DemandFarm

MARCH 31, 2023

With the growing size of buying groups in the digital age, it is imperative to consider factors that play into the challenges and benefits of digital key account management. Challenges in Shifting to Digital Key Account Management Shifting to Digital Key Account Management also comes with its fair share of challenges.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Account Manager Tips

NOVEMBER 16, 2022

Use meeting scheduling apps 7. Use project management tools 9. Create recurring milestone meetings 11. Too many clients, not enough time Key account managers have a lot of clients. Too many clients, not enough time Key account managers have a lot of clients. My project management tool of choice is ClickUp.

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

Hubspot Sales

AUGUST 14, 2023

You have poor nonverbal communication when meeting. You're too passive when setting meetings with prospects. So when you’re setting a meeting, be willing to be assertive. For instance, don‘t over-thank them for accepting a meeting or ’“making time to meet”. You're too passive during meetings with prospects.

Negotiation 125

Negotiation Value Proposition Meetings Procurement 125

Revenue Storm

SEPTEMBER 14, 2021

Too often, we are consumed by the constant flood of email responses, sales meetings, action items, chats, and texts. The initial negotiations were happening with procurement when we first became involved in the deal. This evolution of the deal included additional buying centers, supported by business stakeholders with whom we engaged.

Procurement 78

Procurement Negotiation Stakeholders Meetings 78

Customer Think

DECEMBER 4, 2022

One way to make any department or stakeholder relevant is to convert it into a value center. We had call center people meet VPs of a Godrej division. Explore posts in the same categories: Business & Management. This entry was posted on November 29, 2022 at 12:16 pm and is filed under Business & Management.

Suppliers 73

Suppliers Government Profitability Procurement 73

Account Manager Tips

JUNE 29, 2021

Close any gaps in your solution, meet all commitments and ensure your client is satisfied. Create contact plans to keep in touch with key stakeholders in your company and your client's. Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop. Unhappy clients don't renew.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Hubspot Sales

DECEMBER 6, 2017

Every holiday season, you'll find managers screaming at their reps to close more deals. This forces negotiations to take place before stakeholders in Procurement and Legal are out of the office -- something your well-meaning prospect might not have considered. 3 Ways to Close Deals Around the Holidays. The solution?

Procurement 132

Procurement Onboarding Stakeholders Finance 132

Hubspot Sales

APRIL 17, 2018

You should consistently "close" throughout the sales process for three reasons: First, you'll gradually secure greater and greater buy in from your prospect; second, you'll filter out tire kickers; and third, you'll get key information, meetings, introductions, and more. But if the rep says, “ Can you meet on Monday afternoon? ”

Procurement 143

Procurement Decision-making Negotiation Sales 143

PandaDoc

NOVEMBER 25, 2022

Procurement departments are better at determining the company’s needs. Get a person from the client’s company, preferably a stakeholder, who will help you promote your service/product within. Use a call or a meeting to discuss your offer and see whether you are a good fit for a specific company (and vice versa). Ask and qualify.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

Miller Heiman Group

JULY 30, 2019

However, four common buying influences in manufacturing include: Procurement: Also called Purchasing in some organizations, these buying influences are primarily concerned with price. Bid Manager: Complex manufacturing sales are typically conducted through RFPs and bids. The bid manager is concerned with timelines and efficiency.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

Mike Kunkle

FEBRUARY 5, 2023

Total Quality Management (TQM), Business Process Management (BPM), Six Sigma, and Lead Sigma are powerful methods for this sort of work. Sellers sometimes work with professional procurement leaders and company executives who work together frequently and have processes and policies to guide their purchase pursuits.

B2B 198

B2B Sales Decision-making Negotiation 198

Account Management Skills

MAY 22, 2023

In this episode, I chat to Mike Lander, CEO of Piscari, a former procurement director who now assists sales teams in negotiating with procurement departments. We also dive into a five-step framework to help you negotiate more effectively and shed light on some questionable tactics employed by less experienced procurement professionals.

Procurement 52

Procurement Negotiation Supply Chain Insurance 52

SBI

JULY 15, 2021

Your account team needs to have a common understand of an account or opportunity – the key stakeholders, their goals, and company objectives. Managing, navigating, and growing these complex accounts is difficult and often made even more challenging by a lack of visibility into critical relationships and initiatives.

