Jermaine Edwards

MARCH 17, 2020

Companies like Hubspot, Mckinsey and Apple say they get benefits from evaluating their customer life cycle to: Increase customer profitability. One approach is that of Jim Sterne and Matt Cutler, as published in 2000 in a paper called “E-Metrics, Business Metrics For The New Economy”. Product innovation and new market access.

Customer Life Cycle 130

Customer Life Cycle Key Account Management Decision-making Account Management 130

Jermaine Edwards

MAY 18, 2020

A software company selling digital print solutions to a large engineering company maybe helping solve a range of challenges; cost savings, profit maximising etc. The big idea is this… What your customer bought from you today helps them get to where they might want to go today, but it doesn’t always reflect who they’re trying to become.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Jermaine Edwards

MAY 18, 2020

A software company selling digital print solutions to a large engineering company maybe helping solve a range of challenges; cost savings, profit maximising etc. The big idea is this… What your customer bought from you today helps them get to where they might want to go today, but it doesn’t always reflect who they’re trying to become.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

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

Brooks Group

DECEMBER 27, 2022

Their focus is on revenue, profitability, and market share. Publishing articles on LinkedIn is a great way for a rep to demonstrate their ability to serve customers as a strategic advisor. Let reps talk about anything that is on their mind, but don’t use the meetings for specific account reviews. Use Data To Set Goals.

Sales 83

Sales Sales Leadership Leadership CRM 83

SmartKarrot

APRIL 13, 2023

Diana Woodburn Diana Woodburn is an expert, consultant, teacher, writer, and researcher in key account management. Currently, she is the chairman of The Association for Key Account Management (AKAM), which is a non-profit organization that aims to professionalize the role of Key Account Managers.

Account Management 11

Account Management Key Account Management Management B2B 11