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

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. There is a universal truth that applies to every sales organization: Activity drives results! For 20 years, I had a monthly sales quota.

Value Proposition 78

Value Proposition Sales Global Accounts Account Management 78

DemandFarm

APRIL 13, 2023

Whether you’re new to Account Management or a seasoned KAM professional, this glossary can help you improve your knowledge of account management & strategic selling strategies and build stronger relationships with your most important customers.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 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

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. .

Innovation 52

Innovation Account Management Global Accounts Publishing 52

Cosawi

JULY 14, 2021

Driven by her desire to make a real difference to patients’ lives and following a successful 30-year career in executive sales and marketing roles in the pharmaceutical and biotechnology industry, Dominique now advices organizations on effective KAM business transformation and implementation. BROAD INTERNAL KNOWLEDGE .

Co-Creation 52

Co-Creation Marketing Value Proposition Key Account Management 52

Revenue Storm

JANUARY 19, 2021

In all my years of selling and leading sales organizations, from mid-markets to enterprise global accounts, I have consistently seen Activity Drives Results. Organize automated reports or easy PowerPoint dashboards to share these with your team.

Account Management 78

Account Management Decision-making Sales Global Accounts 78

Cosawi

FEBRUARY 29, 2020

So what do the best marketing organizations do differently to create distinctive business value in today’s digital economy? The Figure below illustrates what the best marketing organizations are doing. We see the best organizations do these things as a team, coming together to provide the best customer experience.

Marketing 52

Marketing B2C Global Accounts Innovation 52

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. Stars in inside sales are just as hard to identify as global account executives. Deploy or Expand Inside Sales.

Global Accounts 121

Global Accounts Logistics Sales Decision-making 121

Cosawi

SEPTEMBER 30, 2020

Partnering with organizations to accelerate business transformations and customer-centricity through SAM roadmaps. Business transformations are not just projects; they are organic to any growth and survival in most industries.Would the most efficient way of changing and transforming your organisation be to use the voice of your customer?

Leadership 52

Leadership Innovation Global Accounts Publishing 52

Cosawi

DECEMBER 31, 2019

We are finding the skill set of the strategic account manager constantly evolving and increasing in demand due to today’s disruptive environment. About the Author Dominique Côté brings 30 years of experience leading commercial teams in global pharmaceutical and biotech organizations.

Marketing 52

Marketing Suppliers Account Management Global Accounts 52

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

JANUARY 31, 2020

Throughout the engagement, Marketing serves as the guardian of what we call “the cupboards,” i.e., your organization’s products, services and value enablers. About the Author Dominique Côté brings 30 years of experience leading commercial teams in global pharmaceutical and biotech organizations. Roles in Digital Economy.

Co-Creation 52

Co-Creation Marketing Sales Innovation 52

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

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

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. Conduct recurring business reviews. Provide feedback to continuously improve processes and programs.

Customer Success 19

Customer Success Facilitation Stakeholders Onboarding 19

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. Adapting corporate behaviors when working in the account.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

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

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

Revegy

JANUARY 5, 2021

Well-defined selection criteria that combine qualitative analysis with sales judgment and insight aid in the development of lasting relationships with strategic customers that will contribute to the growth of an organization. Global Account Management. Growing revenues in global accounts present a unique set of challenges.

Account Management 105

Account Management Global Accounts Management Account Planning 105

Mercuri International

MAY 23, 2023

Set objectives & strategy A SAM should create a sensible and sustainable strategy for strategic accounts, help develop the account plan, and build buy-in across the organization. AI tools to augment the SAM might include: Embedded tools to predict strategic account growth areas. Account-based marketing.

Artificial Intelligence 52

Artificial Intelligence Value Proposition Account Management Co-Creation 52

Revegy

JANUARY 5, 2021

Well-defined selection criteria that combine qualitative analysis with sales judgment and insight aid in the development of lasting relationships with strategic customers that will contribute to the growth of an organization. Global Account Management. Growing revenues in global accounts present a unique set of challenges.

Account Management 52

Account Management Global Accounts Management Account Planning 52

SmartKarrot

SEPTEMBER 14, 2022

Apply here: [link] Role: Customer Success Manager Location: Princeton, NJ, US Organization: Trimble Inc. Customer Success Manager Location: Remote, England, United Kingdom Organization: Smart Communications As a Sr. Facilitate performance reviews and coaching sessions, encouraging team members to continuously grow.

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

DemandFarm

APRIL 26, 2023

Leading organizations also provide commissions and bonuses based on the growth and retention of their key accounts, opening up another avenue for managers to earn from skills. What does a Key Account Manager do? Key Account Management is a relationship and service-driven role.

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52

Revegy

NOVEMBER 8, 2018

The Key Issues with Strategic Account Planning. Many sales organizations stray away from this definition when operationalizing their account plans. High-performing companies leverage the following 8 strategic account planning components to be more effective. Organizational alignment.

Account Planning 56

Account Planning Global Accounts Acquisition Account Development 56

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 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. Many egos were involved, since he operated in a matrixed organization. For a deeper dive on all 4 root causes, download the e-book here.

e-Learning 124

e-Learning Sales Global Accounts CRM 124