DemandFarm

APRIL 11, 2023

Is the organization ready to adopt a digital approach to account planning, and does it have the discipline to use it effectively? Implementing Digital Key Account Management tools requires discipline, as it involves following a set of processes and procedures consistently.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

ProlifIQ

FEBRUARY 8, 2023

Because a standard customer success team is trained to look at managing their accounts, or account planning , as a quarterly activity, they are therefore less likely to look at account planning as a daily, ongoing, activity. Leverage your CRM for account planning instead of opting for long QBR sessions.

Account Planning 52

Account Planning CRM Customer Success Decision-making 52

Upland

NOVEMBER 27, 2023

Have there been any recent changes in executive leadership? It’s a 10x factor approach.” Work as a team As with every aspect of account planning, sellers will be most successful if they approach insight-gathering as a team. “When you collaborate, you’re getting the big picture,” says Billy. Sold off a piece of the business?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

DemandFarm

MARCH 31, 2023

Ensuring the entire organization is part of the change, making everyone an advocate and engaging the whole team will in turn make the adoption of Digital Key Account Management easier. The leadership team plays a big role in creating an impression that as a business it is vital to understand all the stakeholders in the buying process.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Revegy

APRIL 21, 2021

We understand the stress that sales leaders face every day – coaching, building reports, motivating, ensuring effective communication. In addition, reps find it harder to identify key stakeholders and get in sync with the buyer’s journey. Account Planning & Execution : We can’t always be chasing the next new deal.

Stakeholders 85

Stakeholders Account Planning Decision-making Leadership 85

ProlifIQ

FEBRUARY 27, 2023

Importance of Key Account Management – In a B2B company, key account management is crucial as these customers often generate a large portion of the company’s revenue. Minimizing customer churn When prioritizing key accounts, a seller can proactively address any potential issues that may lead to client churn.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

Arpedio

OCTOBER 17, 2023

Role-specific assessments: Use role-specific assessments or case studies to evaluate a candidate’s ability to manage accounts, make strategic decisions, and communicate effectively. Coaching and mentorship: Invest in coaching and mentorship programs to nurture the professional growth of your account managers.

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

SBI

JULY 1, 2020

Organizations that understand the true value of account planning, identify untapped revenue potential while delivering strategic customer value. To uncover hidden revenue in your key accounts, focus on these 5 strategies that great companies get right.

Account Planning 72

Account Planning Decision-making Stakeholders Leadership 72

SBI

JULY 15, 2021

Your account team needs to have a common understand of an account or opportunity – the key stakeholders, their goals, and company objectives. This requires collaboration and a well-documented account plan. . Account Visibility = Agility. People need to stay connected, more now than ever.

Procurement 57

Procurement Account Planning Sales Stakeholders 57

Brightbridge Consulting

AUGUST 5, 2021

We now look forward to booked engagements with the development of leadership and furtherance of account plans this Autumn. A face-to-face meeting is planned! It makes understanding and communicating value far more difficult – (It was challenging already). Different and creative approaches are required.

Meetings 40

Meetings Suppliers Key Account Management Account Planning 40

Revegy

APRIL 21, 2021

We understand the stress that sales leaders face every day – coaching, building reports, motivating, ensuring effective communication. In addition, reps find it harder to identify key stakeholders and get in sync with the buyer’s journey. Account Planning & Execution : We can’t always be chasing the next new deal.

Stakeholders 59

Stakeholders Account Planning Decision-making Leadership 59

ProlifIQ

APRIL 5, 2023

Account Planning Best Practices Sales account planning is a critical aspect of any business that seeks to manage its customers effectively and generate more revenue. An action plan that outlines the sales account planning process is crucial for any company that wants to succeed.

Account Planning 52

Account Planning Value Proposition Account Management Key Account Management 52

Hubspot Sales

MARCH 18, 2019

Key accounts don't usually buy off-the-shelf: They want a custom blend of products and services tailored to their needs. A KAM needs leadership abilities to guide her team members (which might include a salesperson, marketer, technical support, implementation and/or onboarding specialist). Key Account Manager Job Description.