Procurement 57

Procurement Account Planning Sales Stakeholders 57

Account Management Skills

AUGUST 24, 2021

In this episode, I talk to Alex Raymond from Kapta about everything to do with account management processes. Not project management systems, not CRM systems, but having a dedicated system to guide the agency account management team, when it comes to managing and delve developing existing client relationships.

Account Management 98

Account Management Management Account Planning Co-Creation 98

Hubspot Sales

MAY 30, 2019

Each stage should define the objective, best practice activities, tools, models, and customer actions that signal readiness to advance to the next stage (for example, the customer agrees to a meeting in stage one or provides access to the executive buyer in stage two). Additionally, it guides sales managers in what to coach and evaluate.

Procurement 108

Procurement Negotiation Sales Leadership Sales 108

Zendesk

AUGUST 24, 2021

Enterprise sales is the process of procuring high-value deals with large companies. It typically has a big business impact, includes a long sales cycle, involves multiple stakeholders, or comes with more technical aspects. Begin by gathering information about the prospect, their pain points, and existing gaps via meetings and research.

Stakeholders 52

Stakeholders Sales CRM Procurement 52

Brooks Group

MARCH 28, 2024

Gone are the days when you could simply sell to a mid-level manager. Identify contacts in your network who may be able to make introductions and facilitate meetings. Purchase decisions often involve multiple stakeholders and a longer sales cycle. Operational decisions are made by mid-level management. The result?

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

ProlifIQ

FEBRUARY 13, 2023

As a customer success manager, successful customer onboardings are critical to the success of your company and the customers you serve. Large accounts typically come with a large number of stakeholders the seller must engage, as well as technical obstacles and red tape to get past. This is where the account plan comes in handy.

Account Planning 52

Account Planning Onboarding Sales Customer Success 52

Showpad

NOVEMBER 12, 2019

Successful manufacturing organizations moving to sell servitization must take time to understand how their existing buyers also procure services, and provide content to map to the key purchasing stages. One manufacturer that has managed this very well is printer manufacturer, Xerox , offering fixed printing by the page.

Manufacturing 56

Manufacturing Procurement Stakeholders Sales Training 56

Insightly

NOVEMBER 1, 2022

These strategies underpin the process of managing customer data, helping to ensure you make the most of the information you gather. The term customer relationship management (CRM) refers to a combination of methodology and technology that establishes how companies handle customer data. What Is CRM? Three Common CRM Models.

Profitability 52

Profitability CRM Value Proposition Customer Experience 52

Hubspot Sales

AUGUST 7, 2018

Next Steps : If you’re hearing negative feedback from references secondhand, you should relay specific complaints to your management team so they can devote more resources to ongoing customer satisfaction. It’s entirely possible that one person, say the CMO, could be 100% on board with your product, but procurement vetoed the deal.

Procurement 77

Procurement Decision-making Logistics Stakeholders 77

SmartKarrot

AUGUST 29, 2022

Role: Senior Customer Success Manager Location: Boston, MA, US Organization: LeanIX As a Senior Customer Success Manager, you will be responsible for the retention of customer accounts by ensuring continuous communication and relentless support and guidance. Ensure a successful and robust onboarding experience for all new customers.

Customer Success 19

Customer Success Procurement Onboarding Government 19

SmartKarrot

DECEMBER 20, 2022

Develop processes to manage escalated and at-risk, low-touch customers with a focus on maximizing ROI. Build and scale frameworks for customer success and program management across the customer success team, and with enterprise QSR clients. Conduct regular business review meetings with key accounts. Apply here: [link].

Customer Success 19

Customer Success Suppliers Procurement Client Development 19

Showpad

MARCH 5, 2021

Sales enablement is the process by which teams procure all the resources, data, intelligence, techniques, knowledge and content they need to effectively sell and engage clients across every stage and touchpoint of the sales cycle. A simple sales enablement definition. Sales enablement is: Strategic : There’s no winging it in sales enablement.

Internet 52

Internet Procurement Sales Onboarding 52

Apptivo

JUNE 20, 2022

Effective project Management software enables you to achieve all that in a systematic manner and paves way for your long-term success. Effective project Management software enables you to achieve all that in a systematic manner and paves way for your long-term success. What is Project Management?

