Account Manager Tips

MARCH 23, 2021

Why is key account management important? Well, i f you don't have key account management in place, you could leave money on the table, be helpless to competitor threats and put your most valuable clients at risk of defection. Key account management is the secret to grow revenue and customer retention. Why should you care?

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Flevy

OCTOBER 23, 2023

The procurement function in most organizations deserves more attention than it gets. Most executives associated with procurement lack the competencies and perspectives required to identify gaps and effectively manage the function. What’s needed in this era is an inclusive, long-term purchasing and supply management strategy.

Supply Chain 102

Supply Chain Procurement Suppliers Digital Transformation 102

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. Life after key account management What are your options when you're a key account manager and ready for your next move? Global account manager.

Key Account Management 130

Key Account Management Account Management Management Procurement 130

Holden Advisors

OCTOBER 7, 2021

Talk to your internal experts in sales, product management, marketing, or marketing research, to understand how your customers use your product today. Step 5: Create sales tools. Let’s say procurement says, “to win this deal, you need to give me a 20% discount." There are 5 steps to building this value understanding.

Procurement 369

Procurement Manufacturing Negotiation Stakeholders 369

5600 Blue

MARCH 8, 2018

Over ten years ago, after having spent more than 20 years a salesperson, VP sales and sales consultant, we secured our first contract to provide negotiation training for the procurement arm of a major US airline. By Procurement Magazine Let the panic set in….clearly I felt like the proverbial fox in the hen house!

Procurement 52

Procurement Decision-making Negotiation Supply Chain 52

KAM With Passion

MARCH 28, 2022

This post kicks-off a new section of the KAM With Passion blog dedicated to Complex Sales. The series of posts on Complex Sales is about the bottom of the pyramid. How complex is a complex sale situation? In the world of B2B sales, the term of complex sales is a well-accepted term but what does it mean exactly?

Procurement 130

Procurement Stakeholders CRM Government 130

Hubspot Sales

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. Sales Feedback Benefits 1. Sales Coaching Benefits 1.

Procurement 107

Procurement Sales Construction Negotiation 107

QYMATIX

FEBRUARY 13, 2024

How to make data work for your B2B sales team while avoiding common pitfalls in data management We can associate power with strength, force and influence, but also with destruction and violence – the typical two sides of a coin. Data gives you information about customers, products, sales, employees and much more.

B2B 52

B2B Management Artificial Intelligence Sales Analytics 52

QYMATIX

FEBRUARY 13, 2024

How to make data work for your B2B sales team while avoiding common pitfalls in data management We can associate power with strength, force and influence, but also with destruction and violence – the typical two sides of a coin. Data gives you information about customers, products, sales, employees and much more.

B2B 52

B2B Management Artificial Intelligence Sales Analytics 52

Strategic Account Management Association

OCTOBER 26, 2021

Strategic account management is a team sport and requires cross-functional, multi-tiered vertical level engagement and strong accountability. The executive sponsor has a role in creating and building the customer-centric culture for strategic account management. This name implies buy-in from the executive and the “be-in” mindset.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms. So targeting is often more important and more challenging.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Flevy

JULY 15, 2021

This strategy enables: Procuring the much-needed cash. To cash in on these benefits, leading organizations endeavor to manage their Strategic Alliances worldwide—assigning executives to oversee multiple alliances. However, the competencies required for Strategic Alliance Management aren’t well-known and are a bit convoluted.

Management 111

Management Negotiation Procurement Banking 111

Brooks Group

APRIL 9, 2024

Finance, operations, and management, oh my! Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale. But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Arpedio

FEBRUARY 20, 2024

A value chain is a concept used in business management to describe the sequence of activities and processes involved in creating and delivering a product or service to customers. It includes activities such as procurement, transportation, and inventory management. What is a Value Chain?

Logistics 52

Logistics Transportation Procurement Manufacturing 52

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

Revenue Storm

MARCH 14, 2023

In a complex B2B sales cycle, there is rarely one decision maker. 3: “The decision is going to be made on price.” – Unless you are in a totally transactional sale, this is rarely ever true. In a B2B sales environment, there are always multiple influences that will come into play from people who are not interested in price.

Procurement 78

Procurement Value Proposition Decision-making B2B 78

Hubspot Sales

MAY 29, 2019

So you’ve just been promoted to sales manager -- congratulations! In your first three months as a manager, you’ll have to learn an entirely new set of processes -- some related to sales, some not. Scale your own management process. Good luck, and happy managing! Assess your strengths as a manager.

Sales Management 126

Sales Management Management Sales Meetings 126

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?

Management 52

Management Sales Software Software 52

Arpedio

DECEMBER 20, 2023

Sales forecasting is a critical process that enables businesses to project future sales activity and streamline their business strategy for better results and profitability. Whether you are a small business owner or a large corporation, sales forecasting can help you make informed decisions that improve your bottom line.

