ProlifIQ

NOVEMBER 9, 2022

As a seller, this means you must also be consultative and understand not just your own product, but also the competitive landscape within each target account. Understanding the makeup of your top accounts should be a top priority for sellers and leaders. Here is where account planning can really make or break your selling strategy.

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

DemandFarm

APRIL 11, 2023

Digital Key Account Management is the process of managing and growing a company’s most important customers using digital tools and technologies. It is essential for Sales Enablement , as it enables businesses to manage their key accounts more efficiently and effectively.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

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

APRIL 29, 2024

(SAMA = Strategic Account Management Association. Explore actionable strategies, best practices, and innovative approaches that promise to revolutionize the way you approach Strategic Account Management. ARPEDIO is one of the Global Technology Partners of SAMA).

Key Account Management 52

Key Account Management Account Management Ecosystem Leadership Global Accounts 52

Upland

JANUARY 26, 2023

The ideal customer profile is not just any customer profile – it is a profile of the single most important type of customer for your business. Account-Based Selling Criteria – Is It Right for You? Account-based selling is not a small investment.

Account Planning 195

Account Planning B2B Decision-making Acquisition 195

DemandFarm

MARCH 31, 2023

With the growing size of buying groups in the digital age, it is imperative to consider factors that play into the challenges and benefits of digital key account management. Challenges in Shifting to Digital Key Account Management Shifting to Digital Key Account Management also comes with its fair share of challenges.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

ProlifIQ

FEBRUARY 27, 2023

If you want to run a successful B2B business, it should be focused on acquiring large customers and growing the number of users or products inside those key accounts. This is typically done through something called key account management. What is Key Account Management (KAM)?

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

Account Manager Tips

JULY 27, 2020

Which means as an account manager, you’ve got to rely on instincts (and maybe a little prayer). You can’t run an account management team like that, let alone a business. I’m excited to share my conversation with Calin Muresan , Existing Business Manager, at Netguru. 03:34 The best thing about account management.

Account Management 130

Account Management Business Growth Management Account Planning 130

Arpedio

OCTOBER 17, 2023

How to build a winning account management team Account Management Software ← Back to blog A winning account management team can be your secret weapon to supercharge your company’s growth and customer satisfaction. But how do you assemble, nurture, and lead a high-performing account management team?

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

Hubspot Sales

MARCH 18, 2019

The answer: Key account management. In this comprehensive guide to key account management, you'll learn: The definition of key account management. How to know whether your company needs a key account management strategy. The difference between key account management and selling.

Key Account Management 126

Key Account Management Account Management Management Account Strategy 126

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

ProlifIQ

FEBRUARY 8, 2023

A quarterly business review is typically an event that takes place over the span of a few days to a week where sellers and a customer success manager come together to align on all of their key accounts. This is essentially the industry standard way a sales team and customer success managers think about account management.

Account Planning 52

Account Planning CRM Customer Success Decision-making 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. 1) Figure Out Who Matters with Relationship Maps.

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40

Arpedio

SEPTEMBER 25, 2023

Key account management vs. traditional sales ← Back to blog The game of sales and customer relations has changed – staying competitive is no longer just about making the sale; it’s about nurturing valuable, long-lasting relationships with your top-tier clients. Table of Contents What is Key Account Management?

Key Account Management 52

Key Account Management Account Management Management Sales 52

Arpedio

OCTOBER 30, 2023

On a recent episode of the “Thoughts on Selling” podcast, host Lee Levitt sat down with Ulrik Monberg, CEO of ARPEDIO, to delve deep into the realm of account-based selling. In this episode, Lee interviews Ulrik Monberg , Founder and CEO of ARPEDIO, to explore the keys to success in Account-Based Selling.

Co-Creation 52

Co-Creation Account Planning Artificial Intelligence Leadership 52

ProlifIQ

FEBRUARY 23, 2023

This will give you insight into the other players you’ll want to connect with and primes them to understand your solution affects multiple functions/stakeholders. This puts you in a position to bring a distinct POV to those stakeholders you just uncovered. Should we invite Nancy to our next meeting to cover that?”

Stakeholders 52

Stakeholders Account Planning Decision-making Facilitation 52

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

Revegy

APRIL 21, 2021

In addition, reps find it harder to identify key stakeholders and get in sync with the buyer’s journey. Without accountability and opportunities for refreshers, you will see a decline in your sales managers’ leadership. Account Planning & Execution : We can’t always be chasing the next new deal.

Stakeholders 85

Stakeholders Account Planning Decision-making Leadership 85

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.

Management 52

Management Account Management Leadership Account Planning 52

ProlifIQ

FEBRUARY 3, 2023

They shared how they’re structuring their teams, how their reps are being positioned to grow their largest accounts and the strategy they’re using to win more enterprise deals. Identifying The Right Accounts Account planning isn’t new, teams have done it for decades. You can check out the replay here.

Account Planning 52

Account Planning Stakeholders Decision-making Sales 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. Manage Relationships More Strategically.