Key Account Management 127

Key Account Management Account Management Management Account Strategy 127

Louise Collins Associates

NOVEMBER 24, 2017

My observation across multiple organisations is that KAM often lacks the leadership required to make it work. In most organisations KAM sits within the sales directorate and the responsibility for leading key account teams sits with the first line sales manager. Leadership is not the responsibility of the person who has the title.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

OnStrategyHQ

DECEMBER 20, 2023

To kick this process off, we recommend 1-2 weeks (1-hour meeting with the Owner/CEO, Strategy Director, and Facilitator (if necessary) to discuss the information collected and direction for continued planning.) Questions to Ask: Who is on your Planning Team? What senior leadership members and key stakeholders are included?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Arpedio

SEPTEMBER 25, 2023

Strategic planning KAM isn’t just about the present; it’s about the future. It involves strategic planning and collaboration with key accounts to ensure their needs are met and your business can grow together. Regular communication Keeping the lines of communication open is vital in KAM.

Key Account Management 52

Key Account Management Account Management Management Sales 52

Gordian Business

JULY 23, 2019

Everything written about managing major accounts strategically has one theme: it’s not a marketing or sales campaign, it’s a leadership initiative driven by the C-Suite. The overarching key to long-term success is how well the organisation changes to manage strategic accounts differently. ” — Frances Hesselbein.

Management 52

Management Account Management Leadership Account Planning 52

SmartKarrot

MARCH 30, 2023

Role: Senior Customer Success Manager Location: United States (Remote) Organization: Talentify.io As a Senior Customer Success Manager you’ll be focusing on a certain set of accounts and fostering and sustaining relationships with important stakeholders. Direct the customer success teams with visible, daily business leadership.

Customer Success 19

Customer Success Advertising eCommerce Stakeholders 19

SmartKarrot

NOVEMBER 2, 2022

Be the voice of the customer, driving proactive cross-functional alignment and collaboration internally with key stakeholders in Sales, Product, Engineering, and Finance. Drive upsell/cross-sell opportunities with existing accounts for incremental client growth.

Customer Success 19

Customer Success Stakeholders Onboarding Finance 19

SmartKarrot

MARCH 30, 2023

Role: Senior Customer Success Manager Location: United States (Remote) Organization: Talentify.io As a Senior Customer Success Manager you’ll be focusing on a certain set of accounts and fostering and sustaining relationships with important stakeholders. Direct the customer success teams with visible, daily business leadership.

Customer Success 15

Customer Success Advertising eCommerce Stakeholders 15

SalesGlobe

APRIL 19, 2022

Communications That Come Too Late. This is often one of the most challenging aspects to address since the acquiring company is not allowed to communicate with their new acquisition partner until the deal is fully executed, and this happens up to several months following the first public announcement of the deal.

Acquisition 52

Acquisition Sales Decision-making Communication 52

SmartKarrot

MAY 18, 2022

Drive quarterly review meetings with key accounts together with various different team members. Build and maintain client relationships at all levels through frequent meetings, trade shows, and continuous communication. Develop & maintain Key Account Plans supported by regular onsite customer reviews.

Customer Success 19

Customer Success Customer Life Cycle Account Planning Client Relationships 19

SmartKarrot

DECEMBER 2, 2022

Internal and external key stakeholder management. Development of territory and account development, training, and educational plans. Collaborate with sales, solutions consultants, support, and professional services to prepare account plans and support the customers with the right resources. Apply here: [link].

Customer Success 19

Customer Success Onboarding Account Planning Account Development 19

SmartKarrot

SEPTEMBER 5, 2022

Establish and maintain proactive communication with key customers and stakeholders. Establish strong relationships with BIOVIA R&D and Product management leadership to ensure customer needs are well represented. Help develop customer engagement forums to build a collaborative community of Arc customers.

Customer Success 19

Customer Success Onboarding Prioritization Facilitation 19

SmartKarrot

FEBRUARY 1, 2022

Provide regular reporting to the leadership team on metrics, goal attainment, programs, and customer feedback. Maintain a cadence of communicating with customers about their adoption trends, sentiment, and mining opportunities for deeper engagement. Responsible for account-level expansion initiatives.

