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. These are often the top achievers in the organization.

Account Management 133

Account Management Management Value Proposition Account Planning 133

DemandFarm

APRIL 13, 2023

KAM Glossary (with 65 Definitions) To help strategic account managers / key account managers /sales professionals enhance their understanding of Key Account Management (KAM) , this glossary provides clear and concise definitions and explanations of essential terms, definitions, and concepts related to key account management.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

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. Key Account Selection. Global Account Management.

Account Management 52

Account Management Global Accounts Management Account Planning 52

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. These are often the top achievers in the organization.

Account Management 78

Account Management Management Value Proposition Account Planning 78

Arpedio

APRIL 29, 2024

(SAMA = Strategic Account Management Association. ARPEDIO is one of the Global Technology Partners of SAMA). Key insights and learnings The Symposium brought together thought leaders and visionaries from leading organizations such as Tüv Süd , Zeiss , Mp Consulting , Mercuri and DHL.

Key Account Management 52

Key Account Management Account Management Ecosystem Leadership Global Accounts 52

Upland

JUNE 15, 2023

You know that you need to find the best account planning software for your team. Your team needs the best account planning software on the planet. Beyond that, what role should tech play in your account planning organization? What does account planning technology do? But how do you do it?

Account Planning 195

Account Planning Software Software Organization 195

DemandFarm

APRIL 26, 2023

Key Account Management (KAM) focuses on building long-term relationships, and aims to improve customer satisfaction – especially in a B2B scenario. A key account manager’s primary responsibility is ensuring that the needs of key clients are met, and that they remain satisfied with the company’s products and services.

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52

Sales Outcomes

APRIL 3, 2023

Here are four considerations for your organization to strengthen virtual selling abilities: 1. Rethink Sales Enablement Sales organization structures often align with customer segments. Over time, the current Inside Sales teams may be the best sellers in an organization.

Virtual Selling 52

Virtual Selling Logistics Global Accounts Sales 52

Revenue Storm

FEBRUARY 15, 2022

Even when I was leading a $400 million global accounts organization. Statistically, sales organizations lose about 25% productivity by focusing on deals they will never win. Here is an example for a strategic account manager: Sales Plan: $2,000,000. For 20 years, I had a monthly sales quota.

Value Proposition 78

Value Proposition Sales Global Accounts Account Management 78

Mercuri International

MAY 23, 2023

In the world of sales, AI offers huge potential — and it could be what strategic account managers have been waiting for…if used correctly. There are many aspects of business where AI is and will be impacting strategic account managers. White spot analysis to identify gaps in the account approach. Pipeline analysis.

Artificial Intelligence 52

Artificial Intelligence Value Proposition Account Management Co-Creation 52

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. Let’s assume you have a strategic account manager on your team with just one account and a $5 million annual sales target.

Account Management 78

Account Management Decision-making Sales Global Accounts 78

Revegy

NOVEMBER 8, 2018

Your strategic account planning process is integral to optimizing revenue in your largest accounts. The Key Issues with Strategic Account Planning. Many sales organizations stray away from this definition when operationalizing their account plans. Sales Management Process. Organizational alignment.

Account Planning 56

Account Planning Global Accounts Acquisition Account Development 56

Cosawi

AUGUST 4, 2021

Organizations we work with are already planning for this next or new normal hybrid model and have spent tremendous efforts to elevate the needed skillsets of their commercial teams – especially strategic account managers. . They are looking for business partners to help them return to growth. View The Full Article Here.

Innovation 52

Innovation Account Management Global Accounts Publishing 52

Cosawi

JULY 14, 2021

We talk to Dominque Côté about the central role of marketing in Key Account Management (KAM). Along with the Key Account Manager, marketing is the co-orchestrator of KAM – they are intrinsically linked. Ability to navigate the internal organization and secure the support needed from across functions to deliver AVPs .

Co-Creation 52

Co-Creation Marketing Value Proposition Key Account Management 52

Cosawi

DECEMBER 31, 2019

DO STRATEGIC ACCOUNT MANAGERS REQUIRE SUPERPOWERS? TIME FOR ACCOUNT-BASED MARKETING TO COME TO THE RESCUE. The global economy is becoming increasingly complex and, since we work in the strategic account management environment, we can see the impact it has on the day-to-day role of strategic account managers (SAMs).

