Account Manager Tips

NOVEMBER 9, 2020

Is there anything worse a key account manager has to do than tell clients about a price increase? You're between a rock and hard place. Your company says to get the price rise across the line while your clients refuse to accept. Now what? . Idea in brief. Preparation Planning is everything when telling clients about a price increase. Define the context, your communication strategy, negotiation tactics and contingency plans in the event of an escalation.

Negotiation 130

Negotiation Account Management Key Account Management Communication 130

The Chapman Group

NOVEMBER 9, 2020

By: Denny Chapman Jr. At first I thought that these situations were isolated incidents – Senior leaders in critical/strategic accounts either declining meetings with the strategic account manager, and pushing them down the organizational chart to meet and speak with other (less powerful and influential) team members… or current contacts not enabling conversations with their leaders.

Account Management 148

Account Management Value Proposition Suppliers Meetings 148

Hubspot Sales

NOVEMBER 9, 2020

One of Hollywood’s most famous depictions of the sales world is found in Glengarry Glen Ross. Alec Baldwin’s character, Blake, is the epitome of the high-powered, low-empathy, money-driven salesperson, and gets what he wants through fear, intimidation, and profanity-laced speeches. After threatening and terrorizing a group of salesmen (no women allowed in this boiler room), Blake gets to his point – salespeople should "ABC": Always Be Closing.

Decision-making 144

Decision-making Stakeholders Sales B2C 144

Sandler Training

NOVEMBER 9, 2020

Mike Montague interviews Sharlene Douthit on How to Succeed at Giving Good Feedback. The post How to Succeed at Giving Good Feedback [PODCAST] appeared first on Sandler Training.

Sales Management 117

Sales Management Leadership Management Sales 117

2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.

Hubspot Sales

NOVEMBER 9, 2020

Business to Business , or B2B, sales occur between companies that sell products or services to other companies. This could look like a technology company selling marketing software to other companies and wholesalers selling products to supermarkets. While there are specific shared characteristics between all B2B sales, the industries they take place in require different levels of understanding and preparation on behalf of the salesperson.

Manufacturing 112

Manufacturing B2B Decision-making Construction 112

Clarity Engagement Solutions

NOVEMBER 9, 2020

The feedback from our clients is consistent. Access to decision-makers is getting more difficult. More consolidation; more complexity; more competition. New buyers; new buying criteria & processes; new players. The old approaches aren’t working and glossy marketing material and iPads are ineffective. However, pharma companies are increasingly recognizing that true customer alignment is vital for success.

Finance 91

Finance Decision-making Stakeholders Marketing 91

Clarity Engagement Solutions

NOVEMBER 9, 2020

Traditionally the pharma industry relied on the volume of prescriptions made. The process of approval was simple: once the data showed the efficacy, safety and reliability to the regulatory agencies, the drug was approved. The product was then targeted to specific physicians and dispensed to pharmacies. Thus, market access involved little engagement with a small set of stakeholders.In emerging markets, market access as a corporate function is still not as well structured as it is in developed ma

Marketing 91

Marketing Healthcare Stakeholders Procurement 91

PandaDoc

NOVEMBER 9, 2020

I grew up in a small town in East Tennessee called Oak Ridge. Nicknamed “The Secret City” for its instrumental role during the Manhattan Project, the city boasts one of the country’s highest PhD-per-capita rates. Many of those PHDs work at the Oak Ridge National Laboratory, internationally recognized as the home for one of the world’s fastest supercomputers.

Construction 78

Construction Sales Decision-making Leadership 78

Clarity Engagement Solutions

NOVEMBER 9, 2020

How you reward Key Account Managers is seen as a critical ingredient in the overall success of any Key Account Management KAM strategy. The role of a key account manager requires effective coordination of a web of complex activities. The idea behind a well-structured Key Account Management (KAM) reward program, is that the recipient should be compensated in alignment with the value they bring to their organisation’s customer engagement efforts and their individual performance.

Key Account Management 91

Key Account Management Account Management Management Stakeholders 91

SBI Growth

NOVEMBER 9, 2020

November 10, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in revenue growth, today announced that Ryan Tognazzini has joined the firm’s Private Equity practice as a Managing Director. Ryan originally joined SBI in 2010 as one of.

Management 78

Management Sales 78

Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

B2B

Clarity Engagement Solutions

NOVEMBER 9, 2020

3 CRITICAL INSIGHTS THAT CANNOT BE IGNORED. Pharmaceutical commercial teams struggle to understand what is defined as healthcare customer “ecosystems”. Why? Because the changing dynamics make it more complex day by day. Let’s take the ecosystem definition as an example and extend it: ‘’A healthcare customer ecosystem is an interconnected set of entities and organizations each playing a role in providing healthcare to a geographic-specific patient population.’’.