Customer Success 19

Customer Success Onboarding Account Planning Healthcare 19

SmartKarrot

APRIL 15, 2022

Present data, findings, results, and recommendations to leadership. As a Trusted Advisor and Executive Sponsor, develop and maintain long-term relationships with stakeholders at your customers. Plan, schedule and oversee key client communication points. foster collaboration and encourage continuous learning.

Customer Success 19

Customer Success Onboarding Negotiation Leadership 19

SmartKarrot

JANUARY 21, 2022

Work closely with product leadership to help deliver roadmap feature requests across the entire customer base. Represent Customer Success at leadership and executive meetings to deliver an organization value proposition to drive new business and positive outcomes.

Customer Success 19

Customer Success Value Proposition Leadership Account Planning 19

SmartKarrot

FEBRUARY 16, 2023

For your clients, develop strategic account and customer success plans, and track their progress towards predetermined objectives and outcomes. communicating regular updates and significant milestones to senior leadership. the control of a portfolio of strategic accounts.

Customer Success 19

Customer Success Account Planning Client Development Stakeholders 19

SmartKarrot

DECEMBER 10, 2021

Represent the voice of the customer with leadership teams by engaging in product discussions, translating customer usage and feedback into actionable insights, and feature ideas. Ongoing customer communication and relationship-building efforts. Perform strategic account planning to identify and forecast opportunities and risks.

Customer Success 19

Customer Success Advertising Account Planning Stakeholders 19

SmartKarrot

OCTOBER 6, 2022

Account managers also conduct research and present unique solutions to assist customers in gaining tangible business outcomes. Activities of a SaaS Account Manager. A SaaS Account Manager’s work, on a day-to-day basis, includes –. Account planning. This is a foundational activity for an account manager.

Account Management 10

Account Management Management Negotiation Stakeholders 10

OnStrategyHQ

MAY 18, 2021

Executive Team Planning Team. Leadership Offsite: 1 – 2 days. Positive long-term results rely on defining the competencies needed to maintain market leadership and maximizing the effectiveness of those internal systems. The scorecard has four categories of measures: Financial/Mission — How do we look to our stakeholders?

Organization 96

Organization Facilitation Small Business Marketing 96

SmartKarrot

FEBRUARY 19, 2021

Work closely with internal teams to resolve identified risks and escalated issues in a timely manner and properly communicate/set expectations with customers. Working collaboratively across different teams, manage the internal stakeholders in Mews & effectively communicate the customer needs with Mews Product Teams.

Customer Success 10

Customer Success Stakeholders Customer Experience Government 10

SmartKarrot

JUNE 17, 2021

Manage and lead the team to develop delivery plans that maximize member experience and achieve higher value realization and member satisfaction. Contribute thought leadership and best practices, both internally and externally, around member service experience improvements.

Customer Success 10

Customer Success B2C eCommerce Leadership 10

Arpedio

DECEMBER 22, 2021

Ned Gilbert , Senior Director of Strategic Accounts for applied sciences team at Premier Inc. Ned has over 12 years of professional sales experience, 10 of which he has spent in healthcare sales, strategic account management and sales leadership working for Medtronic, the largest medical device company in the world.

Supply Chain 52

Supply Chain Account Management B2B Stakeholders 52

Arpedio

DECEMBER 22, 2021

Ned Gilbert , Senior Director of Strategic Accounts for applied sciences team at Premier Inc. Ned has over 12 years of professional sales experience, 10 of which he has spent in healthcare sales, strategic account management and sales leadership working for Medtronic, the largest medical device company in the world.

Supply Chain 52

Supply Chain Account Management B2B Stakeholders 52

SmartKarrot

APRIL 21, 2021

Role model executive leadership characteristics that contribute to team-wide effectiveness. Identify the strategic priorities for the account and then prioritize, forecast, and enable execution. Provide thought leadership and executive escalation to promote growth initiatives. Recruit, develop and lead a high-performing team.

Customer Success 10

Customer Success Negotiation Leadership Account Planning 10

Arpedio

MARCH 18, 2024

Among these strategies, account mapping has emerged as a cornerstone methodology that fosters sales process optimization and drives sustainable growth. The Basics of Account Mapping At its core, account mapping facilitates a detailed understanding of a client’s organizational structure.

B2B 52

B2B Stakeholders Sales Decision-making 52