Account Planning 72

Account Planning Decision-making Stakeholders Leadership 72

Louise Collins Associates

NOVEMBER 24, 2017

So when organisations have tried, and failed, to introduce Key Account Management (KAM) it is no different. My observation across multiple organisations is that KAM often lacks the leadership required to make it work. Effective Key Account Management (KAM) requires organisational leadership and specific coaching.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

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. This also provides a better customer experience.

Procurement 57

Procurement Account Planning Sales Stakeholders 57

Revegy

APRIL 21, 2021

In addition, reps find it harder to identify key stakeholders and get in sync with the buyer’s journey. Without accountability and opportunities for refreshers, you will see a decline in your sales managers’ leadership. Account Planning & Execution : We can’t always be chasing the next new deal.

Stakeholders 59

Stakeholders Account Planning Decision-making Leadership 59

Arpedio

JUNE 16, 2022

Opportunity Planning: A Complete Guide. Opportunity Planning: A Complete Guide. ? Efficient opportunity management software is your gateway to explore opportunities, make accurate sales forecasting and close the big deals. Why is opportunity management important? What are the benefits of pipeline management?

Account Planning 52

Account Planning Account Management B2B Prioritization 52

ProlifIQ

NOVEMBER 15, 2022

You need a comprehensive account management strategy. . With fewer large companies open to purchasing technology at this moment, it’s critical to understand these things when enterprise selling: Who are your top strategic accounts? . Did recent economic news negatively impact that account? Don’t know?

Account Management 52

Account Management Stakeholders CRM Key Account Management 52

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. We now look forward to booked engagements with the development of leadership and furtherance of account plans this Autumn.

Meetings 40

Meetings Suppliers Key Account Management Account Planning 40

ProlifIQ

JANUARY 27, 2022

Key hires and personnel changes, particularly in leadership positions. That means not only talking with your contacts regularly but paying close attention to the ebbs and flows within the account that they’re revealing to you (or hinting at). . B2B customers have unique timelines and processes for when and what they buy.

Account Planning 52

Account Planning Stakeholders B2B Key Account Management 52

OnStrategyHQ

DECEMBER 20, 2023

Play Watch the video Free Strategic Planning Guide Overview of the Strategic Planning Process: The strategic management process involves taking your organization on a journey from point A (where you are today) to point B (your vision of the future). A good strategic plan dictates “how” you travel the selected road.

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Louise Collins Associates

AUGUST 29, 2017

The reality of Key Account Management (KAM) in most Pharmaceutical and Medical Device organisations is that it is largely something that is viewed as a sales activity. The critical success factor for Key Account Management is to ensure that the cross functional team work effectively as one cohesive unit. key stakeholders.

Key Account Management 52

Key Account Management Stakeholders Decision-making Healthcare 52

SmartKarrot

OCTOBER 6, 2022

The key responsibility of an account manager is to retain customers and work as an intermediary for the organization’s sales team. As an enterprise operating in the SaaS (Software As A Service) environment, we understand the importance of having a strong account manager for the company’s overall growth.

Account Management 10

Account Management Management Negotiation Stakeholders 10

SmartKarrot

NOVEMBER 2, 2022

Retain, attract, mentor, organize, and manage a high-performance team, fostering a culture of ownership, accountability, and ethical behavior. Evolve the customer engagement models to incorporate both managed and self-service orientations.

Customer Success 19

Customer Success Stakeholders Onboarding Finance 19

SBI

OCTOBER 17, 2018

Mark: Revegy’s mission is to help companies secure and grow revenue in their most important accounts by: Providing easy to use visual tools to understand the many stakeholders and their priorities. Everyone must invest in the program especially the management team, from senior leadership to line managers.

Stakeholders 55

Stakeholders Key Account Management Account Management Leadership 55

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.

Customer Success 19

Customer Success Advertising eCommerce Stakeholders 19

SmartKarrot

MARCH 7, 2022

As a player-coach, you both will manage the enterprise customers as well as lead, motivate and enable a team of high-performing Customer Success Managers as we grow and scale the team. Develop and implement tailored and proactive customer programs that provide continued value to the customer and drive long-term account growth.

Customer Success 19

Customer Success Account Growth Onboarding Account Planning 19

Arpedio

NOVEMBER 6, 2023

It involves creating tailored content, messaging, and solutions that speak directly to the unique pain points and goals of each target account. With the help of advanced customer relationship management (CRM) systems and marketing automation tools, businesses can achieve this level of personalization at scale. Superior together.

Artificial Intelligence 52

Artificial Intelligence Decision-making Client Relationships Media 52

SmartKarrot

JANUARY 27, 2022

Role: Head of Customer Success Location: San Francisco, CA, US Organization: Fathom As a Head of Customer Success, you will manage and monitor the client-side of the implementation process, delivering best-in-class client service and meeting every milestone. Build and nurture relationships with key stakeholders to ensure alignment.

Customer Success 19

Customer Success Stakeholders Account Growth Facilitation 19