Supply Chain 91

Supply Chain Healthcare Stakeholders Suppliers 91

Excelerate

NOVEMBER 9, 2020

Leadership models are nothing new. The formality of thinking through how leaders interact with people has been around for decades. I have certainly heard from many colleagues, co-workers, and teammates about their effectiveness. But to be honest, I wasn’t always a believer. To me, it just seemed foundationally obvious – clearly articulating your vision, collaborating with your team, and adapting to change.

Leadership 52

Leadership Communication Organization Marketing 52

Clarity Engagement Solutions

NOVEMBER 9, 2020

We have highlighted 5 quick tips for MSL to aid them through the process when engaging with KOL’s. The primary purpose of Medical Science Liaison MSL is to establish and maintain peer-peer relationships with leading physicians, referred to as Key Opinion Leaders KOL’s, at major academic institutions and clinics. Define the engagement role.

Prioritization 91

Prioritization Meetings Marketing Organization 91

SmartKarrot

NOVEMBER 9, 2020

Role: Enterprise Customer Success Regional Director Location: Clearwater, FL, US Organization: KnowBe4 The Enterprise Customer Success Regional Director will be responsible to take extreme ownership in developing high performing Enterprise Customer Success teams and successfully manage the daily, weekly, monthly, and quarterly production. Track, manage, and ensure that the Enterprise Customer Success teams are delivering exceptional customer experiences.

Customer Success 10

Customer Success Onboarding Prioritization Stakeholders 10

Advertisement

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

Meetings

Clarity Engagement Solutions

NOVEMBER 9, 2020

Our Objections Handling and Commitment cards address 5 common objection techniques from Key Decision Makers and outlines methods to gain commitment from KDMs. Sometimes the complexity of our sales environments makes us forget that the simplest approach is often the most effective. You have researched and prepared yourself before engaging with stakeholders.

Sales Environment 91

Sales Environment Decision-making Stakeholders Healthcare 91

Clarity Engagement Solutions

NOVEMBER 9, 2020

Why train Medical Science Liaisons in account management? MSL’s don’t need to understand the account management process, right? Wrong. The time has come for medical affairs teams to embrace an account management mindset for increased relevancy and effectiveness while still maintaining appropriate firewalls with the commercial sales forces… Medical Science Liaisons have long been recognized for their deep technical, scientific knowledge.

Account Management 91

Account Management Management e-Learning Meetings 91

Clarity Engagement Solutions

NOVEMBER 9, 2020

The feedback from our clients is consistent. Access to decision-makers is getting more difficult. More consolidation; more complexity; more competition. New buyers; new buying criteria & processes; new players. The old approaches aren’t working and glossy marketing material and iPads are ineffective. However, pharma companies are increasingly recognizing that true customer alignment is vital for success.

Finance 91

Finance Decision-making Stakeholders Marketing 91

Clarity Engagement Solutions

NOVEMBER 9, 2020

Traditionally the pharma industry relied on the volume of prescriptions made. The process of approval was simple: once the data showed the efficacy, safety and reliability to the regulatory agencies, the drug was approved. The product was then targeted to specific physicians and dispensed to pharmacies. Thus, market access involved little engagement with a small set of stakeholders.In emerging markets, market access as a corporate function is still not as well structured as it is in developed ma

Marketing 91

Marketing Healthcare Stakeholders Procurement 91

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Marketing

Clarity Engagement Solutions

NOVEMBER 9, 2020

How you reward Key Account Managers is seen as a critical ingredient in the overall success of any Key Account Management KAM strategy. The role of a key account manager requires effective coordination of a web of complex activities. . The idea behind a well-structured Key Account Management (KAM) reward program, is that the recipient should be compensated in alignment with the value they bring to their organisation’s customer engagement efforts and their individual performance.

Key Account Management 91

Key Account Management Account Management Management Stakeholders 91

Clarity Engagement Solutions

NOVEMBER 9, 2020

3 CRITICAL INSIGHTS THAT CANNOT BE IGNORED. Pharmaceutical commercial teams struggle to understand what is defined as healthcare customer “ecosystems”. Why? Because the changing dynamics make it more complex day by day. Let’s take the ecosystem definition as an example and extend it: ‘’A healthcare customer ecosystem is an interconnected set of entities and organizations each playing a role in providing healthcare to a geographic-specific patient population.’’.

Supply Chain 91

Supply Chain Healthcare Suppliers Stakeholders 91