Expert insights. Personalized for you.
The key lesson for sales is this – have a clear objective for an account (to advance) or opportunity (to win, or lose early). For example our account planning tools will provide a simple way to build an account strategy in Salesforce, but to build a great account strategy requires creative brain power too. Sales equally is [mostly] an individual activity where the salesperson carries the quota for a set of accounts or territory. MORE
How do you determine the Key Accounts for a program? How often should you re-evaluate current Key Accounts? The answer for most is by simply taking your top few customers by annual revenue, and calling them “Key Accounts”. Article Sales Strategy account b2b sales key account program key account strategy key accounts sales strategy MORE
Develop a trusted advisor relationship with key customer stakeholders to fully understand the customers’ business strategies and measurements for success. Own and drive ARR growth of existing SKUs, governance of all account initiatives. MORE
There are 10 immutable laws that shape the philosophy, outcomes and actions of high performing businesses, key account managers and customer serving professionals over the long term. There are many external risks to the management and health of a customer account. MORE
This article focuses on individual competencies, especially those of the Key Account Managers. It provides you with a precise description of the skills and competencies required from a true Key Account Manager (not a plain entreprise customers sales rep). MORE
Will you touch the right accounts and how is your sales leader assigning the reps to the right accounts? What accounts get you bigger deal sizes? Account management and segmentation is one of the keys in enabling a solid sales strategy. MORE
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. Leading sales organizations at companies like JDA Software and more applied a visual approach to their account planning process and immediately uncovered expansion and new pipeline opportunities that were previously hidden. MORE
Apply here: [link] Role: Major Account Manager Location: New York, US Organization: Cohesity Build and maintain longterm relationships with clients at different levels. Drive account strategies and coordinate with partners and ensure customer satisfaction. MORE
Aspirational phrases such as ” partnership value” and “patient-centric approaches” have seeped their way into the planning conversation for years but with marginal impact on most product-focused launch strategies. Blog Healthcare Trends Pharma kam Strategy MORE
Creating an ironclad plan for key account management that guides individual account growth and gives you organization-wide insight isn't easy. Strategic Account Management Account Management MORE
The topic for the meeting was “Becoming More Strategic with Your Most Strategic Accounts”. The post Episode 36: Becoming More Strategic With Your Most Strategic Accounts appeared first on SOAR Performance Group. MORE
Role: Customer Success Director (South) Location: Boulder, CO, US Organization: Uplight As a Customer Success Director, you will collaborate with senior executives on account strategy and delivery. Be responsible for the overall performance and development of large customer accounts. MORE
There are 10 immutable laws that shape the philosophy, outcomes and actions of high performing businesses, key account managers and customer serving professionals over the long-term. There are many external risks to the management and health of a customer account. MORE
An extremely important aspect of account management is the strategic aspect, the plans of dealing with various accounts. I recently discovered through research just how much of an impact real account planning can have on company success. Account Planning Basics. MORE
Some account managers and key account managers can get paralysed by over research. When studied and applied these will immediately help you as a customer leader or key account manager prepare to support, shape and solve real problems with and for your customers. Strategy (S). MORE
Importantly have clear actions that hold everyone accountable. Customer Relationships Key Account Management Key Account StrategyEvery conversation matters. MORE
Role: Senior Director, Customer Success – Strategic Accounts Location: San Francisco, CA, US Organization: Checkr, Inc As a Senior Director of Customer Success, you will define and execute on a scalable strategy for driving adoption and growth across the customer base. MORE
Customer Relationships Customer Success Key Account Management Key Account StrategyDefining Crisis. When we think about crisis we can often immediately cast our minds to natural disasters, global emergencies and PR scandals. MORE
Customer Relationships Customer Success Key Account Management Key Account StrategyThe New Normal. MORE