Marketing 52

Marketing Suppliers Account Management Global Accounts 52

SBI Growth

FEBRUARY 2, 2013

You’ll also give your field sales organization the time to acquire more new accounts. If an inside sales rep can deliver the same info and insight as an outside rep at 60% of the cost per revenue generated/managed, what are you going to recommend? Stars in inside sales are just as hard to identify as global account executives.

Global Accounts 121

Global Accounts Logistics Sales Decision-making 121

Sales Outcomes

MARCH 15, 2021

Many sales organizations, customers and prospects, are looking forward to sitting across the table from one another. To optimize the balance between remote and physical in-person selling, an organization should consider losing the inside sales terminology in favor of the term “Sales.” Rethink Sales Enablement.

B2B 40

B2B Logistics Sales Global Accounts 40

Cosawi

DECEMBER 28, 2021

The idea of executive engagement implies an accountable and engaged member of the account team, rather than a distant back- room player. In our organization’s work, we see much confusion and lack of clarity on executive sponsorship, even when it is in place. FROM EXECUTIVE SPONSORSHIP TO EXECUTIVE ENGAGEMENT.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

SmartKarrot

JUNE 3, 2022

Role: Customer Success Associate Director Location: New York, NY, US Organization: Wunderkind As a Customer Success Associate Director, you will mentor and inspire a small team of high-performing Customer Success Managers & Associates. Facilitate escalation management and issue resolution.

Customer Success 19

Customer Success Facilitation Stakeholders Onboarding 19

Miller Heiman Group

FEBRUARY 21, 2019

Companies that implement this kind of approach reap the benefits: CSO Insights’ 2018 Sales Talent Study showed that organizations that use data-driven tools to select candidates have 13.6 To improve effectiveness at hiring and evaluating sellers, it’s essential to understand what a rigorous, systematic assessment should look like.

Sales 62

Sales Global Accounts Finance Performance Review 62

SalesGlobe

FEBRUARY 9, 2022

But the question remained: how did that translate to the sales organization? We worked with the company to determine how to motivate the sales organization with performance indicators that could ultimately steer consumer preference. It’s hard work to get an organization, any organization, to start to think differently.

Value Proposition 52

Value Proposition Advertising Sales Profitability 52

SBI Growth

JUNE 20, 2020

Those that lack a scalable framework for organic growth aren’t able to evolve fast enough. 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.

Marketing 91

Marketing Organization Global Accounts Logistics 91

SmartKarrot

JANUARY 21, 2021

Role: Senior Director, Customer Success Enablement Location: Salt Lake City, UT, US Organization: Workday As a Senior Director of Customer Success, you will partner with Customer Success field leadership to influence Workday’s Customer Success strategy, program approach, and execution. Apply here: [link].

Customer Success 10

Customer Success Global Accounts Leadership Account Planning 10

SmartKarrot

APRIL 5, 2021

Role: Director of Customer Experience Location: Atlanta Metropolitan Area, US Organization: Reibus International, Inc As a Director of Customer Experience, you will own the customer journey from initial outreach through user onboarding, and post-sale follow-up.

Customer Success 10

Customer Success Onboarding Customer Experience Global Accounts 10

SmartKarrot

SEPTEMBER 14, 2022

Apply here: [link] Role: Customer Success Manager Location: Princeton, NJ, US Organization: Trimble Inc. As a Customer Success Manager, you will set establish proactive and strategic relationships with the highest level customers to understand, document, and align client strategies and business outcomes.

Customer Success 3

Customer Success Global Accounts Performance Review Customer Experience 3

SmartKarrot

APRIL 16, 2020

Role: Customer Success Representative Location: Cork, Ireland Organization: Varonis In this role, you will be teaming up with Varonis account teams to manage a portfolio of Varonis customers. Apply here: [link] Role: Customer Success Analyst Location: Chicago, Illinois Organization: Nice Ltd.,

Customer Success 8

Customer Success Innovation Customer Experience Onboarding 8