Mike Kunkle

NOVEMBER 21, 2023

Services: Consultation and Site Assessment: Expert assessment of the customer’s space to determine specific air quality needs and recommend appropriate solutions. This shift from account management to proactive hunting for new business requires a fundamentally different skill set (and possibly a different make-up or Sales DNA).

Acquisition 272

Acquisition Sales Decision-making Account Management 272

OnStrategyHQ

DECEMBER 21, 2023

A gap analysis is a tool that allows organizations to assess their current state versus their desired future state and create an action plan that allows them to bridge the gap between the two. Using one of these assessments for your current state analysis allows you to figure out what your areas of focus should be.

Stakeholders 52

Stakeholders Organization Logistics Brainstorming 52

DemandFarm

APRIL 11, 2023

Digital Key Account Management is the process of managing and growing a company’s most important customers using digital tools and technologies. It is essential for Sales Enablement , as it enables businesses to manage their key accounts more efficiently and effectively.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

OnStrategyHQ

APRIL 16, 2024

Identifying your pitfalls and course-correcting them before they occur is a more beneficial and mature approach to strategic implementation, especially in the beginning stages or if this is your first strategic planning process. Accountability helps drive change, so each measure, objective, data source, and initiative must have an owner.

Communication 98

Communication Organization Meetings Stakeholders 98

KAM With Passion

FEBRUARY 23, 2021

Jumping in a time lap from antique Greece to our Internet-focused time, there are two major reasons why a Key Account Management Programme sinks in the abyss of corporate failures or disappears because it has lost its few champions. Select the Key Accounts with whom to engage. Manage talents to serve the purpose of KAM.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

Arpedio

MAY 10, 2023

ARPEDIO Recognized in 2023 Account-Based Selling Technologies Landscape Report by Forrester ← Back to blog Copenhagen, Denmark. ARPEDIO , a leading provider of account-based selling technologies , is proud to announce its inclusion in the prestigious Forrester Research report “ The Account-Based Selling Technologies Landscape, Q2 2023.

Account Planning 52

Account Planning Innovation Stakeholders Government 52

Mike Kunkle

OCTOBER 8, 2023

Organizational structures with functions or departments vary widely based on industry, company size, and maturity level. Revenue is an accounting term, and you can’t enable it. It’s about providing valuable content, insights, and solutions at every stage of the customer journey and assessing the intent of the consuming audience.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Showpad

SEPTEMBER 1, 2020

And finally, we’ll look at enablement maturity levels and how they limit or allow for measuring different levels of ROI. That’s why you care more about your revenue numbers, market share, new account acquisition while reducing churn for existing customers, average deal sizes, win rates, available selling time, etc. .

Sales 132

Sales Stakeholders Onboarding Leadership 132

Zendesk

MARCH 7, 2022

Current state assessment. I like to start with a current state assessment of the organization. It also consists of a maturity assessment to identify major gaps and needs for a successful customer experience transformation. The interviews and assessment inform the program roadmap.

Customer Experience 98

Customer Experience Government Decision-making Organization 98

KAM With Passion

JUNE 20, 2021

This article focuses on individual competencies, especially those of the Key Account Managers. As already discussed in the first article , the goals, target audience and format of your KAM skills development efforts must be coherent with the state of development and maturity of your KAM initiative. Defining Skills & Competencies.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

Mike Kunkle

NOVEMBER 23, 2023

Click the image to see a larger and expanded version, with the systems] Based on the maturity level of enablement and your business environment and context (see this post for more on the flavors of sales enablement ), at a minimum, you should include training, content, tools, and ensure coaching is occurring.

Sales 258

Sales Finance Decision-making Profitability 258

Freshworks

APRIL 2, 2021

It’s important to start with an assessment of your current processes and capabilities. Freshworks has developed an AI Maturity quiz to provide a framework for assessing your readiness and capabilities. Our AI maturity model follows stages relating to a CX department’s ability to operate and fine-tune AI towards their goals.

Customer Experience 66

Customer Experience Artificial Intelligence Decision-making Facilitation 66

Red Star Kim

JULY 11, 2022

UK and offshore law firms, barristers’ chambers and accountancy firms were represented. And an assessment of the results from past activities. It was a challenge to keep up with changes and to assess which might be relevant for professional services firms. Assess competitive position. Assess performance of past content.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Miller Heiman Group

AUGUST 25, 2020

They need an integrated solution—specifically, Korn Ferry’s Accelerating Revenue Growth solution that combines hiring, assessment, training and coaching—to guide them through the sales talent development process. Successful sales teams begin with hiring and continue through performance assessment, coaching, training and reinforcement.

