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. Key account managers should not just be order-takers.

Global Accounts 52

Global Accounts Key Account Management Account Management Profitability 52

Upland

JUNE 15, 2023

. #2 In-app coaching and guidance to keep people on track Sales approaches can’t just be taught in a classroom. Even the best training won’t stick if teachings aren’t reinforced by consistent practice and accountability. But you can’t ask sales managers to stand over their teams all day to make sure they’re doing as they’re told.

Account Planning 195

Account Planning Software Software Organization 195

Miller Heiman Group

AUGUST 7, 2019

It’s when managers reinforce and teach during calls, pitches and role plays, ultimately improving performance. Keys to Becoming a Great Sales Manager. 10:49] How to know when a seller is ready to be a manager, and how they can succeed. [11:52] 11:52] Overcoming challenges of global accounts. [14:45]

Global Accounts 55

Global Accounts Sales Sales Management Communication 55

Revenue Storm

FEBRUARY 15, 2022

For 20 years, I had a monthly sales quota. Even when I was leading a $400 million global accounts organization. Each and every month, I learned there are some critical actions every sales leader should be taking as we head towards the end of the first quarter. Start with the numbers.

Value Proposition 78

Value Proposition Sales Global Accounts Account Management 78

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. Consider for your team what easy quality measures could be used in your systems to spot problems and note them in your printout or PDF of the above table.

Account Management 78

Account Management Decision-making Sales Global Accounts 78

DemandFarm

APRIL 26, 2023

Global Key Account Manager: A Global Key Account Manager is responsible for managing key accounts across different regions, developing global account strategies, and ensuring consistency in the delivery of services or products to customers.

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52

Revegy

JANUARY 5, 2021

Overall agreement on goals, process metrics, reporting mechanism, and sales management cadence. Key Account Selection. Examining multiple factors like an account’s current value, future potential, and strategic fit enables companies to execute focused plans based on building a long-term partnership with a client.

Account Management 105

Account Management Global Accounts Management Account Planning 105