Cosawi

FEBRUARY 29, 2020

and it is increasingly becoming the expectation in B2B. Her consultancy work is focused on Commercial Excellence, Executive coaching & leadership, KAM/SAM roadmaps & journeys, as well as Account based Marketing. All is focused on personalization. Dominique is a panelist and keynote speaker in Europe and the U.S.

Marketing 52

Marketing B2C Global Accounts Innovation 52

Cosawi

DECEMBER 31, 2019

Seventy-four percent of B2B buyers conduct half of their research online before engaging a vendor (per Forrester). About the Author Dominique Côté brings 30 years of experience leading commercial teams in global pharmaceutical and biotech organizations. Download the Article HERE.

Marketing 52

Marketing Suppliers Account Management Global Accounts 52

SBI Growth

FEBRUARY 8, 2020

in the B2B world, people tend to not focus on the experiences of who specifically those buyers are, because they’re working an agreement network. Leading a team with clarity. minute 23.58 [link]. Skip to minute 24.42 [link] to hear Scott discuss the opportunities to drive customer experience with digital strategy.

Digital Transformation 90

Digital Transformation Digitalization B2B Customer Experience 90

Miller Heiman Group

FEBRUARY 21, 2019

When assessing sellers, sales leaders instinctively want to give them a big goal to work toward, such as becoming a global account manager, a mentor for new hires, the first one to sell new products or the first to break a record. Remember that Not Every Seller Can Be a Sales Leader. Conclusion.

Sales 62

Sales Global Accounts Finance Performance Review 62

KAM With Passion

NOVEMBER 11, 2020

As a company, business unit or sales leaders, here are a few facts to keep in mind: First, In B2B, on average, 70% of revenue comes from existing customers. A good Key Account Plan is very specific on which relationships need to be created, developed and nurtured and why.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

SBI Growth

FEBRUARY 21, 2020

in the B2B world, people tend to not focus on the experiences of who specifically those buyers are, because they’re working an agreement network. Leading a team with clarity. minute 23.58 [link]. Skip to minute 24.42 [link] to hear Scott discuss the opportunities to drive customer experience with digital strategy.

Digital Transformation 87

Digital Transformation Management Digitalization B2B 87

SBI Growth

FEBRUARY 26, 2020

in the B2B world, people tend to not focus on the experiences of who specifically those buyers are, because they’re working an agreement network. Leading a team with clarity. minute 23.58 [link]. Skip to minute 24.42 [link] to hear Scott discuss the opportunities to drive customer experience with digital strategy.

Digital Transformation 77

Digital Transformation Management Digitalization B2B 77

SBI Growth

MARCH 1, 2020

in the B2B world, people tend to not focus on the experiences of who specifically those buyers are, because they’re working an agreement network. Leading a team with clarity. minute 23.58 [link]. Skip to minute 24.42 [link] to hear Scott discuss the opportunities to drive customer experience with digital strategy.

Digital Transformation 62

Digital Transformation Management Digitalization B2B 62

Deep Insight

AUGUST 16, 2021

Whale Hunting with Global Accounts. It’s not often that I write book reviews but if there’s one book on sales management you should plan to read before the end of the summer holidays, it’s Whale Hunting with Global Accounts. Key account managers should not just be order-takers. The message from this blog?

Global Accounts 52

Global Accounts Key Account Management Account Management Profitability 52

KAM With Passion

MARCH 17, 2022

Complex sales is about generating and winning opportunities and acquiring new customers in a B2B (private) or B2G (public/government) environment where different stakeholders are involved on the buyer’s side and the solution is partially or totally co-constructed with the customer.

Key Account Management 130

Key Account Management Account Management Co-Creation Global Accounts 130

SBI Growth

JUNE 20, 2020

Too often, SaaS companies that have enjoyed growth from expanding markets don’t have the commercial engine needed to withstand competition or weather an economic downturn. Those that lack a scalable framework for organic growth aren’t able to evolve fast enough.

Marketing 91

Marketing Organization Global Accounts Logistics 91

KAM With Passion

MARCH 28, 2022

In another post, I have introduced 3 complementary capabilities organisations need in a B2B world and presented them as a pyramid. In the world of B2B sales, the term of complex sales is a well-accepted term but what does it mean exactly? Let’s look at a few typical B2B sales situations and match each of them with a judo belt.

Procurement 130

Procurement Stakeholders CRM Government 130

DemandFarm

APRIL 26, 2023

Key Account Management (KAM) focuses on building long-term relationships, and aims to improve customer satisfaction – especially in a B2B scenario. A key account manager’s primary responsibility is ensuring that the needs of key clients are met, and that they remain satisfied with the company’s products and services.

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52