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. For most, it’s often a vague and gauzy term.

Negotiation 52

Negotiation Value Proposition Global Accounts Procurement 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

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. Contribute to, and have accountability for, the account plan.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

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

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

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

APRIL 13, 2021

They paired me with a world leading expert in listening, Andrew Wolvin, as my advisor, and I told him within the first two to three weeks of meeting him that I was not going to become a listening person. Listening is really about understanding or making meaning. Because as an account manager, I know what I know.

Account Management 52

Account Management Management Communication Brainstorming 52