Upland

MARCH 12, 2024

Now, after being broadly available for a substantial amount of time, we’re starting to get a better idea of how exactly sellers can use AI to do their jobs better. This sort of a seismic shift is worth taking note of – how can AI make your job easier and more fun? Sales AI is exciting, and also a little terrifying.

Artificial Intelligence 195

Artificial Intelligence Sales B2B Organization 195

Upland

MAY 18, 2023

Account planning and effective account management strategies are about much, much more than your key accounts. That said, any account manager worth their salt has a strategy for their key accounts. First, what is a key account? Everyone calls their key accounts something different.

Key Account Management 195

Key Account Management Account Management Management Account Planning 195

Upland

MARCH 29, 2023

Relationship management in sales is all about delivering value and understanding the people and problems at play within accounts – both from prospective and current customers – in order to help solve their greatest challenges. What is relationship management? Suddenly, everyone was on the same playing field.

CRM 195

CRM Management Stakeholders Decision-making 195

Upland

MARCH 2, 2023

Sold on account planning but don’t know where to start? For many, account planning in Salesforce is a logical next step. Crafting structured account plans complete with vital data from Salesforce makes it easier for sellers to get the full benefit of account planning methodologies and build better relationships.

Account Planning 195

Account Planning CRM Account Strategy B2B 195

Upland

JUNE 1, 2023

When focusing on driving revenue, it’s important to take a holistic view of the account. Leveraging account planning can be the best way to unlock the full effect of your land and expand strategy. Here are just a few of the many benefits businesses that look to land and expand can expect to gain through strategic account planning.

Account Planning 195

Account Planning Sales Customer Knowledge Account Management 195

Red Star Kim

MARCH 1, 2024

At the recent Training – PM Forum on “ Buy-in, engagement and stakeholder management ” workshop we welcomed executive and manager delegates from legal and accountancy firms as well as a delegate from Poland. Time for informal, social engagement – so important for getting to know people – has reduced.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Mike Kunkle

MARCH 31, 2023

Because getting these right, having them support each other, and fostering adoption and mastery, improves revenue plan attainment, individual rep quota attainment rates, and win rates. It includes frameworks, models, steps, and techniques that sellers use to open and win an opportunity or manage an account.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Account Manager Tips

DECEMBER 28, 2021

Inherit Another Account Manager's Mess? 12 Ways to Clean it Up Now There’s nothing worse than inheriting a mess left behind by another key account manager. But as the new key account manager, you're left to figure out where things went wrong, how to fix them and restore the client's trust.

Key Account Management 182

Key Account Management Account Management Decision-making Client Relationships 182

Upland

MAY 4, 2023

How are sales teams meant to grow revenue in key accounts without a well-thought-out account planning strategy ? After all, account planning is an ongoing, iterative process. As such, there is no one-size-fits-all approach to account planning. It shouldn’t be done simply from an account planning template.

Account Planning 195

Account Planning Publishing Shareholders Communication 195

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. Get your CV in shape 5. Get your CV in shape 5. Ask for advice, not feedback 6. Global account manager.

Key Account Management 130

Key Account Management Account Management Management Procurement 130

Account Manager Tips

FEBRUARY 28, 2021

What skills do key account managers need? Key account management is a profession in demand. What are the top skills companies are looking for and how do you get good at them? Key Account Managers are in demand by companies now more than ever. Enterprise Account Executive #6. I sure was.

Key Account Management 246

Key Account Management Account Management Management Decision-making 246

Account Manager Tips

AUGUST 10, 2021

You ask your clients to recommend you to people they know. How hard could it be? So if the idea of asking for a client referral scares you even just a little, you're not alone. Follow this step-by-step guide on how to ask, and get your clients to say "Yes," to a referral. rarely ask for a referral.

Decision-making 240

Decision-making Account Management Value Proposition Brainstorming 240

Account Manager Tips

JULY 13, 2022

Win/loss reviews: 10 questions to ask Favourite podcast In other news Quote of the week. I think we can all do better at getting to the core of why we lose deals, so it was with interest that I stumbled across some research called “ Why are you really losing sales opportunities? Why do we lose sales opportunities?

