Stakeholders 40

Openview

MAY 29, 2019

Reliable uptime, disaster recovery (DR) and business continuity (BC) are crucial aspects of relationship management with enterprise customers, who tend to view a lot of their software as “critical” and will want to know you have a reliable uptime track record and the systems in place for disaster recovery and business continuity.

Procurement 93

Procurement Account Management Decision-making Meetings 93

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 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. A detailed list of all the activities you need to do to get settled into your new account management role, grouped into 30 day periods. Are you moving to account management from a different profession?

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Account Management Skills

APRIL 3, 2023

– what you need to know right now as an agency account manager about the AI industry – how he thinks the AI landscape will evolve in the future – and why agencies should be looking to partner with AI experts to help position themselves one step ahead of their clients. Have you got any thoughts on that?

Account Management 52

Account Management Co-Creation Management Decision-making 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 52

Marketing Stakeholders Value Proposition Key Account Management 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 52

Marketing Stakeholders Value Proposition Key Account Management 52

Account Management Skills

FEBRUARY 6, 2023

If you have an account manager in your team, or perhaps you are an account manager and you’re looking to upskill, my next agency Account Accelerator (TM) training programme starts on March 28th 2023. You can read more here. Better to make use of them than to try and escape from them, I say.

Acquisition 52

Acquisition Account Management Finance e-Learning 52

Revegy

JANUARY 18, 2021

Revegy’s Relationship Maps take the blinders off of megadeals, and allow sales teams to do the following: Quickly and easily map contacts from your CRM and visually connect the dots – from coaches and stakeholders to decision-makers and procurement, organizational charts are easily built with drag and drop functionality.

CRM 119

CRM Stakeholders Procurement Sales 119

Brooks Group

SEPTEMBER 8, 2022

It’s incumbent on the buyer to understand what’s important to procurement. T he way we believe you get there is to have team selling enabled with good technology so that if a potential client reaches the account manager or project manager as opposed to the salesperson, they still know what’s going on inside of that account.

Sales 52

Sales Sales Training Decision-making Sales Leadership 52

Cosawi

DECEMBER 28, 2021

The idea of executive engagement implies an accountable and engaged member of the account team, rather than a distant backroom player. Strategic account management is a team sport and requires cross-functional, vertical level engagement and strong accountability. Leading the organizational customer-centric culture.

Leadership 52

Leadership Account Management Co-Creation Customer Value 52

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.

Sales 257

Sales B2B Decision-making Sales Training 257

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. Your client's procurement team is involved 3 to 6 months before the end of the contract. The key account manager must scream and shout to keep their renewals in focus.

Stakeholders 246

Stakeholders Decision-making Suppliers Key Account Management 246

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.

Account Management 52

Account Management Advertising Management Decision-making 52

Account Management Skills

NOVEMBER 2, 2021

This episode is for you if you want to use LinkedIn in more effectively to grow your business, or to help your account management career. By the end of nine weeks working with me, you’ll have a repeatable, client centric approach to increasing revenue from your existing accounts. ?. Welcome to Episode 48. Jenny 03:06.

Account Management 72

Account Management Sales Management Decision-making 72

SBI

JULY 15, 2021

In large companies, internal Account Managers are often segmented by vertical or offering, so they’ll need to pull the right team members into the right meetings. More companies are working remotely, making it far more difficult to get everyone in the same “room.”

Sales 57

Sales Account Planning Stakeholders Procurement 57

Showpad

NOVEMBER 20, 2019

Buying patterns can also vary by size at manufacturing firms; SMEs are agile, flexible, will often experiment with new technologies and usually have relatively straightforward procurement processes. This is worth taking into account as new buyers are involved in cross-selling journey. The evolution of the buyer’s journey.

Manufacturing 49

Manufacturing B2B Procurement Sales 49

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. In surveying the global account managers, they listed price concessions as the #1 used negotiation tactic. Minimizes deal margin.

Negotiation 52

Negotiation Value Proposition Global Accounts 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. Consult with instructors on implementation and curriculum design.

Customer Success 19

Customer Success Account Management Sales Leadership Procurement 19

Farland Group

SEPTEMBER 28, 2022

We wanted to look at how important some accounts are to businesses, and how to create a kind of extraordinary focus on those accounts that really drives long-term value for both companies. In sales, we’ve seen account management—putting senior people on your top customers.

Marketing 52

Marketing Management Co-Creation B2B 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?

Sales 52

Sales Management Sales Management Software 52

Louise Collins Associates

OCTOBER 26, 2017

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. Understanding who and what influences the decision making process is one of the most critical capabilities required for effective account management.

Decision-making 52

Decision-making Stakeholders Account Management Procurement 52

SBI Growth

SEPTEMBER 15, 2012

Ask them about our Key Account Management practice. Many Fortune 100 executives have benchmarked finance, information technology, human resources and procurement. If you want more, speak with Mike (bio here ), or Aaron (bio here ). Their accuracy is 95% in 2012. They will make sure you never get surprised.

Sales 117

Sales Key Account Management Procurement Account Management 117

SBI

JULY 26, 2018

Project Kickoff, Brand App Design & Development: Your dedicated account manager will outline the requirements, processes, and timelines to ensure a smooth fast implementation. Orrin: Here are the steps: Getting Started: Our customer success team will advise you on best practices and let you know exactly what to expect.

Sales 38

Sales CRM Digital Transformation Procurement 38