Jermaine Edwards

MAY 18, 2020

It’s knowing this that helps you to make better decisions. Arguably every sale we make has an element of risk to the person in front of us. During your customer conversations you need to be aware of these internal and external factors that drive decision making influence. Leadership was the most consistent.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Jermaine Edwards

MAY 18, 2020

It’s knowing this that helps you to make better decisions. Arguably every sale we make has an element of risk to the person in front of us. During your customer conversations you need to be aware of these internal and external factors that drive decision making influence. Leadership was the most consistent.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Clarity Engagement Solutions

APRIL 26, 2021

Pharmaceutical companies can embrace a compelling opportunity to make a strategic and critical shift. And they need to talk as a way to make sense of and validate their own re-worked strategies for moving forward. We take the complex and make it simple. Things have changed. Priorities have shifted. So, why wait?

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Clarity Engagement Solutions

APRIL 26, 2021

Pharmaceutical companies can embrace a compelling opportunity to make a strategic and critical shift. And they need to talk as a way to make sense of and validate their own re-worked strategies for moving forward. We take the complex and make it simple. Things have changed. Priorities have shifted. So, why wait?

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

PandaDoc

APRIL 21, 2023

Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value. While it may seem like it from an altruistic perspective, treating all accounts fairly isn’t actually a viable key account strategy and doesn’t guarantee a successful relationship with your top portfolios.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

Clarity Engagement Solutions

APRIL 26, 2021

And the need to accelerate the shift from transactional sales pitches aimed at promoting a product to a physician for an unmet patient need to creating solutions designed for a broader set of account stakeholders, has been a nagging factor for every pharma commercial organization. Things have changed. Priorities have shifted.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Cosawi

FEBRUARY 27, 2023

As part of our customer buying journey mapping work, we have delved deeper not only into where the customer is headed, but what their state or mindset is at each given step as they progress on their decision making. At another point, decision remorse may be setting in. How do the best teams leverage ABM?

Marketing 52

Marketing Suppliers Investors Account Planning 52

Brooks Group

DECEMBER 27, 2022

We often hear of sales managers tracking how many calls a salesperson makes without making a distinction between the type of calls being made. Prospecting calls, providing samples or demos, and presenting solutions to decision-makers are all examples. This will make coaching conversations much more efficient and effective.

Sales 78

Sales Sales Leadership Leadership CRM 78

Clarity Engagement Solutions

APRIL 26, 2021

The need to accelerate the shift from transactional sales pitches aimed at promoting a product to a physician for an unmet patient need to creating solutions designed for a broader set of account stakeholder, has been a nagging factor for every pharma commercial organization. We take the complex and make it simple. Things have changed.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

DemandFarm

APRIL 26, 2023

Key Account Management is a relationship and service-driven role. Key account managers work with a range of individuals within a client organization, from end-users to decision-makers to CEOs. Staying informed of business trends and developments is also essential for Key Account Managers.

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52

Revegy

JULY 17, 2018

A good strategic account program requires a clear understanding of the customer’s internal structure, personnel and decision-making process, including the buying centers with responsibility for initiatives and budgets. Increase forecast visibility: JDA increased forecast horizon from 3 months to 3 years.

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40

Hubspot Sales

JULY 1, 2019

As the number of people involved in the purchasing decision rises, so does the need for a multi-threaded, or ABS, approach. If your average sales cycle lasts three or more months, ABS makes sense. Were there any relationships that ultimately didn't impact the decision? The second tier includes approximately 200 accounts.

Stakeholders 84

Stakeholders Sales Finance Decision-making 84

SBI

APRIL 4, 2018

Sales managers use the output from the tools to shift the emphasis of their interventions towards coaching, and business leaders have detailed data at their fingertips to inform decision making. For many companies the lack of forecast accuracy is hampered by low predictability and consistency in their pipeline decisions.

B2B 20

B2B Sales Decision-making Account Planning 20

SmartKarrot

MAY 27, 2020

Right from soft skills to data and from relationships to distribution, here are the finest 5 account manager training online resources which will take your accounting skills to new heights. Be it entrepreneurial tips, creativity, or leadership skills, these training courses are going to take care of every minute thing. .

Account Management 10

Account Management Management Key Account Management Account Growth 10