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. care stakeholders, pharma companies are plotting their next move, or, at least they think they are. Things have changed. Priorities have shifted.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Account Manager Tips

NOVEMBER 22, 2022

First things first: find out what they want You can't adapt your account strategy until you understand what the new procurement team want. Who are their internal stakeholders? They start picking over little details. Challenging you on choices that were made months or even years ago. Don't dwell on the past, look to the future.

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 130

ProlifIQ

OCTOBER 4, 2023

This strategy forms the foundation of your approach to managing and developing relationships with your most important accounts. Customer Segmentation One of the first steps in crafting your account strategy is customer segmentation. Make sure you have clear measures for the customer, but also your team!

Account Management 52

Account Management Management Account Planning Key Account Management 52

Hubspot Sales

MARCH 18, 2019

How to write a key account management plan. Some final thoughts on making your key account management strategy a success. Key Account Management. Key account management is the process of building long-term relationships with your company's most valuable accounts. How to Identify Key Accounts.

Key Account Management 120

Key Account Management Account Management Management Account Strategy 120

ProlifIQ

NOVEMBER 9, 2022

According to Forrester, “While product and company messaging can be generic, your account strategy and go-to-market plans should be highly account-specific.” Here is where account planning can really make or break your selling strategy. How can you provide support and guidance?

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

Hubspot Sales

MAY 19, 2020

In fact, equipped with the right approach, marketing and sales teams can pick their accounts together in as little as an hour. Picking the wrong targets will make it hard for sales and marketing to align and will lead to poor financial results. Identify accounts that will add credibility to your brand. The best part?

Decision-making 111

Decision-making Management Acquisition Value Proposition 111

Jermaine Edwards

MARCH 17, 2020

Core question: How are we making ourselves easy to choose as a partner? At some stage in your customer relationship, your customer will make decisions on the future use of your services. Whenever a customer makes a purchase, there is almost always a mixture of excitement and nervousness. SELECTION and ASSESSMENT.

Customer Life Cycle 130

Customer Life Cycle Key Account Management Decision-making Innovation 130

Arpedio

MARCH 26, 2024

Importance of Pre-Sales Strategy in Driving Business Success The pre-sales phase is where the groundwork for successful sales transactions is laid. It is the crucial period during which potential leads are identified, qualified, and nurtured before they are ready to make a purchasing decision.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Upland

FEBRUARY 17, 2023

Buying groups, or buying committees, are often composed of 10 stakeholders but can have more. It is the job of these trusted stakeholders to make sure that they make the right purchasing decision for their business or organization. Instead, there are multiple buyers involved in the purchasing decision.

Decision-making 368

Decision-making Account Planning Stakeholders B2B 368

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

Account Manager Tips

OCTOBER 11, 2021

You need to take charge, make decisions and set goals for your customers so they can achieve success. Has no plan Which clients need an account plan? Account plans are help you define your key account strategy. What changes should we make? How do we make changes? Only the ones you want to keep!

Account Management 246

Account Management Key Account Management Management Suppliers 246

Red Star Kim

JUNE 7, 2023

If a company tries to pursue all of these strategies, it is likely to end up somewhere ‘stuck in the middle’ offering average products for average prices. Treacy and Wiersema suggest three ‘Value Disciplines‘ to choose from which should act as a central piece that shapes every subsequent plan and decision a company makes.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

Jermaine Edwards

MAY 6, 2020

What changes are your customers making today that may impact your relationship tomorrow? This is one of a dozen questions every organisation and key account team must ask. The Change Decision. In both scenarios, the two organisations had to make some very important decisions. Let me share two examples.

Manufacturing 130

Manufacturing Key Account Management Decision-making Digitalization 130

DemandFarm

APRIL 26, 2023

Key account managers work with a range of individuals within a client organization, from end-users to decision-makers to CEOs. They must be able to communicate effectively with different stakeholders and adapt to the client’s changing needs and expectations.

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52

Arpedio

JANUARY 11, 2023

Let’s break it down: So, account management is the process of providing your customers with the best service, support and show opportunities for improvement. The practice involves managing relationships with customers and clients, and keeping them happy by making sure that their needs are met. What Does an Account Manager Do?

Account Management 52

Account Management Management Key Account Management B2B 52

Hubspot Sales

JULY 1, 2019

An account-based model treats every account like a market of one. Instead of one salesperson targeting a single contact within a company, an entire team is dedicated to targeting multiple stakeholders at the prospective customer’s company. ABS maintains this account-level focus after the sale.

Stakeholders 79

Stakeholders Finance Sales Decision-making 79