Revenue Storm

JANUARY 19, 2021

Investment decisions are being made at higher levels. How much of an adjustment do we need to make at the quarter or half-time to win? In all my years of selling and leading sales organizations, from mid-markets to enterprise global accounts, I have consistently seen Activity Drives Results. The COVID-19 crisis continues.

Account Management 78

Account Management Decision-making Global Accounts Sales 78

Cosawi

JULY 14, 2021

We talk to Dominque Côté about the central role of marketing in Key Account Management (KAM). One of her focus areas is maximizing Account-Based Marketing (ABM) capabilities to enable KAM and make patient-centricity a reality. In-depth Key Account understanding through specific stakeholder journey mapping.

Co-Creation 52

Co-Creation Marketing Value Proposition Key Account Management 52

Red Star Kim

JUNE 1, 2023

So you need a focus on that research to extract the information about competitors – often in different sectors and across various service lines – to make the information useful in pitching situations. Asking how your firm compares against the other advisors they use will be part of that process.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

SBI Growth

FEBRUARY 2, 2013

One additional key fact to consider – before the average sales rep contacts a customer, they are almost 60% through the decision process. That doesn’t mean that your Field Sales and Customer / Global Account managers aren’t needed. You will make a strategic difference – moving off the reactive to the proactive.

Global Accounts 121

Global Accounts Logistics Sales Decision-making 121

5600 Blue

NOVEMBER 29, 2017

We recently conducted negotiation coaching for over $1b in revenue on over 100 renewal opportunities for a global client of ours. We weren’t training their new reps, but working with some of their most seasoned global account managers to help them be more strategic and successful. Reverse new deal discounts.

Negotiation 52

Negotiation Value Proposition Global Accounts Procurement 52

KAM With Passion

NOVEMBER 11, 2020

By talking to each other and by making sure that conversations are meaningful to both parties. The evolution of social and economic parameters or business models and the disruption caused by the sanitary crisis do not make them less important. How are strong relationships built? On the contrary. Well-prepared participants.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

Cosawi

FEBRUARY 29, 2020

In these disruptive times, where the SAM role is growing ever-more complex, the strategic accounts organization has a tremendous opportunity to leverage Marketing as their quarterback, especially when SAMs seek personalized, actionable insights and value solution alongside the customer decision-making journey.

Marketing 52

Marketing B2C Global Accounts Innovation 52

Sales Outcomes

MARCH 15, 2021

McKinsey & Company recently published insight from a survey of 3,600 B2B decision-makers in 11 countries and 12 sectors. For example, today’s Inside Sales teams might serve small businesses, field (geographic) sales to medium firms, and enterprise sales for large and global accounts. Sales Leaders Need Enablement Help.

B2B 40

B2B Logistics Sales Global Accounts 40

Miller Heiman Group

FEBRUARY 21, 2019

Sales leaders do not want to make mistakes when hiring new members of their sales team. Not only is the definition of “good” completely subjective, but these types of evaluations are sometimes used to inform key decisions about hiring, promotions and performance reviews. Make Culture Fit a Part of Your Assessment Process.

Sales 62

Sales Global Accounts Finance Performance Review 62

5600 Blue

AUGUST 28, 2018

The way we define value is based on how customers make decisions: “How does your solution help you meet their needs better than alternatives?” At the end of the process we documented one key issue almost all these very seasoned global account managers had; they were discussing commercial terms separate of value.

Negotiation 52

Negotiation Construction Global Accounts Account Management 52

Cosawi

DECEMBER 28, 2021

We too often confuse strategic account sponsorship with corporate project sponsorship, where sponsorship is a way to escalate issues or decision-making when in need. When done right, strategic account sponsorship begs to have a very different definition. Look for it in an upcoming issue of Velocity. Dominique Co?te?

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

KAM With Passion

MARCH 17, 2022

Other relevant KPIs measure how efficiently the sales process is driven from its early stage to the final decision. As opportunities are handled both with new and existing customers, it also makes sense to take this parameter into account in the evaluation of the sales efficiency. Unfortunately, this happens very often.

Key Account Management 130

Key Account Management Account Management Co-Creation Global Accounts 130

Mercuri International

MAY 23, 2023

However, while it’s tempting to debate the full breadth of philosophical and ethical issues that AI — particularly generative AI — raises, it’s also useful to look at it at a more pragmatic level and ask, “What exactly can it do for my job, and what changes do I need to make to the way I think, if I’m going to benefit?”

Artificial Intelligence 52

Artificial Intelligence Value Proposition Account Management Co-Creation 52

KAM With Passion

MARCH 28, 2022

The core definition states that a B2B sale is complex when several people are involved in the purchase decision. Most B2B sales professional qualify a sale as complex when a buying committee is involved in the purchase decision. The Global Sales VP is the sponsor of the project without being directly involved in the decision.

Procurement 130

Procurement Stakeholders CRM Government 130

SalesGlobe

FEBRUARY 9, 2022

Now, I’m trying to make the beer they already have move faster. Then he detailed the cooler display at the front of the store, making sure the facings of cans and bottles were aligned and that the packaging and tags for the week’s specials were clearly displayed. Two years ago, I was selling cases of beer to store owners.

Value Proposition 52

Value Proposition Advertising Sales Profitability 52

DemandFarm

APRIL 26, 2023

Key Account Management is a relationship and service-driven role. Key account managers work with a range of individuals within a client organization, from end-users to decision-makers to CEOs. It’s also an opportunity to showcase the writing and communication skills, so make sure to proofread and edit the letter carefully.

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52

Account Management Skills

FEBRUARY 22, 2021

How to lead, inspire and set the account management team up for success. * How to make sure you stay relevant and valuable to your client. * How remote working has changed the way account managers now interact with clients. What skills you need to work with global brands. * How agencies will evolve in the future.

Account Management 52

Account Management Management Banking Meetings 52

Account Management Skills

APRIL 13, 2021

Listening is really about understanding or making meaning. And when we get those symbols from people, those nonverbal behaviours, then we make the assumption that they were listening to us. Because as an account manager, I know what I know. So we want to make sure that small part of their day actually, is significant.

Account Management 52

Account Management Management Communication Brainstorming 52