Hubspot Sales

MARCH 18, 2019

The Difference Between Key Account Management and Selling. Key account management and selling are very different. While a salesperson focuses on the short term -- by necessity -- a key account manager (KAM) prioritizes the future. BTS identifies several unique skills critical to a key account manager's success: 1.

Key Account Management 127

Key Account Management Account Management Management Account Strategy 127

Arpedio

APRIL 1, 2022

Account-Based Selling (ABS): Everything you need to know. ? Account-Based Selling is a targeted approach to B2B sales. It requires investing your team’s resources to target multiple stakeholders within an account. Instead of the conventional one-to-one sales approach, each account is treated as a market of one.

Stakeholders 59

Stakeholders B2B Account Management Decision-making 59

SmartKarrot

MARCH 25, 2022

Partner with engineering teams in prioritizing and resolving customer requests. Develop meaningful relationships with key stakeholders within the customer as well as Cato’s teams (Sales, Customer Success, R&D and Support Engineering). Document known solutions to the internal and external knowledge base. Apply here: [link].

Customer Success 19

Customer Success Account Planning Stakeholders Finance 19

OnStrategyHQ

MAY 18, 2021

This area focuses on creating value by developing an environment that fosters learning, innovation, and prioritizing on its “human asset.” The scorecard has four categories of measures: Financial/Mission — How do we look to our stakeholders? Individual team member action plans. Finance Leader. Action Grid.

Organization 96

Organization Facilitation Small Business Marketing 96

SmartKarrot

FEBRUARY 24, 2021

Establish yourself as a trusted advisor to the customers including the building of close executive relationships with key customer stakeholders. Be a thought leader in developing and executing Customer Success and Account Management best practices that can be used across the organization. Apply here: [link].

Customer Success 10

Customer Success Stakeholders Account Management Finance 10

SmartKarrot

DECEMBER 11, 2020

Develop and maintain a clear understanding of the organizational and leadership structure of client organizations to serve as an asset for escalation, expansion, analytics, marketing or finance, engineering, support. Developing and executing on account plans to drive adoption and ROI for our customers.

Customer Success 10

Customer Success Finance Innovation Facilitation 10

SBI Growth

JANUARY 27, 2014

Account Planning. Using the Stakeholder Wheel Job Aid (Click here to download the tool), walk your rep through the BDT. The BDT often includes someone in IT, HR, Finance. These stakeholders can wield tremendous political power and easily kill a deal. ACCOUNT PLANNING. Deal Strategy Sessions.

Account Planning 121

Account Planning Stakeholders Decision-making Prioritization 121