?Mastering competing demands in strategic account management by embracing paradoxical thinking??

Strategic Account Management Association

By Javier Marcos, PhD, Director, Key Account Management Forum Strategic account managers face increasing pressure from their strategic customers in the form of enhanced quality of service expectations, growing product requirements and further customization of their offers, amongst others.

Sustaining profitability: Measuring and quantifying the ROI or a strategic account management program

Strategic Account Management Association

The post Sustaining profitability: Measuring and quantifying the ROI or a strategic account management program appeared first on Strategic Account Management Association blog. Strategic account management process Sustainability

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Strategic account managers (and their bosses) deserve better decision-making tools

Strategic Account Management Association

If you have experienced the pain, humiliation and fear of having to tell your manager that you are not going to hit your “blood number,” your commit for the quarter, then I have news for you: It’s not your fault. Only around 60 percent of account managers are making quota, per HBR.

Lessons from a Winning Global Account Management (GAM) Program

Strategic Account Management Association

It designs, integrates, manages ad supports on-site and cloud-based communications and collaboration technologies for organizations around the globe. A New Enterprise Account Management (EAM) Program. By Danielle Matteson, Vice President, Strategic Accounts Program, AVI-SPL.

Enable Your Teams to Work Their Own Way

Speaker: Kim Wasson, Alexis Barone, and Matt Williams

As a project manager, have you ever felt overextended by all the different teams you're expected to lead? With so many people to keep track of, you may feel the need to be in multiple places at once. However, this mentality leads Project Managers to lose focus and become easily frustrated. We must make way for a new perspective on collaboration and leadership--one in which your teams are enabled to work together efficiently and confidently. Once your teams can perform in their own style and pace, you can focus on the big picture: success.

Your First 100 Days as an Account Management Leader Part 7: Ensuring Your Account Management Team Is Equipped

Kapta

Strong sales and account management leaders can pave the way to innovative, customer-centric workflows and organizational changes. Account Management Key Account Management Tools Account Planning

15 Reasons Why You Might be a Bad Account Manager

Account Manager Tips

15 Reasons Why You Might be a Bad Account Manager Bad key account managers fail to build business relationships and achieve results. Here are fifteen signs you might be a bad key account manager and how to turn yourself into a good one. Warwick Brown // Account Manager Tips.

8 Key Account Management Skills in Demand Right Now

Account Manager Tips

What skills do key account managers need? Key account management is a profession in demand. Key Account Managers are in demand by companies now more than ever. Customer Success Manager #7. And then a hero comes along So how do you improve your account management skills?

How Much Money Does a Key Account Manager Really Make?

Account Manager Tips

How much money does a key account manager make? Find out the average salaries for key account managers in Australia, India, the United Kingdom and the United States and what the job is REALLY like before you decide if it's for you. Are you a new key account manager? Share.

What is Key Account Management? (It’s Not What You Think)

Account Manager Tips

Definition of key account management. If you're not sure what key account management is, don't worry, you're not alone. Before we get to that, let me explain how key account management became a business strategy. Key account managers kept them.

Got CXM? Why customer experience management isn’t just a nice-to-have for strategic account management

Strategic Account Management Association

In strategic account management, companies have to address the never-ending question of how to differentiate themselves and gain market share. Add them all together, and you get customer experience management. Customer experience management is complementary to your CRM.

CXM 221

Boost Team Engagement with Agile

Speaker: Anthony Crain, Agile Transformation Consultant at cPrime, and Zach Wolfe, Enterprise Customer Success Manager at Wrike

Agile Methodology has led to an era of transparency and collaboration within software and development teams. However, as many project managers have discovered, agile can work in non-technical teams as well. But how about managing both? How do we bridge the gap between technical and non-technical teams to create a holistically agile project? The key is engagement. The engineering team doesn't need to have marketing degrees, and the marketing team doesn’t need a coding bootcamp. What they do need is a sense of engagement in each aspect of the project, and the ability to collaborate as effectively as possible.

How the Key Account Management Process Feeds into KAM Software

Kapta

Breaking down the key account management process and how KAM software can help. Key account management is an essential function of your organization. Keep reading to learn all about the key account management process and how KAM software can help.

