Global Accounts Related Topics 
Strategic Account Management Association
JUNE 14, 2021
By Danielle Matteson, Vice President, Strategic Accounts Program, AVI-SPL. Here at AVI-SPL we established our GAM program to drive long-term value through strategic alignment with our most valued global clients. A New Enterprise Account Management (EAM) Program.
SBI Growth
JANUARY 8, 2020
It is the start of 2020, a new year for your organization. You are just getting back from vacation, coming into a flurry of activity. Last year probably had some ups and downs, but you are ready for a new.
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Deep Insight
AUGUST 16, 2021
Whale Hunting with Global Accounts. It’s not often that I write book reviews but if there’s one book on sales management you should plan to read before the end of the summer holidays, it’s Whale Hunting with Global Accounts.
SBI Growth
JUNE 20, 2020
Too often, SaaS companies that have enjoyed growth from expanding markets don’t have the commercial engine needed to withstand competition or weather an economic downturn. Those that lack a scalable framework for organic growth aren’t able to evolve fast enough.
SBI Growth
JANUARY 10, 2020
Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme.
SBI Growth
FEBRUARY 8, 2020
Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme.
SBI Growth
FEBRUARY 21, 2020
Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme.
SBI Growth
MARCH 1, 2020
Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme.
SBI Growth
MARCH 9, 2018
Hassane’s mission is to establish Cypress as the global supplier of choice for innovative companies in high-growth markets. Corporate Strategy Podcast CEO advice direct field sales e-commerce executive team global account management growth markets Hassane El-Khoury high growth markets innovative companies innovative products inside sales key account management market strategy marketshare growth new markets revenue growth systems integrator VAR
Strategic Account Management Association
OCTOBER 28, 2020
The winners of the 2020 SAMA Excellence Awards demonstrate the amazing things that happen strategic account management is enshrined at the center of a company’s business strategy. By SAMA Editors.
Revegy
JANUARY 5, 2021
SiriusDecisions defines account-based models , or account management, as representations of a strategic approach that align resources against a set of defined accounts and goals in a way that is relevant and valuable to those accounts and to sales/partners.
KAM With Passion
MAY 27, 2021
Deliver an initial training to the first Key Account Managers and Teams. Deliver initial training to newly appointed Key Account Managers and Key Account Teams members. KAM skills development is not only for Key Account Managers. Key Account Management Training
Revegy
JANUARY 5, 2021
SiriusDecisions defines account-based models , or account management, as representations of a strategic approach that align resources against a set of defined accounts and goals in a way that is relevant and valuable to those accounts and to sales/partners.
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Account Manager Tips
NOVEMBER 29, 2022
What are your options when you're a key account manager and ready for your next move? Life after key account management How to prepare for your next career move 1. Life after key account management What are your options when you're a key account manager and ready for your next move?
The Chapman Group
DECEMBER 8, 2020
It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. Account segmentation; (clients, customers and buyers).
KAM With Passion
FEBRUARY 23, 2021
Jumping in a time lap from antique Greece to our Internet-focused time, there are two major reasons why a Key Account Management Programme sinks in the abyss of corporate failures or disappears because it has lost its few champions. Select the Key Accounts with whom to engage.
KAM With Passion
MARCH 17, 2022
Once this organisation will have progressed enough on complex sales and on basic account management, it be in a much stronger position to enhance and expand its KAM intiative. Account Management & Delivery. Key Account Management. The Account Management Capability.
Strategic Account Management Association
JULY 13, 2021
Organizations are already planning for this new- or next-normal hybrid model and have worked hard to elevate the needed skill sets of their commercial teams – especially strategic account managers. A Center of Excellence (COE) Executive “buy-in and be in” Account-based marketing.
Strategic Account Management Association
AUGUST 6, 2021
Director Global Account Management, Aramex. Aramex is a leading global provider of comprehensive logistics and transportation solutions, headquartered in Dubai and listed on the Dubai Financial Market. Its mission is to handle defined strategic key accounts.
KAM With Passion
JUNE 20, 2021
This article focuses on individual competencies, especially those of the Key Account Managers. It provides you with a precise description of the skills and competencies required from a true Key Account Manager (not a plain entreprise customers sales rep).
KAM With Passion
MARCH 28, 2022
The Global Sales VP is the sponsor of the project without being directly involved in the decision. Many fields in the CRM and associated tools for opportunity and account management are not used by most of the sales reps.
KAM With Passion
FEBRUARY 22, 2021
Polarized attitudes towards Key Account Management. True Key Account Management (KAM) or Strategic Account Management (SAM) remains a topic that polarizes the thinking and behaviours of business leaders. Key Account Management, what is it really?
Revenue Storm
FEBRUARY 15, 2022
Even when I was leading a $400 million global accounts organization. In your pipeline targets and demand creation gap, identify the new opportunities and revenue that needs to be created and qualified (after accounting) for opportunities already identified and expected to close.
The Chapman Group
AUGUST 23, 2020
It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. Account segmentation; (clients, customers and buyers).