We were talking about an account strategy. I have to admit, and apologize to a few folks, I lost it in a meeting today. The sales person wanted to meet with the top executives of a very large corporation. MORE
What if leadership was what we really needed in key account management today? Almost never in the world of success and key account management, do we hear about the importance of leadership. One of the unique opportunities key account leaders have is with empowerment. MORE
Whale Hunting with Global Accounts. It’s not often that I write book reviews but if there’s one book on sales management you should plan to read before the end of the summer holidays, it’s Whale Hunting with Global Accounts. Key account managers should not just be order-takers. MORE
This is one of a dozen questions every organisation and key account team must ask. As a Key Account Manager or Director you must begin with identifying the difference between the customer and the industry. Customer Success Key Account Management Key Account Strategy MORE
If you’re responsible for growing your company’s revenue, either through a sales or an account management role, the panic of deal slippage or limited revenue opportunities may feel unavoidable. Account Intelligence is the Core of Customer Centricity. MORE
Role: Customer Success Manager – Strategic Location: Remote, United States Organization: Premier Group Recruitment As a Customer Success Manager, you will be actively serving a portfolio of assigned North American accounts including major consumer, prosumer, and B2B brands. MORE
Salespeople are highly motivated to sell as many solutions as possible to their existing accounts. Yet most accounts end up getting smaller over time, not larger. This “don’t-upsell-me” attitude comes from a long history of sellers not taking the right steps before and after the initial sale to improve their long-term potential in large accounts. Being buyer-centric with existing accounts requires excellent account planning. MORE
Aspirational phrases like ” partnership value” and ” patient-centric approaches” have seeped their way into the planning conversation for years but with marginal impact on most product-focused launch strategies. Uncategorized Healthcare Trends Pharma kam Strategy MORE
Role: Customer Success Director Location: Home, KS, US Organization: Acoustic As a Customer Success Director, you will develop account strategies in accordance with overall Acoustic GTM motions and customer business objectives. MORE
While CRMs can serve as the global warehouse for customer data, they were not purpose built for KAM and they alone do not provide the actionable intelligence required to drive key accounts growth. Why CRMs Alone are not Adequate for Key Account Management. CRMs do not capture the picture needed for a comprehensive key account management process. CRM treats all accounts the same – even though some are far more important than others. MORE
This is especially true when it comes to the application of key account management and the elements that shape the success of existing customer management. Key Account Management Key Account Strategy MORE
Its Account Plan helps account managers to build, follow, and measure a key account strategy. Video Reviews Account Plan account planning DealSheet Key Account Selling Major Account Selling Outside InOutside In’s DealSheet gives you a platform for organizing and scoring each opportunity against specific sales processes and steps. Visit Outside In Sales. MORE
Key Account Management Key Account StrategyIt’s a VUCA World. Have you ever been really vulnerable? In a place that you’ve never been before? Answers seem distant and hard to reach. Those around you are silent, or at best have ideas, but nothing is really sticking. MORE
But Account Management and Customer Success teams often don’t measure or report on business outcomes, nor do they connect the dots between leading indicators and a customer’s corporate goals. MORE
At some point, most company leaders have looked at their list of best clients and thought, "It would be really bad if we lost any of these accounts." 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 Manager. MORE
Apply here: [link] Role: Director, Customer Success Location: Arlington, VA, US Organization: Axios As a Director of Customer Success, you will collaborate with cross-functional stakeholders across product, tech, operations and marketing to operationalize customer support and renewal strategy. MORE
Maintain a balanced proactive/reactive relationship with your assigned accounts. Dedicated duties include account monitoring, regular check-ins, and relationship building. MORE
This role will work together with the other members of the Professional Services team as well as Account Executives, Account Managers, Sales Engineers, Customer Success Managers and Engagement Managers to execute key account strategies. MORE