Key Account Management 130

Key Account Management Sales Account Management B2B 130

Red Star Kim

DECEMBER 12, 2023

In early December (and despite the train strike), we gathered at the offices of London | Simmons & Simmons (simmons-simmons.com) for a workshop on “Future Marketing and Business Development Manager”. Future Marketing and Business Development Manager: Connections, Collaboration, Context, Creativity, Cause and Continuous learning.

Marketing 130

Marketing Emotional Intelligence Management Leadership 130

Nutshell

MARCH 25, 2024

And you wouldn’t be alone—this is how many businesses introduce their clients to their products and services. And you wouldn’t be alone—this is how many businesses introduce their clients to their products and services. It’s the best way to ensure your clients get the most out of their purchase and have the best possible experience.

Client Onboarding 127

Client Onboarding Onboarding Customer Experience CRM 127

Red Star Kim

NOVEMBER 1, 2023

Delegates from legal and accountancy practices in the UK and overseas (Brussels and Amsterdam) shared how to tackle those challenges. Data – CRM (Client Relationship Management) and CDP (Client Data Platforms) are often lacking. The culture and rewards systems sometimes worked against integrated client teams.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Mike Kunkle

MAY 30, 2023

It’s organizational behavioral change management, for sure, and requires both smart and hard work. So, enablement can be hard under the best of circumstances, and gets harder in less-than-ideal environments. Therefore, enablement is hard work. As with most things, on the front lines of the real world, it’s a bell curve.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Hubspot Sales

MARCH 7, 2023

Account managers are the liaison between a company and its clients. Whether you’re a candidate or a hiring manager, you’ll need to brush up on account manager interview questions before making any big decisions. If you’ve made it to the interview stage, take some time to review the 15 questions below.

Account Management 88

Account Management Management Onboarding Prioritization 88

Red Star Kim

FEBRUARY 14, 2023

At the start of February it was a full house of delegates from accountancy, law and consultancy firms (including from Hong Kong) at the PM Forum ’s “Coaching and Consulting skills for marketing and business development professionals”. Delegate views and poll results are shown below. A good example of a limiting belief comes from running.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Account Manager Tips

NOVEMBER 24, 2022

Every month I share a selection of popular titles to help with your professional development as a key account manager. Great on the Job: What to Say, How to Say It. The Secrets of Getting Ahead. Stolen Focus: Why You Can't Pay Attention—And How to Think Deeply Again Why this book? The Secrets of Getting Ahead.

B2B 130

B2B Key Account Management Account Management Decision-making 130

Account Manager Tips

JUNE 29, 2021

How a capture strategy helps avoid competitive bidding Is your client due for renewal? Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Don't get too comfortable. Define price strategy. Create capture plans.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Red Star Kim

AUGUST 1, 2023

At the recent PM Forum workshop on “Marketing and Business Development Planning in a Nutshell” the key issue to emerge from delegates was “How to engage fee-earners in the M&BD planning process?”. So here are ideas on how to engage fee-earners in the M&BD planning process. The company might submit a brief.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Hubspot Sales

MARCH 16, 2023

Account executives work a fast-paced job that requires talent and discipline. So when interviewing to fill that position, you should expect questions to be just as thorough. Your interviewer will be asking questions that encompass all these responsibilities and more. How did you find out about this company?

Negotiation 101

Negotiation Prioritization Media CRM 101

Nutshell

FEBRUARY 20, 2024

Want to get more of your marketing team on your CRM and email marketing platform so they can send email campaigns, but don’t want to pay for an entire seat? Nutshell is here to help sales and marketing teams work better together. How do I add my free marketing seats? Get started with a free 14-day trial of Nutshell today!

Marketing 71

Marketing CRM Management Sales 71

Account Management Skills

DECEMBER 7, 2023

Agency owners often tell me their account managers aren’t leading client meetings confidently. You can tune in to this short episode here. Therefore being organised matters. What does that look like?

Account Management 52

Account Management Meetings Management Suppliers 52

Brooks Group

FEBRUARY 12, 2024

Yet many sales professionals overlook these opportunities, either preferring to stay in “hunter” mode or because they lack the sales training , skills, and coaching to get it done. This post explains how you can help your sales team maximize the potential of existing customers by showing them how to cross-sell and upsell effectively.