KAM With Passion
NOVEMBER 11, 2020
To keep things relatively simple, let’s consider two types of context: Account Management and Key Account Management and let’s see how the execution of Business Reviews adapts to the depth of relationship between the supplier and each customer. Account Management Key Account Managemen
Revenue Storm
JANUARY 19, 2021
In my experience, too many sales leaders and strategic account managers either have not done the math to determine their ratios or do not pay much attention to it… especially if they are measured annually. Article account leadership deal forecasting decision-making process sales manager
Miller Heiman Group
AUGUST 7, 2019
11:52] Overcoming challenges of global accounts. [14:45] In the latest Move the Deal episode, host Greg Moore sits down with Miller Heiman Group Icon Tim Conroy. He’s spent the bulk of his career with Applied Materials , crediting his longevity to being open to learning and change. He focuses on sales processes (training and methodology) and enablement to support training and effectiveness, along with learning and development. Subscribe to the Podcast.
Revegy
NOVEMBER 8, 2018
Your strategic account planning process is integral to optimizing revenue in your largest accounts. In an interview hosted by Revegy’s Anne Kimsey, VP of Product Management, SiriusDecisions’ Research Director of Sales Operations Strategies, Robert Muñoz, shared the critical ingredients of effective account plans and how to drive results through living account plans. What is Strategic Account Planning? The Key Issues with Strategic Account Planning.
SBI Growth
FEBRUARY 2, 2013
You’ll also give your field sales organization the time to acquire more new accounts. That doesn’t mean that your Field Sales and Customer / Global Account managers aren’t needed. You will improve revenue performance – your outside sales execs will have more time to work their big accounts and land new logos when you expand the responsibility of Inside Sales. Stars in inside sales are just as hard to identify as global account executives.
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.
Miller Heiman Group
FEBRUARY 21, 2019
When assessing sellers, sales leaders instinctively want to give them a big goal to work toward, such as becoming a global account manager, a mentor for new hires, the first one to sell new products or the first to break a record. Sales leaders do not want to make mistakes when hiring new members of their sales team. In 2018, just 54 percent of all sellers met their sales quotas, according to CSO Insight’s 2018-2019 Sales Performance Study.
SBI Growth
JUNE 22, 2013
For example, he didn’t move fast enough on the global account program. 40% of revenue came from 19 accounts. He didn’t resource these accounts appropriately fast enough. This is a high level article for the top sales leader in the company. Your title may be CSO, CRO, SVP of Sales, or Sales VP. It doesn’t matter. If you are the one individual at the top, you’ve asked yourself this question: “If this doesn’t get fixed, will I get fired?”.
5600 Blue
AUGUST 28, 2018
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. We think there are a few reasons: Account managers are still surprised at requests for discounts.
Sales Outcomes
MARCH 15, 2021
The global pandemic was the lever to accelerate fundamental changes in B2B selling that began years ago. 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. How to Strengthen Remote Selling Abilities. Rethink Sales Enablement. Rethink Sales Competencies. Clarify the Lead Generation Sales Role. Sales Leaders Need Enablement Help.
MTD Sales Training
AUGUST 29, 2013
However, the account management challenges caused by this one-point-of-contact approach can be far-ranging, They include: The lack of depth in contacts within the buying company. This ‘bow-tie’ approach was developed by, among others, Peter Cheverton in his book ‘Global Account Management’ and it is still the favoured choice among many sales organisations, even though it proves itself to be the main cause of disharmony between supplier and client in today’s demanding environment.
SalesGlobe
FEBRUARY 9, 2022
The comp plan is the caboose, not the engine,” says Doug Holland, director of human resources and compensation for Manpower Group North America, a global workforce solutions company. Reps with more established accounts may carry a larger installed revenue base than those with newer accounts.
SmartKarrot
JUNE 3, 2022
Work with global accounts to drive success through initial onboarding, product adoption, retention, and identifying value-add features.
Account Management Skills
OCTOBER 4, 2022
This chat is packed full of tips for how to be successful in the agency account management role as you transition through the levels, to become a Client Services team leader. what it takes to be an excellent account manager and account team lead. In the role of account manager?
Account Management Skills
FEBRUARY 22, 2021
?. Paul Kirkley has spent his entire career in agency account management. How seeing the world through the eyes of each agency department and understanding their motivations sets you up for success in your account management role. * What skills you need to work with global brands. *
Account Management Skills
APRIL 13, 2021
I think there are loads of tips here for account managers who are dealing with their clients. Before I ask you to fill in a few of the gaps, listening is the most important skill for any account manager and I’ve been wanting to get an expert in the field of listening.
SmartKarrot
APRIL 5, 2021
Develop global account support strategies with sales to drive client promotors, referrals and identify new sale opportunities. Work closely with sales to identify and qualify up/cross-sell opportunities to help grow the value of the account.
SmartKarrot
JANUARY 21, 2021
Build and promote an empowered and accountable organizational culture; lead and inspire a team of Customer Success Managers to have their greatest professional impact yet. Work directly with customers in the region and be a key contributor to continuously improving the global CS practice.
SmartKarrot
SEPTEMBER 14, 2022
Work with global accounts to drive success through initial onboarding, product adoption, retention, and identifying value-add features.
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