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

Hubspot Sales

MAY 19, 2020

They’d be wise to identify and target these brand-name companies with a bespoke account strategy. Editor's Note: This blog post was originally published in April 2017, but was updated for comprehensiveness and freshness in 2020. Wake the dead : A closed-lost deal need not be the end of a relationship.

Decision-making 117

Decision-making Management Acquisition Value Proposition 117

Jermaine Edwards

MARCH 17, 2020

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”. There are different stages in the customer life cycle and various methods to define them. The paper illustrates one of the most effective views of the customer life cycle I’ve seen.

Customer Life Cycle 130

Customer Life Cycle Key Account Management Decision-making Innovation 130

Jermaine Edwards

MAY 18, 2020

The most important commitment you can have with your customers is who you are together. This rests in the ideas of shared values and future expectation.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Jermaine Edwards

MAY 18, 2020

The most important commitment you can have with your customers is who you are together. This rests in the ideas of shared values and future expectation.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Cosawi

DECEMBER 28, 2021

Stay informed on the account through an established strategic account process. Contribute to, and have accountability for, the account plan. Challenge account strategy and tactics. Participate in internal leadership and customer account meetings – and not only when “the house is on fire”.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

SmartKarrot

FEBRUARY 17, 2021

Develop a trusted advisor relationship with key customer stakeholders and executive sponsors to fully understand the publishers’ business strategies and measurements for success. Identify opportunities for new use cases, integrations, and program expansions and, collaborate with account executives to ensure successful renewals.

Customer Success 10

Customer Success Value Proposition Stakeholders Onboarding 10