Account Management Skills

FEBRUARY 15, 2024

I was chatting to one of my clients recently about the benefits of introducing account management in their agency for the first time. When you start an agency, typically you start with project management. As a small, agile team it makes sense for project managers to be responsible for client management.

Account Management 52

Account Management Management Account Growth Client Relationships 52

Account Manager Tips

OCTOBER 12, 2022

Sit down, take stock and say these four words to your clients to understand what they need from you right now. 4 magic words to say to every client After I've said the magic words, then what? Workshop: What to do when your client doesn't give a crap Worth a click Quote of the week. Reappraise needs and priorities.

Key Account Management 130

Key Account Management Suppliers Account Management Management 130

Account Manager Tips

OCTOBER 18, 2022

Disagreeing with clients isn't a bad thing. 4 magic words to say to every client After I've said the magic words, then what? Workshop: What to do when your client doesn't give a crap Worth a click Quote of the week. 4 magic words to say to every client It's Q4 and the end of the year is in sight, so everyone is busy.

Key Account Management 130

Key Account Management Suppliers Account Management Construction 130

Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. And this isn’t something I see being talked about frequently. I’ve often joked that: “All evaluation is a lie, and what we need to do is get together to agree on the lies that we’ll all believe.”

Sales 258

Sales Finance Decision-making Profitability 258

Red Star Kim

AUGUST 1, 2023

Delegates were from law and accounting firms with a variety of reasons for attending: a new role or career change, approaching the annual planning cycle, creating a M&BD function scratch, convincing the board to plan, expanding into new territories and the desire for fresh ideas. But before we plunge in, let’s challenge our assumptions.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Mike Kunkle

OCTOBER 8, 2023

This isn’t a one-size-fits-all approach; it’s a tailored strategy that understands and addresses the unique needs and challenges of each component, optimizing their performance towards a common goal. Nowhere is this truer than with the commercial organization. This unified effort propels businesses to new heights of success.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Mike Kunkle

FEBRUARY 5, 2023

Worse, recently, I’ve read an increasing number of articles and posts about how buying has become so convoluted and non-linear, that given that and a buyers’ market, sales process just doesn’t matter anymore. Bob Apollo made this exact point about Deming’s original work and how sales process is somewhat different.]

B2B 198

B2B Sales Decision-making Negotiation 198

Account Manager Tips

JULY 22, 2022

25 problems that stop key account managers from doing their job Favourite books about problem solving Coming up: How to Build a Successful Executive Sponsorship Program Just for fun: #GorgeousGrandma Day In other news Quote of the week. Key account management is a role that requires both sales skills and strategic thinking.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

Red Star Kim

DECEMBER 5, 2023

It was on budget day so those from accountancy and tax practices had a lot going on. There was much discussion about the different systems that were used – and people’s views on whether they were good, bad or indifferent. Others asked about platforms for event invitations. What CRM/systems would people recommend?

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Red Star Kim

FEBRUARY 14, 2023

At the start of February it was a full house of delegates from accountancy, law and consultancy firms (including from Hong Kong) at the PM Forum ’s “Coaching and Consulting skills for marketing and business development professionals”. Delegate views and poll results are shown below. A good example of a limiting belief comes from running.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Account Manager Tips

MAY 1, 2021

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. Like trying to force clients to buy something they don't need. Client Retention.

Negotiation 130

Negotiation Key Account Management Suppliers Value Proposition 130

Hubspot Sales

APRIL 26, 2023

And even if you manage to convince a poor-fit prospect to buy, you're setting yourself up for an unhappy customer relationship and a potential hit to your reputation. You need to uncover your prospect’s pain, figure out what they mean (versus what they say), and tailor your messaging to their priorities — but you can't do all the work.

Decision-making 115

Decision-making Value Proposition Negotiation Stakeholders 115

Planview

MARCH 1, 2024

It’s crucial to articulate a clear and measurable value proposition for your team, which can significantly ease budget discussions. Let’s explore strategies for defining your team’s impact in quantifiable terms, making your contributions as evident and persuasive as financial outcomes when budgeting time comes around.

