September, 2022

Why Key Account Management Matters

Kapta

For most B2B companies, about 70% of annual revenue comes from existing customers. That’s seven out of every ten dollars coming from the base. Your job as a key account manager (KAM) is to secure that revenue by delivering value to your customers.

6 Ways To Turn Around a Client That Doesn’t Like You

Account Manager Tips

The client is not always right. In fact they're regularly wrong! And when they are wrong, for the sake of peace and customer retention, we say sorry. Until now. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. Vilnius rocks!

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How Can I Support You: Leading Through Purposeful Communication

CMOE

Words hold implications and meanings that exist outside of their dictionary definitions. Although the words “team member” and “employee” can technically be synonymous, they have different meanings and feelings attached to them.

Playing Favourites. Every Key Account Manager Does & Why You Should Stop

Account Manager Tips

Favorite clients? We all have them. We'd be besties if work wasn't in the way. But getting too close to your clients can be problematic. Find out why. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. When clients become friends the lines get blurred.

The 2023 Supply Chain Crystal Ball: Challenges and Solutions

Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst

Curious to know how your peers are navigating ongoing disruption? In this webinar, you’ll gain actionable insights from Olivia Montgomery as she walks us through Capterra’s extensive research on how businesses - notably small and midsize businesses - are addressing supply chain challenges in 2023.

How Successful Key Account Managers Continually Build Their Skills

Kapta

Successful Key Account Managers (KAMs) are always learning—developing their skills and knowledge to keep driving forward. They recognize the pace of change and never get complacent. Strategic Account Management Account Management Key Account Management

Disabled and down but definitely not out – A story of hope after a year

Red Star Kim

How would you feel if you were suddenly diagnosed with a progressive, incurable, debilitating and potentially disabling disease? How would you cope with the sudden onset of a physical disability and all the mental stress it causes? They say that life happens when you are busy making other plans.

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Latest Podcasts: Leadership 'It' Factors

Force Management

The best leadership requires a combination of skill and character. Last month's guests on the Revenue Builders podcast shared the qualities that they've found to separate the good leaders from the great.

7 Signs of Team Disconnect

CMOE

Did you know that 5 in 6 employees feel disconnected at work? The reality is that any employee can struggle with connecting with their work teams, no matter what their schedules, occupations, and backgrounds are and regardless of whether they are working remotely, in house, or on a hybrid model.

5 Times You Shouldn’t Apologize To Your Client

Account Manager Tips

The client is not always right. In fact they're regularly wrong! And when they are wrong, for the sake of peace and customer retention, we say sorry. Until now. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents.

Taking Your Voice of Customer Program to the Next Level

Kapta

Best-in-class Voice of Customer (VOC) programs increase customer retention by up to 55% and boost profits, according to Aberdeen Group. Strategic Account Management Account Management Key Account Management

Intent Signal Data 101

Intent signal data helps B2B marketers engage with buyers sooner in the sales cycle. But there are many confusing terms used to describe intent data. Read this infographic to better understand three common areas of confusion.

Insights into the needs of the latest generation of M&BD Assistants

Red Star Kim

Last week I was joined by a group of marketing and business development (M&BD) Assistants (and some Executives) from law, accountancy, actuarial and consultancy firms for a half day PM Forum workshop on “Practical and professional skills for Marketing and Business Development Assistants”.

Managing Different Personality Types in a Hybrid Environment

The Center for Sales Strategy

72% of the population wants hybrid work for the future, so more businesses are forced to adjust to this new setup. But finding a balance between working from home and being social can be challenging. For instance, you still need to conduct regular team meetings and manage different personality types.

Your SKO: How to Drive Long-Term Adoption & ROI

Force Management

With the season for sales kickoffs approaching, the current economy is likely a driving influence on your plan. Given the shifting market dynamics, ensure you use your SKO resources where it matters most, and equip your team to drive lasting results long after the SKO ends.

Celebrating American Business Women’s Day: Lori the Secret Superstar

Sandler Training

Today, September 22, we celebrate American Business Women’s Day, a day set aside to honor the accomplishments of business women across the nation. Here is a powerful true story from Lorraine Ferguson’s book The Unapologetic Saleswoman that illuminates: distinguishing role from identity.

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New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

B2B Book Club Selection (September 2022)

Account Manager Tips

Listen to this article. Every month I share a selection of popular titles to help with your professional development as a key account manager. Here are the book recommendations for September 2022. Table of Contents.

Leverage Buyer Psychology for Better Account Management Outcomes

Kapta

I really enjoyed working with Ed Powers on his KAMGenius course , Brain Friendly Key Account Management (that's me holding a model of a brain in the image above).

