Brooks Group

MARCH 27, 2025

Retaining customers is the number one priority of sales leaders this year, according to the 2025 Sales Leader Report. Holding on to your current accounts is just smart business. Heres what you need to know to develop a true customer-centric strategy for your sales team. What Is a Customer-Centric Strategy?

Account Management 96

Account Management Sales Sales Training Profitability 96

Hubspot Sales

JUNE 16, 2025

As a business owner, sales isn’t just a job — it’s baked into everything I do. And if you’re looking for a sales role? But recruiters and sales leaders? I talked to recruiters and sales leaders to find out what separates the “maybe” pile from the “must-interview” list. You can’t escape it. Same story.

Sales 72

Sales Decision-making Finance Cybersecurity 72

Account Management Skills

JANUARY 23, 2025

Hiring an agency account manager can feel like walking through a minefield in flip flops. You sift through CVs with varying job titles – Account Manager, Senior Account Manager, Account Director etc – but when you dig deeper, their skills and experience vary wildly.

Account Management 52

Account Management Management Onboarding Business Growth 52

DemandFarm

MAY 7, 2025

In my years working alongside account management and customer success teams, one thing has become painfully clear: the Quarterly Business Review (QBR) process is broken. Lets unpack the most valuable use cases were seeing across high-performing Customer Success and Account Management teams: 1.

Account Management 52

Account Management Co-Creation Management Key Account Management 52

Account Management Skills

JUNE 16, 2025

When the owner leads the call, three things happen: Clients feel they’re getting top-tier advice Account managers feel up-staged You stay stuck in day-to-day delivery instead of growth Let’s fix the dynamic. Sound familiar? Is the team under-trained? Invest in coaching so they earn the client’s confidence.

Account Management 40

Account Management Management Meetings Marketing 40

DemandFarm

MARCH 31, 2025

For years, Key Account Management (KAM) has been confined within the walls of CRM systemsSalesforce, Microsoft Dynamics, and HubSpot. The logic was straightforward: if customer data already lives inside a CRM, why manage key accounts elsewhere? Key Account Management is not an extension of sales.

Key Account Management 52

Key Account Management Account Management Management CRM 52

Whetstone

JUNE 2, 2025

Strategic account management is no longer something we need to advocate for; it is now a standard practice, not because of a new framework or trend, but because the business environment demands it. People are paying attention to what it can do, where it fits, and how it will reshape the role of the account manager.

Account Management 40

Account Management Artificial Intelligence Management Decision-making 40

Brooks Group

JUNE 19, 2025

Sales training is one of the most important—and most often misunderstood—investments a sales leader can make. Here are the top 10 questions sales leaders ask when they’re looking for the best sales training—and how to think about them strategically. What’s the best way to approach sales training for my team?

Sales Training 59

Sales Training Procurement Onboarding Sales 59

Brooks Group

APRIL 22, 2025

This post reviews these four factors as well as the value of resilience to help you recession-proof your sales organization. Sales Success Factor 1: Act Early Companies that proactively recognized the threat ahead of the 2008 recession achieved six percentage points higher total shareholder return in the downturn than companies that did not.

Shareholders 59

Shareholders Negotiation Sales Training Sales 59

DemandFarm

NOVEMBER 22, 2024

You don’t need a tutor to realize the importance of optimizing your sales team’s efficiency. Here is the simplest way—your sales team is in a rut if you don’t get satisfactory answers to the following questions. Are our sales teams consistently meeting targets and improving conversion rates?

Key Account Management 52

Key Account Management CRM Account Management Sales 52

ProlifIQ

NOVEMBER 7, 2024

Salesforce Account Plans – Using Your CRM To Drive Strategy Salesforce account plans are a powerful feature within the Salesforce ecosystem, designed to streamline and enhance strategic account planning for B2B sales and account management professionals.

Account Planning 52

Account Planning Account Management Decision-making CRM 52

DemandFarm

MARCH 31, 2025

In the past, account managers spent significant time on manual tasks like logging customer interactions, scheduling meetings, updating CRM records, and manually tracking stakeholder engagement. It can also help predict the likelihood of a deal closing based on past sales cycles and buyer engagement levels.

Account Management 40

Account Management Key Account Management Management Account Planning 40

Engage Selling

APRIL 10, 2024

Here’s what is at stake… … The post The #1 Account Management Mistake first appeared on Colleen Francis - The Sales Leader. But too often, sellers can’t see past the next P.O. Are you guilty of this?