Value Proposition 59

Value Proposition Software Software Finance 59

Account Manager Tips

OCTOBER 13, 2020

Is your business and your key account management team growing fast? Do you feel like you're always playing catch-up and never have time for important projects, like developing processes that drive business growth or creating career paths for your key account managers? Click to Tweet. So that's been the journey.

Key Account Management 130

Key Account Management Account Management Management Decision-making 130

Hubspot Sales

MAY 18, 2023

If you have a consulting practice, you need to curate credibility to help secure business. Having the right certification can put you at the top of the list for potential clients. Plus, you’ll learn the knowledge and skills you need to do the job. As a result, you may see an uptick in interest and new account creation.

Negotiation 79

Negotiation Leadership CRM Insurance 79

Account Management Skills

SEPTEMBER 13, 2023

Do you struggle to think ahead about your clients? I speak to multiple account managers (AMs) every day. Hybrid’ AMs (project managing as well as responsible for account growth) particularly struggle. Account managers generally want to be more informed. And it frustrates them.

Account Management 52

Account Management Management Account Growth Client Development 52

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

Negotiation 104

Negotiation Sales Leadership CRM 104

CMOE

MAY 4, 2023

Statistics show that 70% of projects fail to deliver desired results and 42% of organizations don’t even understand the importance of project management—but they also show that 73% of organizations that use a formal project-management approach always or often have met their goal. Here, we focus on five core skills.

Management 52

Management Stakeholders Communication e-Learning 52

Brooks Group

MARCH 28, 2024

Gone are the days when you could simply sell to a mid-level manager. Senior leaders control budgets, set strategy, and have the authority to champion major initiatives across the organization. Your prospect lacks budget authority. You can’t expand the account. Why is selling to the C-suite so critical?

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Account Management Skills

JULY 26, 2023

In fact, “I used to think great work leads to a great relationship, but I realised clients can still despise you to the point of firing you. This means we need to be more relevant and useful than ever! Conversations are already happening in which clients are asking account managers questions about AI.

Account Management 52

Account Management Management Client Relationships Communication 52

Hubspot Sales

MARCH 25, 2024

But in all seriousness, difficult prospects are a fact of sales life, and dealing with a difficult buyer who makes a sale harder than it needs to will always suck — and from time to time, you're bound to deal with an especially difficult buyer who makes a sale especially harder than it needs to be, and that experience will especially suck.

Decision-making 106

Decision-making Sales Finance Prioritization 106

Janek Performance Group: Account Planning

JULY 25, 2023

All sales organizations need new business to thrive and grow. As such, they often prioritize new accounts. For salespeople, this means tighter budgets, more decision makers, and longer sales cycles. This makes effective account planning essential. However, it’s easy to take established accounts for granted.

Account Planning 52

Account Planning Prioritization Decision-making Organization 52

Brooks Group

OCTOBER 11, 2023

After you choose the date and venue, your next question may be who you should ask to deliver the keynote—and what you want them to talk about. Checking all of those boxes, within the budget you’ve been given, can be daunting. Are there specific industry trends or competitors they’re curious about?

Sales 92

Sales Sales Training Meetings Media 92

Account Manager Tips

NOVEMBER 27, 2020

Are you struggling for Christmas gift ideas for the key account manager in your life? If you want to show appreciation to a colleague or just treat yourself - there's something for everyone and every budget in this Christmas gift guide: key account management edition! If you do video calls, then you need this.

Key Account Management 130

Key Account Management Account Management Digitalization Innovation 130

Brooks Group

NOVEMBER 8, 2023

To do that, the company needs to win a set percent of deals in the sales pipeline. And to win those deals, you need to coordinate the best mix of inbound and outbound sales tactics. And to win those deals, you need to coordinate the best mix of inbound and outbound sales tactics. Imagine you’re on a journey.

