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. During this conversation, you’ll gain valuable insights into the world of procurement negotiations. Welcome to episode 87. Mike, a very warm welcome.

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. Click to Tweet.

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

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

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

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”. Here is a summary of the sales targeting toolbox for professional services firms. So targeting is often more important and more challenging.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

KAM With Passion

MARCH 28, 2022

This post kicks-off a new section of the KAM With Passion blog dedicated to Complex Sales. The series of posts on Complex Sales is about the bottom of the pyramid. How complex is a complex sale situation? In the world of B2B sales, the term of complex sales is a well-accepted term but what does it mean exactly?

Procurement 130

Procurement Stakeholders CRM Government 130

Account Management Skills

NOVEMBER 8, 2023

We discuss: why David describes the relationship between the agency, the client and the client’s procurement department as the triangle of doom. So if all of this sounds interesting, then please visit the homepage where you can book a call, have a chat with me and see if this might be a good fit for you or a member of your team.

Procurement 52

Procurement Account Growth Account Management Advertising 52

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 Procurement Decision-making 52

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

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. STAGE 3 – THE VALUE ADDED SALES PERSON. Managing Director. MTD Sales Training | Sales Blog | Image at Bigstockphoto.com.

Suppliers 140

Suppliers Procurement Key Account Management Sales Training 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. Follow us on LinkedIn to get all the newest perspectives and insights around strategic relationship management and sales innovation. Enrico Maria Dal Compare, Senior Salesforce Consultant. Contact us.

Procurement 52

Procurement B2B Account Management Innovation 52

Brooks Group

SEPTEMBER 8, 2022

I continue to read in surveys from The Wall Street Journal and other places, that companies are still struggling with sales. One is that sales teams need to be agile – not fragile. They often feel like they’re your foe because you feel like they’re creating drag in the sales process. I love that term.

Procurement 52

Procurement Decision-making Sales Sales Training 52

SBI

JULY 15, 2021

Sales Execution 101: Creating Account Visibility. The most critical factor in successful sales execution is having the right foundation. Your account team needs to have a common understand of an account or opportunity – the key stakeholders, their goals, and company objectives. Account Visibility = Agility.

Procurement 57

Procurement Account Planning Sales Stakeholders 57

Openview

MAY 29, 2019

According to a recent study by MuleSoft, 52% of SaaS vendors report that over half of their customers require integration, and 87% viewed integration as a major hurdle in the sales process. It’s easy to tout your brand’s reliability in a sales pitch, but in practice, that might not actually be the case. Account Management.

Procurement 93

Procurement Decision-making Account Management Meetings 93

Revegy

JANUARY 18, 2021

In a webinar with Nancy Nardin of Smart Selling Tools, and Mark Kopcha, CEO of Revegy, discussed the importance of relationship intelligence and the relationship map drive sales success. In particular, relationship intelligence is missing from sales force automation. How Does CRM Tackle the Relationship and What’s Missing?

CRM 119

CRM Procurement Stakeholders Facilitation 119

Account Management Skills

JANUARY 11, 2022

And because of that, because we don’t understand how we’re impacting our clients business, increasing their sales, attracting new customers, increasing their market share, these are the things that the C suite want to know about. I remember reading, I think he was a procurement director, global procurement Director at P&G.

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 52

Account Manager Tips

JUNE 29, 2021

Let's talk about the client lifecycle The sales cycle attracts qualified leads, engages and converts them to clients. Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop. Don't rely on marketing and sales collateral alone. They're expensive too.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Showpad

NOVEMBER 20, 2019

There’s little doubt that sales at manufacturing companies are becoming more complex. As such, Sales teams are having to be trained on increasingly diverse portfolio sales including value-added services. Many Sales staff are constantly looking for new customers and learning about how they buy, but this is a challenge in itself.

Manufacturing 49

Manufacturing Procurement B2B Stakeholders 49

SBI

JULY 26, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Custom-branded professional sales presentations look terrific!

Procurement 38

Procurement Digital Transformation Sales Media 38

SBI Growth

SEPTEMBER 15, 2012

Sales forecasting does not work. At this session , we reveal how to spot a sales problem before it happens. Have you cross referenced the revenue growth of your customers with your sales forecast? This is a future sales problem. Sales growth is unsustainable. The VP of Sales is putting up big numbers at the moment.

Procurement 117

Procurement Key Account Management Sales Finance 117

SalesGlobe

JULY 13, 2022

So we welcome everybody to the sales glow future sales roundtable. First sales. Look, we are a problem solving firm for sales and we solve the toughest sales challenges in areas like sales strategy, sales organization, design, sales compensation. Michelle Seger. I’m not sure.

Acquisition 52

Acquisition Sales Account Management Financial Services 52

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

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 Co-Creation Account Management Decision-making 52

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 Decision-making Stakeholders Management 40

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 Procurement 52

Deep Insight

DECEMBER 1, 2022

Many companies grow revenues by investing heavily in new sales. In some cases, a company’s ability to Land a large number of ‘Net New’ clients each year can mask a failure to Expand its footprint across those accounts, and/or a failure to Retain those clients over the longer term. Cost Number 1 is the cost of a sales team.

Profitability 52

Profitability Procurement B2B Digital Transformation 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. So I got into a career in sales instead.

Account Management 72

Account Management Decision-making Meetings Management 72

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?

Co-Creation 52

Co-Creation Account Management Procurement 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 Finance e-Learning Advertising 52

SmartKarrot

OCTOBER 21, 2021

Work collaboratively with Sales leadership to ensure a consistent handoff experience to the Account Management team through CSQL’s. Collaborate with Account Managers to review the status of opportunities, existing business and expansion opportunities.

Customer Success 19

Customer Success Procurement Account Management Digitalization 19

Farland Group

SEPTEMBER 28, 2022

Louise, like me, is a career marketer but Tim has come up through IBM as a sales, operations, and strategy leader. 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.

Co-Creation 52

Co-Creation Marketing Management Suppliers 52

Account Management Skills

FEBRUARY 20, 2023

You have got to do all the invoices, you have got to do the sales, you have got to do the marketing, you have to do all of it. But I do know a little bit about client management. and I do know a bit about sales and marketing. But when you are talking to clients from a new business perspective are you heavily involved in sales?

Stakeholders 52

Stakeholders B2B Decision-making Marketing 52

SmartKarrot

MARCH 31, 2021

Role: Vice-President, Customer Success Location: Greater Chicago Area, US Organization: Davisware As a Vice-President of Customer Success, you will achieve targeted Go-Live Dates to maximize Annual Recurring Revenues (ARR) through robust customer management, including effective hand-off to the account management team at go-live.

Customer Success 10

Customer Success Supply Chain Procurement Sales Leadership 10

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

SBI

FEBRUARY 7, 2019

Revegy’s solutions integrate with the SAP Cloud for Customer and allow customers to literally see what’s going on inside their largest accounts. We are proud to offer Revegy’s solutions on the SAP App Center to provide sales teams with clarity on the people, priorities and progress that drive their largest accounts.

Account Planning 5

Account Planning Procurement Digital Transformation Digitalization 5

SBI

NOVEMBER 7, 2019

Seismic , the market leader for sales enablement platforms, today announced the acquisition of Percolate, a leading marketing campaign orchestration and content management platform. Sales Enablement. Sales Enablement. Doug Winter, Seismic co-founder and CEO. San Diego, CA and New York, NY (November 5, 2019) –.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20