Has your mind been pondering around these questions like – ‘What skills are the top account management companies looking for’? Are they even looking for account managers to hire? Let’s see how you can benefit from the best account manager training available online. MORE
Create a clear data-strategy for each client and work closely with them to achieve this. Work with the wider Customer Success team on strategy and growth. Manage client strategy and support across the platform, to ensure they are using it to its full capability. Role: Sr. MORE
But Account Management and Customer Success often don’t measure or report on business outcomes, nor do they connect the dots between leading indicators and a customer’s corporate goals. MORE
Whether it takes the form of an immense pile of neglected receipts on your desk, an ever expanding to-do list, or account strategies that – after months of execution – have grown dis-organized and unfocused, these sometimes invisible yet very present obstacles will drive your productivity deeper into the ground than the spring bulbs you planted. Plan2Win software helps salespeople like you develop territory and account strategies. MORE
To keep things relatively simple, let’s consider two types of context: Account Management and Key Account Management and let’s see how the execution of Business Reviews adapts to the depth of relationship between the supplier and each customer. Account Management Key Account Managemen MORE
Aspirational phrases like “partnership value” and “patient-centric approaches” have seeped their way into the planning conversation for years but with marginal impact on most product-focused launch strategies. Blog Healthcare Trends Pharma kam Strategy MORE
As an AVP of Customer Success, you will own the vision and strategy of a robust end-to-end customer success framework. Create and implement a customer success engagement model inclusive of account management, retention and cross-sell/up-sell initiatives. MORE
Account Strategy Related Topics Kapta
SEPTEMBER 27, 2021
Creating an ironclad plan for key account management that guides individual account growth and gives you organization-wide insight isn't easy. Strategic Account Management Account Management
Jermaine Edwards
MAY 27, 2020
Some account managers and key account managers can get paralysed by over research. When studied and applied these will immediately help you as a customer leader or key account manager prepare to support, shape and solve real problems with and for your customers. Strategy (S).
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Jermaine Edwards
JUNE 29, 2020
Importantly have clear actions that hold everyone accountable. Customer Relationships Key Account Management Key Account StrategyEvery conversation matters.
Jermaine Edwards
MAY 6, 2020
This is one of a dozen questions every organisation and key account team must ask. As a Key Account Manager or Director you must begin with identifying the difference between the customer and the industry. Customer Success Key Account Management Key Account Strategy
Jermaine Edwards
MARCH 26, 2020
Key Account Management Key Account StrategyIt’s a VUCA World. Have you ever been really vulnerable? In a place that you’ve never been before? Answers seem distant and hard to reach. Those around you are silent, or at best have ideas, but nothing is really sticking.
Jermaine Edwards
APRIL 29, 2020
What if leadership was what we really needed in key account management today? Almost never in the world of success and key account management, do we hear about the importance of leadership. One of the unique opportunities key account leaders have is with empowerment.
Jermaine Edwards
APRIL 16, 2020
Customer Relationships Customer Success Key Account Management Key Account StrategyThe New Normal.
Jermaine Edwards
MAY 18, 2020
There are 10 immutable laws that shape the philosophy, outcomes and actions of high performing businesses, key account managers and customer serving professionals over the long-term. There are many external risks to the management and health of a customer account.
SOAR Performance Group
MAY 5, 2021
The topic for the meeting was “Becoming More Strategic with Your Most Strategic Accounts”. The post Episode 36: Becoming More Strategic With Your Most Strategic Accounts appeared first on SOAR Performance Group.
Jermaine Edwards
MARCH 17, 2020
This is especially true when it comes to the application of key account management and the elements that shape the success of existing customer management. Key Account Management Key Account Strategy
Jermaine Edwards
APRIL 3, 2020
Customer Relationships Customer Success Key Account Management Key Account StrategyDefining Crisis. When we think about crisis we can often immediately cast our minds to natural disasters, global emergencies and PR scandals.
SBI Growth
JANUARY 31, 2018
Will you touch the right accounts and how is your sales leader assigning the reps to the right accounts? What accounts get you bigger deal sizes? Account management and segmentation is one of the keys in enabling a solid sales strategy.