3 Best Sales Podcasts for Key Account Managers

Account Manager Tips

The best sales podcasts key account managers should listen to Are you a key account manager? Why selling is hard for key account managers Key Account Managers are busy making sure clients get the best from what they've already bought. How are contracts awarded and managed?

Inherit Another Account Manager’s Mess? 12 Ways to Clean it Up Now

Account Manager Tips

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. If there's one thing I can guarantee every key account manager it's this: you will inherit clients.

Top 10 LinkedIn Hashtags Every Key Account Manager Should Follow Now

Account Manager Tips

Top 10 LinkedIn Hashtags Every Key Account Manager Should Follow Now You may not know it, but LinkedIn hashtags are an excellent tool for staying up-to-date in your industry, finding relevant and useful information, and expanding your network. Key Account Management Skills.

Reasons to Invest in Account Management Software

Kapta

In the key account management world, all too often, we see that companies prefer to pair a customer relationship management platform with various software platforms to perform tasks and manage their clients. Technology CRM Key Account Management

Emotional Intelligence in Leadership

Speaker: Heidi Cerenzia, Edina Murphy, and Alexis Barone, Wrike

Now more than ever, project managers are expected to lead with strong consideration towards their team. The success of a project depends not only on attention to detail and deadlines, but to the human beings behind them. This is where emotional intelligence comes in. With a priority on EQ, project managers create a team that is communicative, engaged, and motivated. And this leads to some serious results. Join Edina Murphy and Heidi Cerenzia of the Wrike team in this panel discussion on how EQ is here to stay.

How to Successfully Manage Customer Churn

Kapta

Customer Engagement Key Account ManagementCustomers will leave for just about any reason today — and more often than not, it doesn't even have anything to do with your product or service.

Your First 100 Days as an Account Management Leader Part 6: Building Internal Support and Alignment for KAMs

Kapta

Account Managers need a unique set of tools to provide the right level of service and proactive management to key accounts. Account Management Key Account Management

How Voice of Customer Software Improves Account Management Efficiency

Kapta

Even when you have a team of all-star key account managers, you need replicable business processes that everyone on the team can understand and follow. This consistency doesn't just help your account managers have a framework for doing their job well.

5 Quick Tips to be a Better Key Account Manager

Account Manager Tips

How to be a better key account manager Do you want some quick wins to improve your key account management performance? That's what key account management is about after all. Key account management tips for success 1. Don't be most account managers.

Moving From Strategy to Execution

Speaker: Barb Barker and Shannon Riley, Wrike Team

In its simplest state, an organization's Strategic Performance Management context begins with corporate strategies (including objectives) which cascade to business units or equivalent organizational entities (IT), which, in turn, develop aligned strategies. Projects are the temporary initiatives that companies put into place alongside their ongoing operations to achieve specific goals. As a project manager, it is our job to take these initiatives, and execute them effectively within our teams.

Underutilized Account Management Tools and Techniques

Kapta

But once you lay the groundwork, it's just as crucial to give your account managers access to the tools and resources they need to cultivate the best possible relationships with their clients. Key Account Management

Differences Between Key Account Management & Customer Success

Kapta

The terms key account management and customer success are often used interchangeably within organizations. Customer Success Key Account ManagementHowever, while the two strategies share a few common goals, they are completely different in their implementation.

Global Innovation Management

Flevy

Contemporary vibrant and contracting world demands using a wider approach to Innovation and Innovation Management. Fundamental in tackling the challenges to Local for Global approach is Metanational Management. Interested in learning more about Global Innovation Management?

Your First 100 Days as an Account Management Leader Part 3: Why Are Customer Touch Points Important?

Kapta

Strategic Account Management Account Management Account Planning Key Account ManagementWhen customers have any type of negative experience, it can have disastrous consequences for your business — both for keeping the account and when it comes to long-term revenue implications.

A New Age of Hybrid Leadership

Speaker: Renee Thomas and Alexis Barone, Wrike Team

There are many myths surrounding the idea of remote work: it will cause laziness, procrastination, ineffective communication, lack of motivation, and employee burnout. As pervasive as these myths were, 2020 swiftly kicked them all out the door. Companies can no longer deny the fact that employees can in fact be productive, motivated, and proactive, all while working remotely. On the other side of the coin, some teams still crave the social, in-person dynamic of work. Enter the new model of work, the hybrid schedule. It's time for project managers to gain a new understanding of what good leadership looks like in the future of work. We were all baptized by fire this past year, so now it's time to look back, learn the big lessons, and gain the insights needed to pivot forward. Join us for our panel with Renee Thomas and Alexis Barone of the Wrike Team, in this discussion about the future of work--hybrid, remote, and everything in between.

