Account Manager Tips

NOVEMBER 29, 2022

Move into leadership roles Business Development or Sales. Let me know if anything in this article caught your eye, I'd love to hear from you. Look after bigger, more complex, more prestigious accounts. Global account manager. Manage accounts in multiple regions, where decision making and policies are centrally decided.

Key Account Management 130

Key Account Management Account Management Management Procurement 130

Red Star Kim

FEBRUARY 8, 2024

Our target markets span large and small businesses; private, public sector and not for profit sectors; centralised and decentralised buying processes; procurement and user-led purchasing behaviour. An HBR article offered a similar matrix with costs to serve vs willingness-to-pay. Essentially a focus on the most profitable clients.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Freshworks

FEBRUARY 11, 2021

Knowing its importance, this article looks at what the best approach is for owning the customer experience and the implications it has on customers. There are advantages and drawbacks to it being owned by a specific function, and many people have started to question if only one function should be leading this. An Outside-In Perspective.

Customer Experience 111

Customer Experience Procurement Finance Acquisition 111

Peter Simoons

MAY 8, 2022

CEO studies conducted by consultancy companies have emphasised this interest and in a recent article, David Tierno, CGI’s Vice President of Strategic Alliances, shared key insights on the growing importance of strategic alliances across sectors. Dealing with them was generally undertaken by the procurement department.

Leadership 10

Leadership Suppliers Procurement Negotiation 10

Hubspot Sales

MAY 30, 2019

It's only successful when sales leadership and the sales force execute with dedication and competence. They might also share relevant research or other articles that take a closer look at the state and future of online education. Skilled salespeople will have already involved procurement prior to this stage.

Procurement 108

Procurement Negotiation Sales Leadership Sales 108

Mike Kunkle

FEBRUARY 5, 2023

Worse, recently, I’ve read an increasing number of articles and posts about how buying has become so convoluted and non-linear, that given that and a buyers’ market, sales process just doesn’t matter anymore. Go re-read the CSO Insights quote I used to start this article. In reality, though, control is an illusion.

B2B 198

B2B Sales Decision-making Negotiation 198

Revenue Storm

APRIL 19, 2022

How can we take our leadership role to another level to drive even greater success for the team? If you like “the promise” of how the team would engage, how it would feel conducting business, and a way for the client to judge the team during the procurement process… imagine the long-term relationship values. So, what now?

Procurement 78

Procurement Brainstorming Sales Training Suppliers 78

Revenue Storm

DECEMBER 15, 2020

Why do procurement teams need to engage your salespeople at all? The next generation of B2B enterprise salespeople will have to become masters at leveraging thought leadership and collaborating in the creation of compelling value propositions. This means being seen as agents of change to help drive your client’s BUSINESS success.

Procurement 78

Procurement Value Proposition B2B Decision-making 78

PandaDoc

NOVEMBER 25, 2022

Read this article to discover how the solution-selling methodology fares now, how top performers adapt it to modern times, and where to learn more about this approach. Procurement departments are better at determining the company’s needs. However, since its founding, a lot has changed. Solution selling methodology in a nutshell.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

Account Management Skills

JANUARY 29, 2024

Pricing based on number of hours spent has been the mainstay for agencies for decades but this is coming to an end – with procurement now looking closely at how agencies are adopting time saving AI tools to make the job quicker!

Account Management 40

Account Management Profitability Account Growth Procurement 40

Openview

MARCH 16, 2018

Editor’s Note: The following article is based on Liz Cain’s presentation at SalesLoft’s Rainmaker Conference. Leadership teams need to create room for this and encourage creativity without repercussions. This article was inspired by a recent presentation I gave at Rainmaker 2018. You can see the full presentation here.

Investors 89

Investors Prioritization Sales Decision-making 89

Strategic Communications

NOVEMBER 11, 2021

In a 2013 Harvard Business Review article , “Why Sales and Marketing Don’t Get Along,” authors Andris A. From senior leadership on down, communication needs to be clear about the role that sales and marketing play in the organization, the value of their roles, and how each team’s actions inform and support the other’s. Zoltners, P.K.

Marketing 52

Marketing Co-Creation e-Learning Sales 52

Insightly

NOVEMBER 1, 2022

The support stage entails: Leadership and culture: It’s important that you have strong leadership in place, with a well-defined and people-centric company culture that’s easy to reinforce. . Just like the other CRM models in this article suggest, you can never have too much information about your customer base.

Profitability 52

Profitability CRM Value Proposition Customer Experience 52

Deep Insight

NOVEMBER 29, 2021

This blog is a shortened version of an article entitled The CX Factor which originally appeared in the October 2021 edition of Modern Lawyer , published by Globe Law and Business. This article is aimed at helping law ?rms In this article, we use the terms ‘client centricity’ and ‘CX’ interchangeably. rms to make that transition.

Client Relationships 52

Client Relationships Leadership Decision-making Procurement 52

Zendesk

MAY 19, 2021

People in leadership should feel encouraged to openly discuss their disabilities, which would help others feel safe talking about their own. She also uses free programs that allow her to convert written articles on the web into podcasts. Panelist Christina Goldschmidt, head of Product Design at Etsy, completely agreed.

Construction 98

Construction Procurement Leadership Innovation 98

Hubspot Sales

JUNE 13, 2018

The specific questions will depend on your product; for example, if you offer leadership training for mid-level managers, you might ask, “How do you currently teach first-time managers best practices and strategies?”. Liaise with Procurement and/or Legal when necessary to get the deal over the finish line as quickly and easily as possible.

Procurement 145

Procurement Decision-making Meetings Publishing 145

Account Management Skills

FEBRUARY 20, 2023

Particularly where big enterprise level clients have procurement departments, and perhaps you had to deal with procurement, where they are now looking for ways that agencies can bring value. A lot of the content we do is thought leadership based. Jenny Plant 18:57 I think, again, it’s something that is super smart.

Stakeholders 52

Stakeholders B2B Decision-making Marketing 52

SalesGlobe

MARCH 8, 2023

Here’s the return of investment as you make these investments on these products and all these things that help your buyer to get approved through procurement, through senior leadership team or whatever it is. How are we going to save money? But they need to have these extra time to focus on the market speed. It was 100%.

Sales 52

Sales Marketing Decision-making Organization 52

SBI

NOVEMBER 7, 2019

Wootton will join Seismic’s senior leadership team and continue to lead the Percolate team, reporting directly into Seismic CEO Doug Winter. Blog Article. Blog Article. Blog Article. Blog Article. Blog Article. With the acquisition, Seismic boasts a roster of 750 customers. Public Relations Manager, Seismic.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20