DemandFarm

APRIL 13, 2023

Key Account Management Glossary: 65 Crucial Account Management Terms Explained Account Hierarchy: Account Hierarchy is the structure and organization of key accounts within a company visualized in a hierarchical system of decision-makers and stakeholders.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

Arpedio

JUNE 22, 2022

Relationship Mapping, also known as Customer Relationship Mapping, Relationship Management, or Stakeholder Management is a way of mapping B2B relationships between large organizations. It can be a complex task, as large enterprises often involve multiple stakeholders in a buying decision. What is a Relationship Map?

Stakeholders 52

Stakeholders Decision-making Sales B2B 52

Janek Performance Group: Account Planning

JULY 21, 2021

If this is an account that wants more attention, that can potentially put you at risk of losing it to a more active, engaged competitor. All of this means that the key influencers and stakeholders who are critical to developing relationships with your accounts might well be different from the ones you began with.

Account Management 52

Account Management Management Negotiation Account Planning 52

Openview

MAY 1, 2018

For sales organizations, there’s simply nothing worse than losing a deal during the final proposal and negotiation stages. The sales leader spends time on the deal during 1:1 sessions, strategic account planning, and helping to quarterback the deal. No longer are budgets earmarked for a specific solution category.

Negotiation 66

Negotiation Value Proposition Stakeholders Sales 66

Arpedio

OCTOBER 17, 2023

Ensure that your account managers are well-versed in your products or services, your company’s culture, and industry trends. Training should focus on communication, negotiation, and conflict resolution skills, as these are vital for managing client relationships effectively. Superior together. Enhance forecast accuracy.

Account Management 52

Account Management Management Client Relationships Emotional Intelligence 52

SalesGlobe

OCTOBER 10, 2023

How AI Can Benefit the Sales Team B2B sales are often complex, with many stakeholders, intricate decision processes, and high-stakes negotiations. In this article, I will touch on reasons why B2B sales teams can benefit from AI and some of the challenges teams may encounter.

B2B 52

B2B Artificial Intelligence Sales Decision-making 52

Arpedio

JANUARY 5, 2024

Key Responsibilities of Account Managers Account managers are entrusted with a variety of responsibilities that collectively aim to fortify the client-agency relationship. Account management tends to engage in negotiation-oriented dialogue, driven by the impetus of strategic opportunity development.

Account Management 52

Account Management Customer Success Management Energy and Utilities 52

Arpedio

MARCH 6, 2024

Strategic Planning Successful account management entails more than just reacting to client requests; it requires proactive strategic planning. Account managers should develop comprehensive account plans that outline short-term and long-term objectives, strategies for achieving them, and key milestones for tracking progress.

Account Management 52

Account Management Management Prioritization Client Relationships 52

SmartKarrot

MAY 30, 2023

You will form close ties with important users and stakeholders in this capacity, manage a number of accounts across EMEA, and develop and carry out growth plans. Close deals after negotiation. Develop and put into action growth strategies for our elite portfolio firms. Review and report financial data on a regular basis.

Customer Success 19

Customer Success Emotional Intelligence Stakeholders Negotiation 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. Ability to conduct commercial negotiations and work with legal to ensure up-to-date and accurate contracting.

Customer Success 19

Customer Success Stakeholders Onboarding Finance 19

Arpedio

MARCH 26, 2024

Sales Strategy: Centers around activities and processes involved in closing deals and generating revenue, such as negotiation, contract signing, and order fulfillment. Utilizing Account-Based Selling Tools: Invest in account-based selling tools , such as ARPEDIO.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Janek Performance Group: Account Planning

AUGUST 4, 2021

Naturally, it’s important to make sure account managers have a firm grasp of the primary communication styles. Coach them in how to identify what mix of communication styles they themselves use and the ones that key stakeholders in their client organizations use.

Account Management 40

Account Management Management Communication Stakeholders 40

SmartKarrot

NOVEMBER 16, 2022

You’ll build a long-term trust-based relationship, ensuring to develop and execute a strategic account plan that is aligned with the value of the client and company. Have a Growth Focus – setting a vision and associate plan for the development of a strong, growing, and profitable customer account.