How Managing Is Done Now

Engage Selling

They fixate on managing data rather than on managing their relationships with people. That must change because now—more than ever—the quality of your outcomes in sales are … Read More » The post How Managing Is Done Now first appeared on The Sales Leader.

Sales Coaching Tips: Structure Manager Feedback

Force Management

Sales managers are charged with training, motivating and coaching sales professionals on a daily basis. Your salespeople look to your front-line managers for professional development and expect to be provided the necessary resources, guidance and knowledge to be successful in their role.

Your First 100 Days as an Account Management Leader Part 1: How to Create a KAM Process

Kapta

Developing a strong key account management team can be a significant asset for your business. But strategic and key account management teams won't just emerge from your sales and AM department fully formed and ready to grow revenue or build multi-year client relationships.

What is a Partner Manager?

CoSell

A partner manager is an emerging role in today’s world. When we look at skills, it’s easy to see that exceptional partner managers share certain skills in common. Together, they imply that a partner manager has a high tolerance for ambiguity, creativity, and problem-solving.

Agility In Digital Marketing Is Table Stakes For Success

Speaker: Megan Sangha and Amit Pande, Wrike Team

Digital marketing today looks very different from last year, and changes will only continue. As marketers are consistently pressured to face more unknowns and do more with less, many marketing leaders are sharpening their focus on agility and asking some tough but critical questions: Are we as agile as we should be? Can we easily manage campaigns and collaborate from kickoff to launch? Can we quickly access the data we need to inform our decisions? Do we have the right tools to be agile, pivot as needed, and maximize success?

Turning lemons into lemonade: Five ways to reset on customer management fundamentals in a post-pandemic world

Strategic Account Management Association

By Dave Duke, Co-Founder and CCO, MetaCX, and Joel Schaafsma, Research General Manager, SAMA. A shared success plan is one of the most important tools in the strategic account management toolbox. About Joel Schaafsma Joel Schaafsma is SAMA’s research general manager.

Your First 100 Days as an Account Management Leader Part 5: Leading and Lagging Indicators Your Team Should Hit

Kapta

Account Management Account Planning Key Account ManagementAnalyzing the same thorny, complex challenges from different angles is key to creative problem-solving.

How to Execute a Churn Analysis for Account Managers

Kapta

Key Account ManagementFor a business to be successful, you must be willing to make continuous updates and improvements where necessary. More importantly, you should always be focused on your customers and how you can improve their experience with your brand and products or services.

Your Guide to Account Management Software in 2022

Kapta

Growing a strong account management team requires more than just good salespeople. It also requires solid account management software to support your team. Technology Account Management Key Account Management Tools

Best Practices for a Marketing Database Cleanse

As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.

3 Tactics to Help Managers Retain Top Talent During the Great Resignation

Force Management

Successful companies are finding new ways to differentiate their approach to talent management as they face the ongoing complexities of the Great Resignation. Sales Coaching Tools Front-line Managers Talent Management

Your First 100 Days as an Account Management Leader Part 2: When and How to Review Customer Health Scores

Kapta

Strategic Account Management Key Account Management Tools Account Planning Key Account ManagementThe secret to a strong revenue pipeline isn't continual growth into new markets, with rapid lead acquisition, conversion, and sales.

The Future of Automated Account Management

Kapta

Relationships are the most important part of successful account management. However, if you take a look at where the average account manager spends their time, it doesn't reflect the same sentiment. Customer Success Key Account Management

What is the best change management process?

Strategic Planning and Management Insights

Learn more about how we can help you and your team create and manage organizational change with our strategic planning and implementation services. Change management

Forrester Research Report: How Sales and Marketing Intelligence Drive Improved Business Outcomes

In 2019, DiscoverOrg commissioned Forrester Consulting to evaluate sales and marketing intelligence practices in the B2B space. The primary takeaway? Forrester found only 1.2% of companies achieved a score indicating maturity in data management practices. However, organizations are fighting back - and winning.