SBI Growth
JANUARY 8, 2018
How do you determine the Key Accounts for a program? How often should you re-evaluate current Key Accounts? The answer for most is by simply taking your top few customers by annual revenue, and calling them “Key Accounts”. Article Sales Strategy account b2b sales key account program key account strategy key accounts sales strategy
Smart Selling Tools
OCTOBER 9, 2018
The key lesson for sales is this – have a clear objective for an account (to advance) or opportunity (to win, or lose early). For example our account planning tools will provide a simple way to build an account strategy in Salesforce, but to build a great account strategy requires creative brain power too. Sales equally is [mostly] an individual activity where the salesperson carries the quota for a set of accounts or territory.
Customer Think
SEPTEMBER 17, 2021
We were talking about an account strategy. I have to admit, and apologize to a few folks, I lost it in a meeting today. The sales person wanted to meet with the top executives of a very large corporation.
Smart Selling Tools
MAY 8, 2012
Whether it takes the form of an immense pile of neglected receipts on your desk, an ever expanding to-do list, or account strategies that – after months of execution – have grown dis-organized and unfocused, these sometimes invisible yet very present obstacles will drive your productivity deeper into the ground than the spring bulbs you planted. Plan2Win software helps salespeople like you develop territory and account strategies.
KAM With Passion
JUNE 20, 2021
This article focuses on individual competencies, especially those of the Key Account Managers. It provides you with a precise description of the skills and competencies required from a true Key Account Manager (not a plain entreprise customers sales rep).
KAM With Passion
NOVEMBER 11, 2020
To keep things relatively simple, let’s consider two types of context: Account Management and Key Account Management and let’s see how the execution of Business Reviews adapts to the depth of relationship between the supplier and each customer. Account Management Key Account Managemen
Smart Selling Tools
FEBRUARY 25, 2018
Its Account Plan helps account managers to build, follow, and measure a key account strategy. Video Reviews Account Plan account planning DealSheet Key Account Selling Major Account Selling Outside InOutside In’s DealSheet gives you a platform for organizing and scoring each opportunity against specific sales processes and steps. Visit Outside In Sales.
Deep Insight
AUGUST 16, 2021
Whale Hunting with Global Accounts. It’s not often that I write book reviews but if there’s one book on sales management you should plan to read before the end of the summer holidays, it’s Whale Hunting with Global Accounts. Key account managers should not just be order-takers.
SmartKarrot
APRIL 7, 2021
Role: Customer Success Director (South) Location: Boulder, CO, US Organization: Uplight As a Customer Success Director, you will collaborate with senior executives on account strategy and delivery. Be responsible for the overall performance and development of large customer accounts.
SalesPop
MARCH 19, 2021
An extremely important aspect of account management is the strategic aspect, the plans of dealing with various accounts. I recently discovered through research just how much of an impact real account planning can have on company success. Account Planning Basics.
Corporate Visions
JANUARY 23, 2020
But Account Management and Customer Success teams often don’t measure or report on business outcomes, nor do they connect the dots between leading indicators and a customer’s corporate goals.
Hubspot Sales
MARCH 18, 2019
At some point, most company leaders have looked at their list of best clients and thought, "It would be really bad if we lost any of these accounts." 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 Manager.
Clarity Engagement Solutions
APRIL 26, 2021
Aspirational phrases such as ” partnership value” and “patient-centric approaches” have seeped their way into the planning conversation for years but with marginal impact on most product-focused launch strategies. Blog Healthcare Trends Pharma kam Strategy
Clarity Engagement Solutions
APRIL 26, 2021
Aspirational phrases like ” partnership value” and ” patient-centric approaches” have seeped their way into the planning conversation for years but with marginal impact on most product-focused launch strategies. Uncategorized Healthcare Trends Pharma kam Strategy
Clarity Engagement Solutions
APRIL 26, 2021
Aspirational phrases like “partnership value” and “patient-centric approaches” have seeped their way into the planning conversation for years but with marginal impact on most product-focused launch strategies. Blog Healthcare Trends Pharma kam Strategy
Revegy
AUGUST 12, 2020
If you’re responsible for growing your company’s revenue, either through a sales or an account management role, the panic of deal slippage or limited revenue opportunities may feel unavoidable. Account Intelligence is the Core of Customer Centricity.
