Arpedio

OCTOBER 11, 2021

Key Account Manager or Strategic Ecosystem Leader? Key Account Manager or Strategic Ecosystem Leader? ? On September 15th, more than eighty Key Account Managers (KAM) assembled in Copenhagen and online for a hybrid event. SAMA is an industry resource and community for KAM and SAM sales personnel and leaders.

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

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 28, 2020

How does your account management team keep up with the challenges and opportunities presented by growth? And how do you define account management objectives that deliver results? I'm excited to share my conversation with Calin Muresan , Existing Business Manager at Netguru. 07:27 Example of aligned KPIs.

Account Management 130

Account Management Management Account Planning Organization 130

Arpedio

NOVEMBER 22, 2023

Unlock Business Potential with Effective Stakeholder Mapping Improve your critical stakeholder relationships ← Back to blog As businesses strive to achieve growth and success, many overlook the untapped potential of effective stakeholder mapping. We will also highlight the tools and techniques available for stakeholder mapping.

Stakeholders 52

Stakeholders Decision-making Innovation Business Growth 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 Manager Tips

NOVEMBER 22, 2022

As a supplier you need to adjust fast and build a foundation of trust. My old contact has been replaced First things first: find out what they want 10 steps to become a supplier of choice Check these out Quote of the week. Pre-existing relationships with competitors that may jeopardise your current status as a supplier.

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 130

Miller Heiman Group

APRIL 2, 2019

Complacency can lead you to overlook the warning signs that your customer might leave for other suppliers. Did your point of contact or coach mention any restructuring or reorganization that required them to consider other suppliers? Focus on post-sale. Leverage key relationships in the account. Align your team.

Account Management 110

Account Management Value Proposition Management Suppliers 110

KAMCast

JULY 8, 2021

The evolution of an account manager , over the decades, has taken us on a bit of a journey: Let’s visit the 70s… Where the gift of the gab was enough to see you into a meeting with a key decision maker - armed with a bag full of good stories and friendly chat. What role does today’s account manager play then?

Key Account Management 52

Key Account Management Account Management Management Facilitation 52

Account Manager Tips

JUNE 29, 2021

Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Create contact plans to keep in touch with key stakeholders in your company and your client's. Suppliers submit proposals to provide them.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Account Manager Tips

MAY 1, 2021

A simple sales negotiation tactic. As a key account manager, you not only need to keep your clients, you need to keep them profitable. To do that, you need sales negotiation skills to convince them to buy more and, when the time comes, to renew. A sales negotiation is challenging and means difficult conversations.

Negotiation 130

Negotiation Key Account Management Suppliers Value Proposition 130

Account Manager Tips

MAY 1, 2021

Successful Sales Negotiation Strategy. As an Account Manager, there's always something to negotiate. But there's a simple sales negotiation strategy that works which is. Where do you sit in the spectrum of suppliers? Are you a simple supplier or a trusted partner? Selling feels manipulative.

Negotiation 130

Negotiation Suppliers Decision-making Sales 130

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

Arpedio

NOVEMBER 30, 2021

This means that now more than ever before, sales representatives and key account managers need to create a smooth customer experience to achieve consensus within the decision-making group. We asked Jeppe Tølløse, our Account Manager and Private Equity responsible on some tips. You: Diagnosing customer need.

Digitalization 52

Digitalization Account Management B2B Decision-making 52

Arpedio

MARCH 27, 2023

4 Sales Methodologies That Will Maximize Your Sales Success ← Back to blog Are you looking for the best way to engage with customers, boost team performance, and close more deals? By adopting the right sales methodology, you can unlock your sales team’s full potential. What is a Sales Methodology? SPIN Selling 6.

Sales 52

Sales Account Management e-Learning Decision-making 52

Hubspot Sales

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape.