Supply Chain 73

Supply Chain Sales Sales Training Organization 73

Revegy

JANUARY 18, 2021

Sales reps generally enter their accounts into the CRM, which include a list of people, contact information, and maybe some notes and emails. However, this doesn’t tell you nearly enough about the account overall and fails to give you a visual understanding of what’s going on. There may be 6 – 8 decision-makers in these deals.

CRM 119

CRM Procurement Stakeholders Facilitation 119

Red Star Kim

APRIL 12, 2023

With a full house of marketing and business development executives from legal and accountancy firms across the UK it was an interactive, valuable and fun day (Thank you delegates for your spirited engagement and thanks to Morag Campbell for your superb technical hosting!). In my first week, the week before Christmas, I worked on four pitches.

Media 130

Media Marketing B2C Stakeholders 130

Strategic Communications

MAY 4, 2022

There comes a point in the life cycle of many businesses when advertising needs outgrow the “homespun” and it’s time to call upon the services of a professional agency or consultant. What you want, though, is to find an agency that focuses specifically on your needs. Know what you want. Establish your budget.

Advertising 52

Advertising Internet Small Business Communication 52

Hubspot Sales

MAY 24, 2023

You’re under pressure to meet quota, and losing a deal at the buzzer indicates to your manager that you’re not in control of the sales process. The closing call is all about controlling the controllable. A closing call is the final call between you and a prospective client. Whether your prospect says yes or no is up to them.

Decision-making 110

Decision-making Meetings Negotiation B2C 110

Mike Kunkle

OCTOBER 24, 2021

At a minimum, these leaders must tackle quota setting, territory optimization, account assignments, account plans, any compensation plan updates, go-to-market strategy shifts, tactical plans, playbooks, and more. For maximum effectiveness, the things on the left are a dependency for the things to the right of them.).

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

Hubspot Sales

OCTOBER 12, 2022

When it comes to data management, there are two main options — spreadsheets versus databases. The amount of data you need. For example, an individual keeping track of tasks and responsibilities will have different needs than a big company with thousands of employees working in different areas. Table of Contents. Image Source.

Computers and Electronics 121

Computers and Electronics CRM Decision-making Facilitation 121

Brooks Group

DECEMBER 20, 2023

As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics. In a landscape where intuition must be complemented by concrete evidence, sales metrics empower managers to make informed choices.

Sales 93

Sales Decision-making Sales Training Sales Management 93

Red Star Kim

DECEMBER 2, 2022

Delegates were from large and medium sized legal, intellectual property, accountancy, actuarial, pension and consultancy firms – from the UK but also from the Channel Islands and Portugal – with some supporting up to 12 jurisdictions. So we should ask people about their perceptions on what they would like.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

KAM With Passion

FEBRUARY 22, 2021

Polarized attitudes towards Key Account Management. True Key Account Management (KAM) or Strategic Account Management (SAM) remains a topic that polarizes the thinking and behaviours of business leaders. Key Account Management, what is it really?

Key Account Management 130

Key Account Management Account Management Management Co-Creation 130

Apptivo

MAY 2, 2023

How can Apptivo CRM help you manage maintenance agreements and vendors? Summary Think about getting the confidence that the machinery is well-maintained and performing optimally, without having to worry about unexpected breakdowns and pricey repairs. What is an Annual Maintenance Contract? Benefits of Maintenance Contracts 3.

CRM 52

CRM Finance Suppliers Profitability 52

Account Management Skills

DECEMBER 5, 2022

This is part two of a two part episode about raising your account management game. So you want to raise your profile, or you’re not really sure what you can do to be more effective in your account management role. This is part two of a two part episode about raising your account management games.

Management 52

Management Account Management e-Learning Client Relationships 52

Account Management Skills

NOVEMBER 7, 2022

I get to speak to a lot of account managers who work in creative agencies. And I get a lot of questions about how they can progress their career, how they can be better at the account management role, and some of the key things that are most important when it comes to being more efficient and more effective in the role.

Account Management 52

Account Management Management Suppliers Meetings 52