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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
NOVEMBER 25, 2021
In 2016 I wrote a post on the five foundation steps for stakeholder management success in key account management, that was well received and guided lots of leaders. If you have an account planning CRM great but I’d still suggest writing it out so it’s clearer in your mind.
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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).
Strategic Planning and Management Insights
JANUARY 28, 2022
SME Strategy is a strategy consulting company that specializes in aligning teams around their vision, mission, values, goals and action plans. Strategic planning alignment strategy communication accountability strategy implementation buy-in
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
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
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
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.
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.
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.
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.
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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
SBI
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.
SBI
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.
Upland
MARCH 19, 2021
What if we told you that measuring the whitespace potential in accounts can mean life or death for many B2B companies? Increased account penetration boosts revenue. Now is the time to go deep on current accounts.
Strategic Account Management Association
OCTOBER 26, 2021
Clarifying the executive sponsor role, behaviors (internally and externally) and expectations is critical if we wish to leverage the role as an accelerator and create executive accountability within the account team. Adapting corporate behaviors when working in the account.
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).
Account Manager Tips
OCTOBER 11, 2021
15 Reasons Why You Might be a Bad Account Manager Bad key account managers fail to build business relationships and achieve results. Here are fifteen signs you might be a bad key account manager and how to turn yourself into a good one. Warwick Brown // Account Manager Tips.
SBI
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.
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
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.
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.
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.
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.
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
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.
Hubspot
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. How to know whether your company needs a key account management strategy.
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.
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.
ClearPoint Strategy
FEBRUARY 11, 2022
Use our guide to make sure that your strategy meetings are the ones that people look forward to (and dare we say, the ones that are fun). After all, a key part of a successful strategy implementation process is getting everyone “rowing in the same direction.”
SBI
APRIL 26, 2018
Clive: The Agent3 platform is a unique SAAS solution that helps organizations better understand the buying intentions in their key and named accounts by aggregating massive amounts of data from public and premium sources. The Agent3 platform provides a continuous stream of personalized account insight on specific accounts which allows sales users to be ‘always aware’ of news/trends/issues within their key and named accounts, dramatically increasing efficiency for the user.
SmartKarrot
MAY 17, 2022
Define and evolve engagement strategy with VP, Customer Care including roles and responsibilities, customer segmentation, coverage model, and engagement model. Take a leadership role in the completion of special projects to support Strategy and Customer Success.
MTD Sales Training
NOVEMBER 13, 2017
I received an email last week from Trevor Borrows who is a newly appointed National Sales Manager in charge of a team of Account Managers. Here’s what Trevor asked: “Hi Sean, being a new National Sales Manager I need to understand how to develop account strategies. I appreciate that you run courses around this and I will be asking you to come in and help us to put strategies in place and then to train my team in account management best.
SmartKarrot
APRIL 18, 2022
Drive employee engagement and a high-performance culture within the teams, ensuring effective performance management, coaching, and development of the teams, and creating an environment where people can excel through accountability, encouragement, and empowerment.
Hubspot Sales
MAY 19, 2020
There’s no doubt that Account-Based Marketing (ABM) is hot right now. ABM has been top of mind for several years, but the many businesses (SMBs in particular) have yet to implement any formal ABM strategy. How to Choose Target Accounts for Account-Based Marketing.
SmartKarrot
JANUARY 21, 2022
Create and execute a talent strategy that recruits, onboards, and develops diverse talent. Build strong customer relationships to understand the market needs and drive the voice of the customer internally to influence investment and product strategy.
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