Account Planning 116

Account Planning Co-Creation Account Management Negotiation 116

Arpedio

JUNE 29, 2022

Green Team Group (Green Team going forward) is Europe’s leading supplier of high-end, sustainable Christmas trees. Green Team handles all parts of the supply chain, including sourcing, manufacturing, pruning, nourishing and maintaining the trees, as well as marketing, sales and delivery through their multiple logistic centers across Europe.

Supply Chain 52

Supply Chain Manufacturing Logistics B2B 52

Account Manager Tips

AUGUST 9, 2022

What to do when a sales deal stalls? Sales process checklist Establish the next commitment The Thermometer Technique Favourite podcast: How to Succeed Just for fun Quote of the week. What to do when a sales deal stalls? For me, sales is most successful when you follow a process. not you) to solve the problem. Learn more.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

SmartKarrot

JUNE 28, 2023

The key account manager is then supposed to act as the first contact point between these clients and the business, dedicate resources, and hold meetings with them. The main aim of this practice is to help grow the number of key accounts in order to attain mutually beneficial goals and maximize their value.

Key Account Management 10

Key Account Management Account Management CRM Management 10

Brightbridge Consulting

AUGUST 5, 2021

We are supporting the development of various activities through The Association for Key Account Management and Technological University Dublin, supported by Pfizer. A variety of coaching and training activities are in occurring with a reengagement with Warwick Business School in September and the Autumn.

Meetings 40

Meetings Suppliers Key Account Management Account Planning 40

Account Manager Tips

NOVEMBER 9, 2020

Is there anything worse a key account manager has to do than tell clients about a price increase? They need to notify internal stakeholders and update procedures and systems. or make some phone calls to alternative suppliers. I had some clients that were on ancient contracts with dedicated dedicated account management.

Negotiation 130

Negotiation Account Management Key Account Management Communication 130

Account Management Skills

NOVEMBER 21, 2022

I worked in a really busy sales and marketing team. I was responsible for putting together big tender documents for this quite complex SAS product and worked really closely with some of the most brilliant kind of sales professionals. I hadn’t really been trained professionally as an account manager. Beth 09:22.

Digitalization 104

Digitalization Account Management Marketing Leadership 104

SmartKarrot

OCTOBER 13, 2022

Whether the bookings came from new clients or extensions into existing customers, sales teams are recognized and rewarded for their role in closing deals. Sales brain, I suppose. Who owns an organization’s expansion revenue/expansion transformation – customer success teams or account management teams? Not really.

Account Management 10

Account Management Customer Success Management Negotiation 10

Apptivo

JUNE 27, 2022

Without the digital infrastructure, it will be difficult to connect with the patients and the stakeholders. This medical CRM is not limited only to hospitals but also to medical suppliers, financials, and pharmaceutical divisions of the healthcare industry. CRM creatio integrates CRM with business process management features.

CRM 52

CRM Healthcare B2C Suppliers 52

Revegy

JULY 17, 2018

Are your account plans helping your teams meet their quotas or are they missing the mark? Without comprehensive, well thought out account plans, companies are missing out on major revenue opportunities and risk losing some of their largest clients. How are you measuring the strength of your relationships with key accounts?

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40

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. He works predominantly with sales profitable deals, especially when procurement gets involved. At the same time, I’ve replaced three suppliers with one.

Procurement 52

Procurement Negotiation Supply Chain Insurance 52

Account Management Skills

MARCH 2, 2021

Why being genuine and empathetic is so important to the account management role. * And it’s, I think, the first thing to say is recognising that the role of account manager it’s a difficult balancing act, because you’re there to manage the clients expectations, but also to sell the agency product.

Marketing 52

Marketing Account Management Meetings Media 52

SmartKarrot

FEBRUARY 22, 2023

Implement our engagement model, which includes cross-sell/up-sell, success planning, and account management strategies. As necessary, report out and escalate to leadership and important stakeholders. Create a solid network of connections with peers, partners, clients, and other important stakeholders.

Customer Success 3

Customer Success Suppliers Stakeholders Onboarding 3