Account Management 62

Account Management Management Sales Customer Value 62

ProlifIQ

DECEMBER 18, 2024

Leveraging AI In Pre-Sales and Post-Sales Processes Account research has historically been cumbersome, taking hours to find the different details you need to make a strong pitch to your target accounts. Let’s talk about how to use AI in account planning.

Account Planning 52

Account Planning Management Value Proposition Account Management 52

ProlifIQ

OCTOBER 30, 2024

KAM Technology & Use Cases in 2025 KAM technology plays a crucial role in supporting these best practices by providing powerful tools and features that streamline and enhance key account management processes. Interested in seeing a Key Account Management solution to help you retain and grow key customers?

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

MTD Sales Training

DECEMBER 1, 2022

We know you’re looking for sales manager interview questions and coming across this guide you’re most likely in one of two camps. This guide lists the most common and some unusual and tough questions that are asked at sales manager interviews. What do you like least about working in sales?

Sales Management 62

Sales Management Management Retail Sales 62

DemandFarm

MAY 14, 2025

But this linear formula doesnt quite hold in key account management (KAM). The Hidden Cost of Being Too Human Veteran account managers navigate complex buying committees, shifting priorities, and nuanced organizational cultures by relying on instinct. Think of it this way: most sales AI is a telescopeit looks outward.

Key Account Management 52

Key Account Management Account Management Management Account Growth 52

MTD Sales Training

DECEMBER 20, 2021

Both are different types of selling in their own right and offer different opportunities for increasing your margins and sales at the point of sale. The server can upsell at the point of sale before their meal is complete. We’ve got more retail sales tips here. What could be worth them investing in?

Insurance 62

Insurance Decision-making Retail Account Management 62

DemandFarm

JULY 8, 2025

They made sense of sales, what had been chaotic, manual, and scattered. Sarah, your star account manager, is staring at her laptop screen, scrolling through endless CRM records about GlobalTech Industries—her biggest potential deal this quarter. This scene plays out in sales organizations worldwide, every night.

Sales Technology 52

Sales Technology CRM Sales Stakeholders 52

DemandFarm

JANUARY 12, 2025

Key Account Management (KAM) thrives on strong relationships, and there is no denying that. But it also demands precise account planning, strategic execution, data-driven decision-making, and seamless cross-functional collaboration. How RevOps Helps in Key Account Management?

Key Account Management 52

Key Account Management Account Management Decision-making Prioritization 52

Brooks Group

APRIL 17, 2025

For sales leaders, this environment demands a fundamental rethinking of traditional retention approaches. Customer Retention and Loyalty: Steps for Sales Leaders Having a customer-centric focus may require a shift in approach or additional resources. The transactional methods that may have sufficed in more stable times now fall short.

Supply Chain 52

Supply Chain Sales Training Sales Suppliers 52

MTD Sales Training

JANUARY 24, 2024

Sales Forecasting and Predictive Analytics are revolutionising the sales landscape. These twin pillars not only offer a glimpse into the future of sales but also equip businesses with tools to be more proactive, so mastering these techniques are essential. What is Sales Forecasting?

Artificial Intelligence 62

Artificial Intelligence Sales Decision-making Finance 62

MTD Sales Training

APRIL 18, 2023

Modern day sales managers and sales directors are continually seeking effective sales incentives to boost team motivation and enhance performance. Therefore, we’ve compiled a list of 18 innovative sales incentive plan examples and ideas , including various sales incentive plans and team incentive ideas.

Sales 62

Sales Sales Training Brainstorming Management 62

MTD Sales Training

JUNE 13, 2023

An effective Sales Strategy Presentation is a valuable tool for showcasing how you’re planning to align your sales strategy (and team) with your company’s vision and goals. But when it comes to ‘how to write a sales strategy’ and ‘how to present a strategy’ , where do you even begin?

Sales 62

Sales Value Proposition Media Interpersonal Skills 62

Nutshell

APRIL 7, 2025

Zoom meetings can be an essential part of any teams sales, customer onboarding or ongoing account management processes. The ability to generate AI transcriptions and summaries of Zoom calls is available on the Sales Business and Sales Enterprise plans. How can I access this feature? What else is new?