Organization 75

Organization Sales Sales Management Profitability 75

KAM With Passion

FEBRUARY 22, 2021

Polarized attitudes towards Key Account Management. True Key Account Management (KAM) or Strategic Account Management (SAM) remains a topic that polarizes the thinking and behaviours of business leaders. Key Account Management, what is it really? Key Account Management comes on top of Account Management.

Key Account Management 130

Key Account Management Account Management Management Co-Creation 130

Arpedio

JANUARY 5, 2024

At the heart of every thriving enterprise lies a keen focus on business relationship optimization , a task achieved through strategic roles that many might find overlapping—Account Management and Customer Success. Business Development: Seeking and identifying growth opportunities within existing accounts to drive revenue.

Account Management 52

Account Management Customer Success Management Energy and Utilities 52

Arpedio

MARCH 31, 2023

In their recent Tech Tide : B2B Sales Technologies, Q1 2023 report, Forrester analyzes the maturity and business value of different sales technology categories, including Account-Based Selling tools such as ARPEDIO. Why Invest in Account-Based Selling (ABS) Technologies? Why Invest in Account-Based Selling (ABS) Technologies?

Sales Technology 52

Sales Technology B2B Account Planning Stakeholders 52

Showpad

MAY 3, 2019

Although the individual maturity of these teams certainly plays a role in how well your organization does (or doesn’t) meet changing buyer expectations, another critical factor is how these two teams work together. Sales and Marketing Alignment. Stage 1: Start-Up Selling. Stage 4: Guided Selling.

Marketing 83

Marketing Sales B2B Decision-making 83

ProlifIQ

JUNE 21, 2023

The ROI of Account Planning In the highly competitive landscape of B2B sales, sales leaders are constantly seeking strategies that can boost revenue and foster long-term customer relationships. One such strategy that has proven to deliver impressive returns is account planning. What is an Account Plan?

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

Hubspot Sales

DECEMBER 30, 2020

The more mature a business gets, and the more complex the prospective customer’s needs are, the more challenging it is to maintain that speedy response and personalized touch. Responding quickly to incoming leads can make or break a deal, particularly in highly competitive markets.

CRM 100

CRM Manufacturing Software Software 100

Showpad

NOVEMBER 21, 2021

Or how do I know what CS representative is working on this account with me?” . We’re supposed to be able to build supply chain health assessments and help them figure this out; but now it’s happening over an hour-long Zoom call. The hardest part is getting through everything internally that I need to do at GHX.

Supply Chain 98

Supply Chain Healthcare Onboarding Sales 98

SalesGlobe

MAY 4, 2022

Not all accounts are equal. Some accounts and prospects represent greater sales opportunity, and once onboarded, are more likely to stick around as valuable customers. What are the characteristics of accounts that are more likely to become winning deals and long-time customers? Account Segmentation Score.

Value Proposition 52

Value Proposition Profitability Innovation Onboarding 52

Revegy

MAY 17, 2018

Your Key Account Management (KAM) platform should provide a competitive advantage. The right solution will clearly demonstrate how you can co-create and plan jointly with key accounts, how you can track their strategic goals, plug gaps and grow together. First, it would help to identify where you stand today on KAM enablement.

Co-Creation 40

Co-Creation Key Account Management Account Management Management 40

Flevy

MARCH 20, 2024

Decentralize Ideation, Centralize Idea Evaluation : Encourage widespread innovation across the organization while maintaining a centralized process for assessing and selecting ideas for development. Decentralize Governance Over Time : Allow flexibility and responsiveness by decentralizing the control of digital initiatives as they evolve.

Digital Transformation 52

Digital Transformation Digitalization Artificial Intelligence Government 52

Planview

AUGUST 16, 2022

They also establish heightened governance for time and expense administration, which drives fluidity, sound business operations, and compliance with prevailing public account standards (e.g. As we wrap up, it is important to note that the journey towards becoming a mature, optimized connected services organization is not a technological step.