Customer Success 19

Customer Success Client Relationships Profitability Performance Review 19

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

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

SmartKarrot

APRIL 15, 2022

As a Trusted Advisor and Executive Sponsor, develop and maintain long-term relationships with stakeholders at your customers. Negotiate effectively with customers and partners and ensure that all Limeade contractual obligations and service commitments are met.

Customer Success 19

Customer Success Onboarding Negotiation Leadership 19

Arpedio

MARCH 27, 2023

The MEDDIC sales methodology is well-suited for enterprise sales organizations that need extensive qualification as enterprise sales (almost always) require 1) engagement from numerous stakeholders, and 2) a complex solution to meet their needs. And for this, MEDDIC is ideally suited as a sales qualification process. Superior together.

Sales 52

Sales Account Management e-Learning Decision-making 52

Arpedio

MARCH 27, 2023

Negotiation/Review 8. Regularly communicate with your team and stakeholders to ensure alignment and identify areas for improvement. The pipeline stages typically include more or less variants of the following: 1. Prospecting 2. Qualification 3. Value Proposition 4. Identify Decision Makers 5. Perception Analysis 6. Superior together.

Software 52

Software Software Management Sales 52

Arpedio

MARCH 27, 2023

Negotiation/Review 8. Regularly communicate with your team and stakeholders to ensure alignment and identify areas for improvement. The pipeline stages typically include more or less variants of the following: 1. Prospecting 2. Qualification 3. Value Proposition 4. Identify Decision Makers 5. Perception Analysis 6. Superior together.

Software 52

Software Software Management Sales 52

SmartKarrot

AUGUST 13, 2021

Role: Director of Customer Success Location: Remote, United Kingdom Organization: Founder and Lightning As a Director of Customer Success, you will be the main point of contact for commercial negotiations and escalation point for client issues. Own the team retainment & growth including executive reporting and account planning.

Customer Success 10

Customer Success Onboarding Negotiation Customer Experience 10

SmartKarrot

APRIL 21, 2021

Apply here: [link] Role: Customer Success Manager Location: Maidenhead, England, United Kingdom Organization: Magento, an Adobe company As a Customer Success Manager, you will develop a trusted advisor relationship with key stakeholders and executive sponsors. Contribute towards overall account planning and strategy.

Customer Success 10

Customer Success Negotiation Leadership Account Planning 10

SmartKarrot

MAY 18, 2021

Co-lead Lead (along with VP sales) product demos, pilot discussions, and contract negotiations. Contribute to the Go-to-Market plan, including sales strategy, product design, customer targeting, selling approach, pricing model, selling materials, etc. Achieve quarterly targets on renewal sales.

Customer Success 10

Customer Success Onboarding Negotiation Account Planning 10

Louise Collins Associates

NOVEMBER 24, 2017

This should be a non-negotiable principle of KAM in any organisation. But if your current key account team is only represented by sales or marketing roles, then you need to rethink. They are accountable for the delivery of the sales team actions against the account plan, in line with commercial goals.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

SmartKarrot

JULY 11, 2022

Role: Senior Customer Success Manager Location: Minnetonka, MN, US Organization: Sovos As a Senior Customer Success Manager, you will understand business priorities, technology landscape, and internal stakeholders. Develop and facilitate Customer Engagement Plans, including coordinating resources for training and projects to improve adoption.

Customer Success 3

Customer Success Facilitation Stakeholders Account Planning 3

SmartKarrot

NOVEMBER 9, 2022

It takes both art and science to handle key accounts. Some aspects of account planning are constructing a sales strategy, developing a consistent technique for gathering background information on important clients, and establishing relationships based on proactive management and support. The definition of key account plan.

Account Planning 10

Account Planning Key Account Management Account Management Client Relationships 10

SBI

NOVEMBER 7, 2019

Account Planning. Revegy, the enterprise account planning platform for revenue optimization, rolled out two new features in its Fall Release: Whitespace+ and Contacts+. Account Planning. Account Planning. Account Planning. Account Planning. Industry News.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20