Management 52

Management Procurement Stakeholders Decision-making 52

Account Management Skills

AUGUST 7, 2023

We also ran an AI for Account Managers webinar recently together with Roy Murphy and the recording has been asked for several times. Transcript: 00:02 Jenny Plant So I am absolutely delighted that I’ve managed to persuade Sharon Toerek to come and join me on the show. Sharon, you have been a very highly anticipated guest.

Energy and Utilities 52

Energy and Utilities Negotiation Account Management Marketing 52

Account Manager Tips

JULY 9, 2020

Your first 90 days in a new job as an account manager are the most challenging.and with the most at stake. Some hiring managers move fast and you may not have the time to do your plan justice if you haven't at least got a draft completed. Are you moving to account management from a different profession? Your manager hired you.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Account Manager Tips

JUNE 23, 2020

Phil is an account management and sales professional professional with a wealth of experience and wisdom he's distilled into The Tenets of Account Management. These guiding principles have served Phil well and I know they will help you find success as a key account manager. What are the Tenets of Account Management?

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

Miller Heiman Group

FEBRUARY 28, 2019

Wouldn’t life be easier if the only stakeholder a seller needed was the main point of contact? Stakeholder management is complicated—because it involves an ever-expanding number of roles who influence purchase decisions at an organization. Other stakeholders are simply not accustomed to engaging directly with sales teams.

Stakeholders 106

Stakeholders Procurement Decision-making Organization 106

PandaDoc

MAY 24, 2023

Before we zero in on the important qualities of a sales enablement manager, we need to wrap our heads around the very definition of this role. We all seem to know what sales managers, account managers, and business development managers do — but who in the world is a sales enablement manager? They sure do.

Management 52

Management Sales Software Software 52

SmartKarrot

FEBRUARY 18, 2022

Take one-on-one meetings with each of them. Commonly it has been observed that these are some of the high-priority tasks that a VP of customer success needs to manage regularly: Customer onboarding Customer segmentation Scrutinizing customer health scores. Join crucial meetings to keep a tap on your team’s performance.

Customer Success 10

Customer Success Stakeholders Onboarding Procurement 10

Hubspot Sales

JUNE 13, 2018

Closing is less important than most salespeople and managers think. Questioning is more important than most salespeople and managers think. Sample Implication question: “Has a problem with X ever prevented you from meeting a deadline?”. Here’s a handy overview of the contents: Section 1. Sales Behavior and Sales Success.

Procurement 145

Procurement Decision-making Meetings Publishing 145

SmartKarrot

SEPTEMBER 1, 2022

The contract negotiation is the last of several challenges you must clear up, including introductions, calls, meetings, follow-up emails, and demonstrations. It is challenging and labor-intensive to develop a product that meets all the requirements of an enterprise organization. Enterprise clients can hire the top employees.

Suppliers 10

Suppliers Insurance Energy and Utilities B2B 10

Account Management Skills

APRIL 26, 2023

This episode is for you if you’re interested in understanding how a project management team and an account management team work together in an internal communications agency. Now Brilliant Ink call their account management team strategists. Welcome to episode 85. So Sara is head of strategy. Sara 00:24 Thank you.

Account Management 40

Account Management Decision-making Stakeholders Management 40

DemandFarm

AUGUST 31, 2023

This empowers them to be more strategic, build relationships and align stakeholders effectively. Organizations have had to leverage technology to keep up with demand and manage operations. Stakeholders from different continents can simultaneously deep dive into a product’s features. Tech It Up!

Digitalization 52

Digitalization Retail Sales Decision-making 52

SuperOffice

DECEMBER 21, 2021

CRM systems also help sales people to follow a step-by-step sales guides , and prompt what to do at each stage of a sale, as well as manage leads, identify selling opportunities, keep track of quotes – all from one streamlined platform. But, it can be also used to meet a number of other business needs. Project management tools.

Construction 75

Construction Manufacturing CRM Supply Chain 75

Account Management Skills

JULY 17, 2023

Roy Murphy from Synthetic is going to provide an update on the current AI landscape, how brands & agencies are using AI, ethical considerations and challenges and we’ll be sharing some specific use cases for account managers. So all of that to say, the idea of being an account manager was not on my radar whatsoever.

Account Management 52

Account Management Meetings Management Digitalization 52