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. Business Reviews in an Account Management context. Business Reviews in a Key Account Management context. This may vary depending on the type of business.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

ProlifIQ

NOVEMBER 9, 2022

The same can be said about sales leaders , where you don’t typically have quotas but specific KPIs that must be hit to also be rewarded a commission or bonus. 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

Corporate Visions

JANUARY 23, 2020

But while you’re having a quarterly business review with your customer about utilization metrics and project status updates, that same customer’s name is moving through your competitor’s sales funnel—being targeted with marketing campaigns, discussed in sales forecasts, and being put through account strategy planning sheets.

Customer Success 120

Customer Success Decision-making Account Strategy Account Management 120

KAM With Passion

JUNE 20, 2021

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). A well designed competencies reference framework allows to assess the competencies of each Key Account Manager, whatever their degree of experience.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

DemandFarm

MAY 12, 2023

By adopting a strategic approach, they hoped WorldWideTech would be able to build stronger customer relationships, increase sales, and ultimately strengthen their business. Global Account Management (GAM) is a strategic approach to managing and nurturing relationships with key customers across multiple international markets.

Global Accounts 52

Global Accounts Account Management Management Logistics 52

Jermaine Edwards

JUNE 29, 2020

We all need to communicate with others. When we speak with anyone we can often miss something fundamental about this undervalued communication medium that has shaped the ideas of civilisations. At the beginning of your relationship, your particular contact has the role of a VP of sales, or VP of marketing.

Communication 130

Communication Decision-making Finance Key Account Management 130

Clarity Engagement Solutions

APRIL 26, 2021

New types of stakeholders, little swayed by the strength of a product sales pitch, have been looking to pharmaceutical companies to sit more consistently at the patient population management table. Long before the COVID-19 outbreak, pharmaceutical companies knew that the customer engagement game had changed. DEMONSTRATE YOUR ABILITY TO PIVOT.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Clarity Engagement Solutions

APRIL 26, 2021

New types of stakeholders, little swayed by the strength of a product sales pitch, have been looking to big pharmaceutical companies to sit more consistently at the patient population management table. Long before the COVID-19 outbreak, pharmaceutical companies knew that the customer engagement game had changed.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Clarity Engagement Solutions

APRIL 26, 2021

New types of stakeholders, little swayed by the strength of a product sales pitch, have been looking to big pharma to sit more consistently at the patient population management table. Long before the COVID-19 outbreak, pharmaceutical companies knew that the customer engagement game had changed.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

ProlifIQ

JUNE 21, 2023

Strategic accounts are not just any customers; they are the key customers that hold significant value and have the potential to contribute substantially to the company’s growth and revenue. A strategic account development plan serves as a roadmap for nurturing and growing these important accounts.

Account Management 52

Account Management Management Account Planning Stakeholders 52

Miller Heiman Group

JANUARY 31, 2019

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. Let’s explore three essential selling skills every salesperson should possess to maximize their long-term potential in large accounts: 1.

Account Planning 83

Account Planning Decision-making Account Strategy Prioritization 83

Clarity Engagement Solutions

APRIL 26, 2021

New types of stakeholders, little swayed by the strength of a product sales pitch, have been looking to big Pharma to sit more consistently at the patient population management table. Long before the COVID-19 outbreak, pharmaceutical companies knew that customer engagement game had changed. DEMONSTRATE YOUR ABILITY TO PIVOT.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Jermaine Edwards

APRIL 3, 2020

Four – Communicate the change. Communication is critical. What : needs to be communicated and also what result you want. How : the method you want to communicate this. When : the timing around when you need to communicate this. The point is when it comes to communication we often think facts first.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

Cosawi

FEBRUARY 27, 2023

In part three, we end this trilogy by demystifying a topic whose importance is rapidly accelerating in today’s digital economy as a tool to differentiate your customer engagement and increase revenue generation: Account-Based Marketing (ABM). These communication opportunities are key to personalized, targeted connections.

Marketing 52

Marketing Suppliers Investors Account Planning 52

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

Corporate Visions

JANUARY 23, 2020

But while you’re having a quarterly business review with your customer about utilization metrics and project status updates, that same customer’s name is moving through your competitor’s sales funnel—being targeted with marketing campaigns, discussed in sales forecasts, and being put through account strategy planning sheets.

Customer Success 52

Customer Success Decision-making Account Strategy Account Management 52

SmartKarrot

MAY 4, 2023

Gain a thorough understanding of the goals and internal workings of the assigned accounts as you develop account level expertise. Maintain up-to-date knowledge of pertinent sector and account-related news, and incorporate it into your account strategy. Development of communication strategies.

Customer Success 19

Customer Success Leadership Account Strategy Onboarding 19

SBI

MAY 8, 2012

Tweet Spring cleaning to rejuvenate sales. If you find a renewed sense of purpose emerging from the all-too-long winter months, here are several tools you’ll surely want to consider for rejuvenating your sales life. How can you alter, or refocus your sales plan accordingly to optimize your efforts? Spring is here.

Account Strategy 33

Account Strategy Sales Finance Communication 33

SmartKarrot

FEBRUARY 9, 2023

Role: Head of Customer Success Location: San Francisco, CA, United States Organization: Ikigai As the Head of Customer Success, you’ll manage the onboarding of new clients and ensure a smooth transition from sales. Ensure that our communications and updates are received by all users at each customer.

