DemandFarm

MAY 12, 2023

By prioritizing these accounts you’ll have a better understanding of how to allocate resources. Developing account strategies and objectives After your key accounts are identified, you will need to develop customized strategies and objectives for each.

Global Accounts 52

Global Accounts Account Management Management Logistics 52

ProlifIQ

JUNE 21, 2023

Strategic Account Management in B2B Welcome to our comprehensive guide on strategic account management. Whether you’re an experienced strategic account manager or aspiring to become one, we share the knowledge and skills needed to excel in this critical role.

Account Management 52

Account Management Management Account Planning Stakeholders 52

ProlifIQ

NOVEMBER 9, 2022

Why You Should Care: The data shows that in most B2B selling trends, the prospect is now approaching potential vendors much later than they have in the past. According to Forrester, “While product and company messaging can be generic, your account strategy and go-to-market plans should be highly account-specific.”

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

KAM With Passion

NOVEMBER 11, 2020

As a company, business unit or sales leaders, here are a few facts to keep in mind: First, In B2B, on average, 70% of revenue comes from existing customers. On a Key Account, the Quarterly Business Review is a key instrument to implement the Account Strategy and the associated Account Plan.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

DemandFarm

JULY 20, 2023

Powering Progress: The 30-60-90-Day Blueprint for Key Account Excellence The 30-60-90-Day Blueprint: Your Path to Key Account Success Your Guide to Key Account Excellence. In the world of B2B sales, success is all about relationships. The most important of these relationships is with your key accounts.

Key Account Management 40

Key Account Management Account Management Meetings Account Strategy 40

SmartKarrot

MAY 30, 2023

You have knowledge of account management or customer satisfaction, are focused on business, and you have a thorough knowledge of account planning, have a background in sales, and are capable of creating an account strategy from beginning. Review and report financial data on a regular basis. Close deals after negotiation.

Customer Success 19

Customer Success Emotional Intelligence Stakeholders Negotiation 19

Cosawi

FEBRUARY 27, 2023

In today’s data- and technology-rich environment, marketing needs to be strategic, outside-in and a source of value in co-orchestrating the account strategy and value offering. You cannot accelerate your strategic account management journey without having marketing involved and sharing the same mindset.

Marketing 52

Marketing Suppliers Investors Account Planning 52

SBI

AUGUST 7, 2018

Here are a few tidbits: According to Outside In research, they found that average B2B win rates were 41%, with many under 20%. They also found that only 18% of B2B companies were happy with the quality of their account strategies for their most important customers.

Digitalization 38

Digitalization B2B Sales Leadership Account Strategy 38

SmartKarrot

AUGUST 24, 2022

Apply here: [link] Role: Director of Customer Success Location: Boston, MA, US Organization: Fidelity Investments As a Director of Customer Success, you will work cross-functionally to align and execute against an account strategy for each customer. Manage the post-sale relationship of Catchlight B2B accounts.

Customer Success 19

Customer Success Onboarding Client Relationships Leadership 19

Jermaine Edwards

APRIL 16, 2020

Almost every B2B business took on ‘virtual or enhanced virtual delivery’ as a new adaptation. This also isn’t about a small adjustment done quickly to capture something new; although that can be helpful and may give you a short-term win, there is little long-term competitive benefit.

Computers and Electronics 130

Computers and Electronics Supply Chain Telecommunications Financial Services 130

Revegy

JULY 17, 2018

According to SiriusDecisions, a global B2B research firm focused on sales strategy, a critical component of a great account plan is charting the product landscape in the account by listing the closed, active and potential opportunities for each buying center, and then grouping opportunities by product or service categories.

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40

SBI

APRIL 4, 2018

Garry: Selling tools from Outside In help B2B sales teams to increase competitive advantage. We help B2B companies to significantly lift sales team productivity by focusing their efforts on the activities that advance an account relationship or opportunity position.

B2B 20

B2B Sales Decision-making Account Planning 20

SmartKarrot

OCTOBER 17, 2022

Know Your Customer (KYC) Processes are typically the most common strategy for successfully implementing account mining into any business function. Obtaining a clear picture of the IT vision of each account can make account strategy much more effective and productive. Develop Mined Accounts.