Telephone skills: Anxiety, voice, etiquette and the client experience

Red Star Kim

At a recent MBL workshop “Pick up the phone! Client service and sales opportunities for professionals in the digital age” some key issues emerged: Telephone skills: Anxiety, voice, etiquette and the client experience. Anxiety around picking up the phone.

SALES PERFORMANCE: Why Sales Training Fails

The Center for Sales Strategy

The world runs at a rapid pace these days. Twitter tells you in 280 characters, TikTok shows you in 10 minutes or less, and we want all the episodes of our favorite shows released all at one time!

A Deep Dive Into Supply Chain Strategy: Why Yours Isn't Working

Speaker: Michelle Meyer, Founder and CEO of MatterProviders

Michelle Meyer is here to walk you through the future of supply chain strategy, and why your current approach is probably not working. In this exclusive webinar, she will explore ways to develop and perfect your new supply chain design in this post-pandemic era of economic uncertainty.

How to Lead Your Sales Team With Confidence When the Economy Shifts

Force Management

Times of economic uncertainty and decreased consumer confidence are inevitable, and these downturns during the economic cycle can be particularly challenging for sales organizations.

Delivering Service Excellence to Your Customers: 5 Steps

Engage Selling

When it comes to delivering service excellence to your customers, there are five actionable steps you can take today! There are two kinds of businesses in today’s marketplace. There are … Read More.

Why Smart Key Account Managers Build a Personal Brand

Account Manager Tips

More and more companies expect their key account managers to be thought leaders. If you're smart, you'll start building your personal brand now. Here's how. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents.

Which wins in an A/B test? Pitch Deck vs. Diagnostic Deck

Software Sales Guru

Which wins in an A/B test? Pitch Deck vs. Diagnostic Deck A buyer needs to understand your offering, so you should walk them through the Corporate Pitch deck in your first meeting, right?

How to Gain a Competitive Edge: A Deep Dive Into Supplier Diversity Programs

Speaker: Rod Robinson - SVP of the Supplier Diversity Practice, Insight Sourcing Group

In this exclusive webinar, Rod Robinson, SVP of the Supplier Diversity Practice Lead & Center of Excellence, dives into the key benefits corporations are seeing emerge from their supplier diversity programs and how you can gain invaluable competitive advantages with a supplier diversity program of your own.

Book review: Influential Internal Communication by Jenni Field

Red Star Kim

I haven’t reviewed a book on the topic of internal communication and yet it’s a vital element of marketing, branding, organisational culture, change management and leadership.

A Guide to Sales Prospecting

The Center for Sales Strategy

Over 13 million workers hold sales or sales-related positions in the United States. Any experienced sales professional knows that the key to generating leads is sales prospecting. In sales, it's crucial to focus on potential customers that are likely to buy your product.

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Top 5 SKO Considerations for Sales Leaders During Economic Change

Force Management

In times of economic change, the most resilient sales organizations evolve their sales strategy to align with buyer needs. There’s no better time than the sales kickoff to align your team on a powerful, relevant strategy that serves the most critical outcomes on your organization’s agenda.

How to Integrate Social Media Into Your Sales Strategy

Engage Selling

???????????? Discover how to integrate social media into your sales strategy. Sales VPs ask me all the time whether sellers should utilize social media. And they ask that skeptically because … Read More.

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The Modern Supply Chain: Global Challenges and Best Practices

Speaker: Bart Huthwaite - Principal, RSM, Operations and Supply Chain

Fueled by innovation and modernization, Bart Huthwaite will unpack how developing and improving your resilience and adaptability will future-proof your global supply chain and set you up for long-term success.

Clone of How to Stand Out From The Competition (When Everyone’s the Same)

Account Manager Tips

Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. When clients say "price" they really mean value Steps to stand out from the competition World Letter Writing Day Workshop: How to successfully execute a negotiation strategy In other news Quote of the week.

2 Rules for Selling to a Committee

Software Sales Guru

2 Rules for Selling to a Committee More often than not, large deals mean that you have to sell to a committee, rather than an individual buyer. In these situations, many salespeople fall back to using the corporate deck to present to the group. This is a mistake.

Sales Leaders: How DISC Can Help in Your Hiring Process

Sandler Training

The DISC behavioral assessment helps us put together a thoughtful questioning strategy that can not only validate strengths and reveal weaknesses, but also identify a candidate’s level of self-awareness.

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Selection in the Time of the Great Resignation

The Center for Sales Strategy

Finding talented salespeople has never been easy. Finding naturally talented salespeople has always been more difficult than finding successful sellers. Far too often, we confuse success with talent. We go after the big name at the big competitor who has some big sales numbers.

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The Supply Chain & Logistics Journey: Humble Beginnings, Troubled Present, Amazing Future

Speaker: James A. Tompkins, Ph.D.

This presentation provides a brief overview of where supply chains have been and their current status, then dives deep into the incredible role that supply chains will play going forward.