Organization 52

Organization Digital Transformation Profitability Customer Experience 52

Red Star Kim

JUNE 20, 2022

Delegates on my coaching training sessions often ask for recommendations of good books on coaching and this is a mature, comprehensive and challenging exploration of what it takes to be a great coach. The process of coaching begins with an assessment of where the client is now. About the author. Taking stock – the learning client.

Client Relationships 130

Client Relationships Facilitation Brainstorming Meetings 130

OnStrategyHQ

MAY 1, 2023

The VRIO framework helps you evaluate if a core strength, capability, or resource is a competitive advantage by assessing if that strength is valuable to your market, rare in competition, hard to copy, and organized to act upon. Assess Your Competition (External Factors): How are we different from the competition?

Suppliers 105

Suppliers Supply Chain Energy and Utilities Profitability 105

QYMATIX

NOVEMBER 2, 2021

It must follow a well-thought assessment of the current situation. We will assume as well that a given market is experiencing moderate growth, something not unusual in most mature B2B industries. In the horizontal axis, accounts or customers, new and existing. Sales growth with new products within new accounts.

B2B 103

B2B Sales Profitability Sales Analytics 103

Miller Heiman Group

OCTOBER 31, 2019

The 2019 Study shows how the goals for sales enablement continue to align with the goals of sales leaders, from increasing new account acquisition to reducing the sales cycle length, in addition to optimizing revenue. Get the Guide. Defining Sales Enablement Approaches. higher than the study’s average. higher win rates and 11.8%

Sales 54

Sales Acquisition Leadership Organization 54

Showpad

JUNE 7, 2019

Assess your current process and determine which of the following categories you fall into: Random: sales reps are using their own processes and methodologies; no collaboration. Download our Sales Transformation Maturity Model eBook. Informal: established process but not all sales reps are following it; no basis for knowledge sharing.

Sales 69

Sales CRM Management 69

Miller Heiman Group

JULY 18, 2019

Assess Your Sales Performance. The top 20% of salespeople typically account for more than 50% of an organization’s revenue, according to the CSO Insights 2018 Sales Talent Study. In fact, only 24% of organizations in the 2019 World-Class Sales Practices Study reported that they regularly assess why their top performers are successful.

Organization 55

Organization Sales Shareholders Sales Technology 55

SalesGlobe

DECEMBER 20, 2021

As companies move to XaaS sales models with multi-year contracts, their sales incentive plan decisions must also account for choosing the best contract value calculation to incent sellers on. The average contract value calculation accounts for the length of the contract to determine the annualized value the contract is worth.

Sales 52

Sales Prioritization Innovation Organization 52

Showpad

FEBRUARY 4, 2019

Researchers collect large quantities of data, but the years of experience Gartner has in observing trends and scientific strategy to assess technology allows them to condense that information into a thorough, yet easy to read, report. Its Vendor Ratings is one example of this. Download the Gartner Report and learn more.

Sales 40

Sales Decision-making Account Management Innovation 40

Showpad

FEBRUARY 4, 2019

Researchers collect large quantities of data, but the years of experience Gartner has in observing trends and scientific strategy to assess technology allows them to condense that information into a thorough, yet easy to read, report. Its Vendor Ratings is one example of this. Download the Gartner Report and learn more.

Sales 40

Sales Decision-making Account Management Innovation 40

Arpedio

APRIL 1, 2022

Account-Based Selling (ABS): Everything you need to know. Account-Based Selling (ABS): Everything you need to know. ? Account-Based Selling is a targeted approach to B2B sales. It requires investing your team’s resources to target multiple stakeholders within an account. What is Account-Based Selling? Back to blog.

Stakeholders 59

Stakeholders B2B Account Management Decision-making 59

Arpedio

NOVEMBER 30, 2021

This means that now more than ever before, sales representatives and key account managers need to create a smooth customer experience to achieve consensus within the decision-making group. We asked Jeppe Tølløse, our Account Manager and Private Equity responsible on some tips. You: Diagnosing customer need. “We Share on facebook.

Digitalization 52

Digitalization Account Management B2B Decision-making 52

SBI Growth

NOVEMBER 23, 2013

Sales Leaders should assess if their organization is ready to adopt this complex methodology. They are calling on a huge swath of customers with different industries and maturities. They are comfortable farming accounts without “rocking the boat”. Assessment sheets should be populated for every joint sales call.

Publishing 123

Publishing Sales Stakeholders Organization 123