Sales Training 74

Sales Training Sales Account Management Profitability 74

Hubspot Sales

AUGUST 2, 2023

Sales teams everywhere are starting to use AI to streamline these processes and craft better pitches. In this post, we’ve compiled step-by-step instructions for how to write a sales pitch with ChatGPT, plus our favorite ChatGPT pitch prompts to get you started engaging prospects in no time. Set up a free ChatGPT account.

Artificial Intelligence 87

Artificial Intelligence Insurance Sales Small Business 87

Envisio

JANUARY 24, 2024

They also take “strategy” to have a broader, holistic lens, looking into the human part of why strategy matters, and what it means to really become a better leader. Jordan Villwock, Management Services Director for the City of Ontario, California Recommendation: “Performance Conversations” by Christopher D.

Government 105

Government Leadership Innovation Decision-making 105

Hubspot Sales

APRIL 27, 2023

With this growth comes tons of new job opportunities for salespeople looking to get into the tech industry. In this article, you’ll learn some positions you can consider in SaaS sales, expert tips for getting into the industry, and how to succeed in your first sales role. Table of Contents Is SaaS sales a good career?

Sales 112

Sales Account Management Communication Sales Management 112

OnStrategyHQ

DECEMBER 20, 2023

The Strategic Planning Process in 4 Steps To help you throughout our strategic planning framework, we have created a how-to guide on the basics of a strategic plan, which we will take you through step-by-step. A good strategic plan dictates “how” you travel the selected road. Questions to Ask: Who is on your Planning Team?

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Hubspot Sales

SEPTEMBER 20, 2023

How Conversational AI Can Benefit Sales The Best Conversational AI Tools for Sales Teams What is conversational AI? How Conversational AI Can Benefit Sales The primary way conversational AI benefits sales is time. Once you learn how to integrate AI processes into your operations, you’ll have more time for the tasks you love.

Artificial Intelligence 115

Artificial Intelligence Sales Prioritization Meetings 115

Hubspot Sales

AUGUST 28, 2023

To help you get there, I‘ve compiled this list of key, guiding questions I use to get a sense of a prospect’s viability. To help you get there, I‘ve compiled this list of key, guiding questions I use to get a sense of a prospect’s viability. 7 Questions to Ask Yourself Before You Call a New Prospect 1.

Value Proposition 88

Value Proposition Decision-making Stakeholders Sales 88

Nutshell

AUGUST 22, 2023

Since AI is revolutionizing sales , marketing, and many other aspects of business, it’s no surprise that many CRM providers are also using the technology to enhance customer relationship management. Table of Contents How are CRMs using AI? Writing and email Love it or hate it, writing is one of the biggest applications of AI.

Artificial Intelligence 114

Artificial Intelligence CRM Management Decision-making 114

Brooks Group

NOVEMBER 8, 2023

A sales strategy is the answer to a simple question: ‘Why am I doing the things I’m doing?’ Are my activities helping me get closer to that goal or are they working against me? The destination is your goal and the map shows the route to get there. Then you question to the want. Imagine you’re on a journey.

Supply Chain 73

Supply Chain Sales Sales Training Organization 73

Account Management Skills

JULY 26, 2023

No-one knows how AI will impact the workplace but you can’t escape seeing headlines about jobs being replaced/changed by generative AI in the near future. Conversations are already happening in which clients are asking account managers questions about AI. This means we need to be more relevant and useful than ever!

Account Management 52

Account Management Management Client Relationships Communication 52

ProlifIQ

FEBRUARY 23, 2024

The State of Account Planning in 2024 2023 was a challenging year for go-to-market teams. With economic uncertainty, slowing growth, and more scrutiny on every purchase, many teams struggled to close deals and retain accounts. As companies mature, digital channels for researching account planning tools also diversify.

Account Planning 52

Account Planning CRM Energy and Utilities Account Management 52

Account Management Skills

JANUARY 21, 2022

What’s the most useful skill you need in your Account Manager role and how much formal training have you received? This was the question I posted in a LinkedIn Account Manager Group. Top 10 Skills and Expertise You Need As Account Manager. Time Management.

Account Management 98

Account Management Management Communication Negotiation 98