SmartKarrot
AUGUST 5, 2021
Maintain a balanced proactive/reactive relationship with your assigned accounts. Dedicated duties include account monitoring, regular check-ins, and relationship building.
SmartKarrot
AUGUST 4, 2021
Develop a trusted advisor relationship with key customer stakeholders to fully understand the customers’ business strategies and measurements for success. Own and drive ARR growth of existing SKUs, governance of all account initiatives.
SmartKarrot
MAY 28, 2021
Role: Customer Success Director Location: Home, KS, US Organization: Acoustic As a Customer Success Director, you will develop account strategies in accordance with overall Acoustic GTM motions and customer business objectives.
SmartKarrot
APRIL 27, 2021
As an AVP of Customer Success, you will own the vision and strategy of a robust end-to-end customer success framework. Create and implement a customer success engagement model inclusive of account management, retention and cross-sell/up-sell initiatives.
Corporate Visions
JANUARY 23, 2020
But Account Management and Customer Success often don’t measure or report on business outcomes, nor do they connect the dots between leading indicators and a customer’s corporate goals.
SmartKarrot
AUGUST 24, 2021
Apply here: [link] Role: Director, Customer Success Location: Arlington, VA, US Organization: Axios As a Director of Customer Success, you will collaborate with cross-functional stakeholders across product, tech, operations and marketing to operationalize customer support and renewal strategy.
SmartKarrot
DECEMBER 18, 2020
Create a clear data-strategy for each client and work closely with them to achieve this. Work with the wider Customer Success team on strategy and growth. Manage client strategy and support across the platform, to ensure they are using it to its full capability. Role: Sr.
SmartKarrot
AUGUST 10, 2021
Role: Senior Director, Customer Success – Strategic Accounts Location: San Francisco, CA, US Organization: Checkr, Inc As a Senior Director of Customer Success, you will define and execute on a scalable strategy for driving adoption and growth across the customer base.
SmartKarrot
JULY 6, 2020
Apply here: [link] Role: Major Account Manager Location: New York, US Organization: Cohesity Build and maintain longterm relationships with clients at different levels. Drive account strategies and coordinate with partners and ensure customer satisfaction.
SmartKarrot
JULY 1, 2020
This role will work together with the other members of the Professional Services team as well as Account Executives, Account Managers, Sales Engineers, Customer Success Managers and Engagement Managers to execute key account strategies.
SmartKarrot
MAY 27, 2020
Has your mind been pondering around these questions like – ‘What skills are the top account management companies looking for’? Are they even looking for account managers to hire? Let’s see how you can benefit from the best account manager training available online.
SmartKarrot
MAY 10, 2021
Role: Customer Success Manager – Strategic Location: Remote, United States Organization: Premier Group Recruitment As a Customer Success Manager, you will be actively serving a portfolio of assigned North American accounts including major consumer, prosumer, and B2B brands.
Revegy
OCTOBER 16, 2018
While CRMs can serve as the global warehouse for customer data, they were not purpose built for KAM and they alone do not provide the actionable intelligence required to drive key accounts growth. Why CRMs Alone are not Adequate for Key Account Management. CRMs do not capture the picture needed for a comprehensive key account management process. CRM treats all accounts the same – even though some are far more important than others.
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. Leading sales organizations at companies like JDA Software and more applied a visual approach to their account planning process and immediately uncovered expansion and new pipeline opportunities that were previously hidden.
Miller Heiman Group
JANUARY 31, 2019
Salespeople are highly motivated to sell as many solutions as possible to their existing accounts. Yet most accounts end up getting smaller over time, not larger. This “don’t-upsell-me” attitude comes from a long history of sellers not taking the right steps before and after the initial sale to improve their long-term potential in large accounts. Being buyer-centric with existing accounts requires excellent account planning.
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