Janek Performance Group: Account Planning

OCTOBER 25, 2023

In B2B selling, we often focus on new accounts. These build business and increase revenue. This makes account planning essential. More than upselling and cross-selling, account planning is partnering with existing clients. It’s putting their needs ahead of the sale to form long-term relationships.

Account Planning 52

Account Planning Decision-making Communication B2B 52

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. I’ve summarised the key points here as a supplementary learning resource for the delegates.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Brooks Group

MARCH 25, 2024

It led to 2023 being a record year for us—20% above plan.” It led to 2023 being a record year for us—20% above plan.” Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. The data backs this up. Only 69% of underperforming teams follow their sales process.

Negotiation 81

Negotiation Sales Training Decision-making Sales 81

Arpedio

OCTOBER 20, 2023

Understanding the power of a stakeholder matrix – A comprehensive guide Relationship Mapping Software ← Back to blog In the dynamic landscape of account management, understanding your clients’ needs, expectations, and concerns is paramount to building lasting and mutually beneficial relationships.

Stakeholders 52

Stakeholders Account Management Client Relationships Decision-making 52

SmartKarrot

NOVEMBER 2, 2020

According to Marketing Metrics , the rate of success while selling to an existing customer is close to 70%, while the same for a new prospect is 5-20%. According to Marketing Metrics , the rate of success while selling to an existing customer is close to 70%, while the same for a new prospect is 5-20%. What do Experts have to say?

Co-Creation 21

Co-Creation Digitalization Media e-Learning 21

Account Management Skills

AUGUST 2, 2021

My goal as always, for you is to come away with helpful tips, ideas, golden Nugget nuggets of wisdom, and reminders for how to keep and grow existing client relationships. Tip 1: Getting business with Spencer Gallagher. And the first tip is from Episode Seven with Spencer Gallagher. Welcome to Episode 42.

Account Management 52

Account Management Client Relationships Management Meetings 52

Account Management Skills

MARCH 20, 2023

On this episode, we’re talking about the split between the agency Account Manager and the agency Project Manager role, with Kate Vines and Kio Aghoghogbe from Hallam. Kate is Project Delivery Manager and Kio is Senior Digital Account Manager. Welcome to Episode 83. So a very warm welcome Kate and Kio.

Digitalization 52

Digitalization Account Management Decision-making Management 52