Meetings 102

Meetings Onboarding Account Management Business Planning 102

Whetstone

JANUARY 8, 2025

Executive sponsorship in Strategic Account Management (SAM) is critical to ensuring initiatives succeed. It empowers Strategic Account Managers (SAMs) to lead confidently while providing guidance, breaking barriers, and ensuring alignment. The discussion underscored a persistent challenge.

Stakeholders 52

Stakeholders Account Management Leadership Decision-making 52

MTD Sales Training

JUNE 29, 2022

Sales is a complicated, never-ending process of building relationships with prospects, building trust, asking probing sales questions , lots of listening and moving the whole procedure through to the commitment stage and ultimately asking for the sale or order. Contents What Is Meant By A Sales Process?

Procurement 62

Procurement Sales Decision-making e-Learning 62

MTD Sales Training

MARCH 4, 2022

Creating an effective and realistic sales plan is a crucial process which aligns the work of your sales teams with the company’s overall objectives. It shapes and focuses the efforts of your sales executives, identifies key goals and targets, and tracks progress. Contents What Is a Sales Plan?

Sales 62

Sales Construction Sales Training Onboarding 62

MTD Sales Training

NOVEMBER 2, 2022

Ever wondered what truly drives ‘repeat business’ and how to maximise its potential in your sales strategy? Jeff Gitomer states that ‘value is what you do up-front before the sale, and what you do during the relationship. Develop an account management strategy so nothing is left to chance.

Suppliers 62

Suppliers Account Management Artificial Intelligence Media 62

MTD Sales Training

JANUARY 9, 2024

Like many others, are you on the hunt for ‘a magical’ sales volume formula ? Increasing sales is a universal goal for businesses, and the desire to boost sales volume remains at the forefront of this mission. What is Sales Volume? The sales volume for one month would be 1,000.

Sales 62

Sales Performance Review Sales Training Decision-making 62

DemandFarm

OCTOBER 24, 2024

Many organizations struggle to keep their sales teams consistently motivated, especially when they need to push specific products or meet urgent targets. This is where SPIFFs—short-term sales performance incentives—come into play. 75% of sales leaders say they drive results when implemented strategically.

Sales 40

Sales Key Account Management Meetings Software 40

Hubspot Sales

MAY 5, 2025

Most sales professionals unknowingly sabotage these calls and make predictable mistakes that kill rapport and crush their chances before the deal even begins. Since 96% of consumers research tools before ever speaking to a sales rep, they dont need a feature rundown during discovery. Talking too much, listening too little.

Decision-making 106

Decision-making Sales B2B Co-Creation 106

Brooks Group

JULY 1, 2025

Do you need to scale your sales organization? There are multiple reasons to expand a sales team, with each reason creating unique challenges and requiring different approaches to team structure, processes, and technology. The goal is to scale while keeping sales performance on track.

Sales Training 52

Sales Training Sales Digital Transformation Investors 52

DemandFarm

JULY 10, 2025

Meanwhile, McKinsey research shows that top-performing sales organizations derive over 50% of their growth from existing customers. Particularly effective for complex B2B sales environments with multiple stakeholders and diverse product portfolios. The support and customer success teams are top notch!”

Account Planning 52

Account Planning Prioritization Account Management Stakeholders 52

DemandFarm

NOVEMBER 27, 2024

” — said no sales leader, ever. “Sales team made the most of the leads this month,” said no CMO, ever. “We know the entire journey of this customer, thanks to sales and marketing,” said no customer success manager, ever. “The leads shared by marketing this month is a gold mine!”

Artificial Intelligence 40

Artificial Intelligence Key Account Management Decision-making Account Growth 40

MTD Sales Training

NOVEMBER 25, 2021

“How do I motivate my sales team who are remote, or field based?” It’s a question our trainers get asked a lot and is a very popular topic in our Sales Management Training that we delivery. We have a comprehensive Sales Manager’s Guidebook that you can work through and here are 3 sales motivation ideas to get you started.

Sales 62

Sales Sales Management Sales Training Meetings 62

Brooks Group

OCTOBER 14, 2024

Recently I was talking to one of our sales trainers about the difference between customer satisfaction and customer loyalty. He said a client’s sales team was confusing the two. It made me realize that other sales teams might be doing the same thing and thought it would be helpful to provide insight here.

Emotional Intelligence 85

Emotional Intelligence Negotiation Sales Training Construction 85