Account Strategy 10

Account Strategy Account Management Digital Transformation Profitability 10

Upland

FEBRUARY 17, 2023

Buying groups have changed the world of B2B sales. Here’s how to just that when working with buying groups. What is a Buying Group in B2B Sales? In short, you must become a trusted advisor. Buying groups, or buying committees, are often composed of 10 stakeholders but can have more.

Decision-making 368

Decision-making Account Planning Stakeholders B2B 368

Jermaine Edwards

NOVEMBER 25, 2021

The six steps every serious customer leading B2B organisation must adopt to solve any stakeholder challenge and generate consistent results. It will also help you to overcome similar stakeholder challenges and get you results in any environment. Let’s get stuck in. SIX STEPS TO STAKEHOLDER MASTERY 3.0. Common Thread Thinking.

Stakeholders 130

Stakeholders Decision-making Shareholders Key Account Management 130

SmartKarrot

APRIL 13, 2023

Abhijit Gangoli Abhijit Gangoli is a co-founder and CEO at DemandFarm , a key account management (KAM) software that helps companies to make KAM data-driven , predictable and scalable. Alex Raymond Alex Raymond is the CEO and founder of Kapta , a company that provides software solutions for enterprise account management.

Account Management 11

Account Management Key Account Management Management B2B 11

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.

Customer Success 10

Customer Success Onboarding Negotiation Account Strategy 10

DemandFarm

APRIL 18, 2023

Over time, the sales tech and marketing tech landscape for most B2B organizations becomes crowded. For a salesperson, each of these apps delivers value – sales intelligence tools, sales forecasting tools, customer success tools, marketing automation tools, Account-Based Marketing tools, and lead generation tools.

Account Management 52

Account Management Digitalization Management Account Planning 52

Arpedio

JANUARY 11, 2023

Let’s show you how to get the most out of your account management! In this blog, we’ll break down the concept of account management, and why it’s so important in order to drive a successful business in today’s increasingly complex B2B industry. What Is Account Management? What Is an Account Manager? Sign me up!

Account Management 52

Account Management Management Key Account Management B2B 52

SBI

OCTOBER 9, 2018

On reflection there are some similarities too with B2B sales professionals. 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. Let’s get into this. Focus on your goal.

Account Strategy 55

Account Strategy Account Planning Suppliers B2B 55

DemandFarm

APRIL 26, 2023

Key Account Management (KAM) focuses on building long-term relationships, and aims to improve customer satisfaction – especially in a B2B scenario. A key account manager’s primary responsibility is ensuring that the needs of key clients are met, and that they remain satisfied with the company’s products and services.

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52

Arpedio

AUGUST 24, 2022

Based on an assessment, a key account plan reaffirms sales and account management best practice while coaching sales reps and account managers to add best practice tactics to their overall sales or account strategy. Global B2B corporations are already creating significant results through the ARPEDIO solutions.?.

Account Planning 52

Account Planning Account Development Management Account Management 52

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”. If your analysis.

Account Strategy 61

Account Strategy B2B Sales 61

Deep Insight

AUGUST 16, 2021

‘Whale Hunting with Global Accounts’ resonated strongly with me because it examines many of the challenges that I see within our own B2B clients. There’s no getting away from it: Key Account Management (KAM) and its big brother Global Account Management (GAM) are challenging activities.

Global Accounts 52

Global Accounts Key Account Management Account Management Profitability 52

Red Star Kim

JUNE 7, 2023

The Essence of Strategy Is Now How to Change (mit.edu) Related strategy posts Be more strategic – A metaphor: Analyse, join and align the dots (kimtasso.com) March 2023 Strategy case studies and more matrices (kimtasso.com) February 2023 Be more strategic – PESTLE, Positioning and Plans (kimtasso.com) December 2022 Book review: Build your digital marketing (..)

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

Hubspot Sales

JULY 1, 2019

Manual research, combined with the information you currently have on best-fit prospects, is enough to compile an ICP -- and from there, a target account list. Once you've identified which accounts you'll target, establish the key players within those accounts. The average B2B purchase now involves 6.8 stakeholders.

Stakeholders 85

Stakeholders Finance Sales Decision-making 85