Customer Success 19

Customer Success Onboarding Customer Experience Finance 19

SmartKarrot

JANUARY 27, 2023

Effectively collaborate and communicate with Sales, Product Management, and Product Development teams. Develop and implement consistent processes and best practice strategies, policies, procedures, and goals. Ensure every part of the CX/EX program drives effective action and delivers ROI.

Customer Success 19

Customer Success Energy and Utilities Construction Stakeholders 19

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. Direct the customer success teams with visible, daily business leadership.

Customer Success 19

Customer Success Advertising eCommerce Stakeholders 19

SmartKarrot

MAY 30, 2023

Apply here: [link] Role: Customer Success Manager Location: London, England, United Kingdom (On-site) Organization: Protecht As a Customer Success Manager, you’ll be handling both sales and customer service. You will report to the Global Head of Sales. Develop and put into action growth strategies for our elite portfolio firms.

Customer Success 19

Customer Success Emotional Intelligence Stakeholders Negotiation 19

Jermaine Edwards

MAY 18, 2020

I often find when it comes to strategy in key accounts or direct sales in any business, many professionals and organisations begin by asking the same or wrong questions and so get little to no change in their results. Arguably every sale we make has an element of risk to the person in front of us. What do I mean by this?

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Jermaine Edwards

MAY 18, 2020

I often find when it comes to strategy in key accounts or direct sales in any business, many professionals and organisations begin by asking the same or wrong questions and so get little to no change in their results. Arguably every sale we make has an element of risk to the person in front of us. What do I mean by this?

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

SmartKarrot

APRIL 7, 2023

The staff should be coached, mentored, and guided in building consultative and problem-solving account skills. Communicate with the product team to offer suggestions and sway changes to our product. Collaborate closely with marketing on the lead generation and communication activities needed in the market or region.

Customer Success 19

Customer Success Value Proposition Account Growth Acquisition 19

SmartKarrot

APRIL 7, 2023

The staff should be coached, mentored, and guided in building consultative and problem-solving account skills. Communicate with the product team to offer suggestions and sway changes to our product. Collaborate closely with marketing on the lead generation and communication activities needed in the market or region.

Customer Success 19

Customer Success Value Proposition Account Growth Acquisition 19

Jermaine Edwards

APRIL 16, 2020

In the recent pandemic, it was surprising to see on the news an alcoholic drinks company at the forefront leading the charge in hand sanitiser sales. As time went on though, the company increasingly saw better opportunities in telephony, electronics and radio products, and ultimately combined these into mobile communications.

Computers and Electronics 130

Computers and Electronics Supply Chain Telecommunications Financial Services 130

SmartKarrot

NOVEMBER 17, 2022

Closely collaborate with cross-functional teams (sales, marketing, product) to plan and deliver customer delight & account growth. Measure, track, analyze and report key account metrics. Act as a bridge between the delivery, managed services, and the sales team. Analyzing industry and market trends.

Customer Success 19

Customer Success Account Growth Customer Experience Account Planning 19

SmartKarrot

JULY 8, 2022

Build out and maintain a collaborative account strategy for your customer portfolio. Working alongside the Sales Director assigned to the account to plan and improve revenue – specifically renewals and upsell opportunities. Take ownership to accurately forecast revenue within your accounts.

Customer Success 19

Customer Success Insurance Onboarding Government 19

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. Direct the customer success teams with visible, daily business leadership.

Customer Success 15

Customer Success Advertising eCommerce Stakeholders 15

Cosawi

DECEMBER 28, 2021

A colleague from the SAMA Board of Directors, Noel Capon, recently wrote an article in Harvard Business Review, “When CEOs Make Sales Calls,”¹ in which he describes the impact of top management’s involvement in the customer relationship. Stay informed on the account through an established strategic account process. Dominique Co?te?

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

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

SmartKarrot

DECEMBER 13, 2022

Role: Customer Success Associate Location: Chicago, IL, United States (On-site) Organization: Wolters Kluwer As a Customer Success Associate, you will deliver prompt and professional service to the customers (Small Businesses, Law Firms, or Corporations) through verbal and written communications. Apply here: [link].

Customer Success 19

Customer Success Onboarding Government Leadership 19

SmartKarrot

APRIL 18, 2022

Work alongside the Account Strategy team to help deliver quantitative and qualitative strategic insights for advertising partners. Working with partner teams (Technical Solutions, Data Analytics, Creative Services) to support account strategists in providing exceptional service at scale. Apply here: [link].

Customer Success 19

Customer Success Advertising Finance Account Strategy 19

SmartKarrot

NOVEMBER 29, 2021

Role: Head of Customer Success Location: New York, NY, US (Hybrid) Organization: Pinecone As a Head of Customer Success, you will hire, train, and manage a high-performing customer success team including pre-sales, post-sales, and professional services. Forecast accurately and communicate clearly to senior leadership.

Customer Success 19

Customer Success Government Account Strategy Customer Value 19

SmartKarrot

OCTOBER 13, 2022

Monitor any service level agreement items and communicates to operations or client regularly. As a customer advocate, you will also partner with internal teams outside of Customer Success such as Product, Sales, Support, Engineering, and Marketing.? Create long-standing partnerships that result in customer advocacy.?

Customer Success 19

Customer Success Client Relationships Facilitation Account Strategy 19

SmartKarrot

AUGUST 10, 2021

Communicate issues to the engineers but also communicate with customers in human words. Build a deep understanding of what the community wants, spot trends, and help prioritize the customers’ feature requests for the engineering team.

Customer Success 17

Customer Success Onboarding Account Strategy Prioritization 17