Decision-making 52

Decision-making Profitability Procurement Sales 52

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

Sales Outcomes

MARCH 18, 2024

In outsourcing businesses beyond IT (logistics & transportation, facility management, customer service, and back-office functions, to name a few), “my mess for less” procurement-led thinking drives much of the RFP (request for proposal) activity that sales teams respond to.

Transportation 52

Transportation Procurement Logistics Organization 52

Sales Readiness Group

SEPTEMBER 29, 2022

You’ve worked hard to get the deal to this point and then other decision-makers appear, procurement gets involved and your deal is stalled out while your terms are scrutinized, and the pricing gets squeezed. One minute you’re about to close a large sales opportunity and the next, you’re facing a series of roadblocks.

Negotiation 62

Negotiation Procurement Sales Management 62

Nutshell

JUNE 5, 2020

This phenomenon is known as the “ Curse of Knowledge ”: When you encounter information that you’re familiar with—like a beaten-to-death professional title ( *cough* self-described “thought leaders” *cough* ), or a scripted sales message—your brain instinctively “doesn’t wanna know,” because you’ve encountered the same data before.

Procurement 96

Procurement Value Proposition B2B Decision-making 96

Force Management

JUNE 8, 2023

Negotiation isn’t an event that happens with procurement at the end of a deal, but a process of establishing and validating the value of your solution throughout the life of a deal. How does that process change in today’s environment, where buyers are hyper-focused on cost and sales teams are struggling with reduced pipeline?

Negotiation 78

Negotiation Procurement Sales 78

Arpedio

JANUARY 3, 2024

Primary Activities The primary activities in a value chain are the core processes involved in the creation, sale and delivery of the products or services. Marketing and Sales: This activity promotes and sells products and services to potential customers.

Supply Chain 52

Supply Chain Logistics Procurement Suppliers 52

Agile CRM

NOVEMBER 1, 2021

Business process management tools are a vital part of any company’s operations. They help organizations streamline workflows, manage resources and information, and provide fast, accurate insight into the data that drives their business. Check out what else is in store from these 10 best business process management tools!

Management 52

Management Procurement Software Software 52

PandaDoc

APRIL 17, 2024

In this article, we’re going to learn all about contractor management software (CMS). Contractor management software is a tool that helps organizations streamline and automate the processes related to hiring, onboarding, monitoring, and evaluating external contractors and vendors. CMS helps you better collaborate with contractors.

Software 52

Software Software Management Construction 52

PandaDoc

APRIL 17, 2024

In this article, we’re going to learn all about contractor management software (CMS). Contractor management software is a tool that helps organizations streamline and automate the processes related to hiring, onboarding, monitoring, and evaluating external contractors and vendors. CMS helps you better collaborate with contractors.

Software 52

Software Software Management Construction 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

Zendesk

DECEMBER 1, 2021

Getting there, however, requires more than good intentions—it takes implementing a customer lifecycle management process. This guide will help you understand what is meant by customer lifecycle management , why it’s the key to a great customer experience, and how to avoid common mistakes in developing a client lifecycle management process.

Management 52

Management Procurement CRM Customer Experience 52

Apptivo

APRIL 27, 2022

ERP, or Enterprise Resource Planning , is a type of system or software used by organizations to manage processes and automate activities such as accounting, project management, risk management, compliance. Manages the general ledger and automates key financial tasks. The Human resources management module.

Supply Chain 98

Supply Chain Procurement Manufacturing Logistics 98

QYMATIX

NOVEMBER 23, 2021

How to make data work for your B2B sales team while avoiding common pitfalls in data management. Data gives you information about customers, products, sales, employees and much more. In all areas of a company, data can help to support planning, optimise processes and improve sales potential.

B2B 52

B2B Management Artificial Intelligence Sales Analytics 52

QYMATIX

JULY 10, 2023

They also allow a cost-effective application of predictive analytics in Business-to-Business (B2B) sales. As customers increasingly move their buying operations to digital channels, including social media, internet and e-procurement, it is becoming harder to understand how buyers are indeed buying.

Sales Analytics 75

Sales Analytics Internet B2B Digitalization 75

Account Management Skills

NOVEMBER 8, 2023

We discuss: why David describes the relationship between the agency, the client and the client’s procurement department as the triangle of doom. So if all of this sounds interesting, then please visit the homepage where you can book a call, have a chat with me and see if this might be a good fit for you or a member of your team.

Procurement 52

Procurement Account Growth Account Management Advertising 52

Zendesk

FEBRUARY 24, 2022

If you’re reading this, you probably have a solid idea of what’s required for a strong sales team: Lead generation. Consistent sales messaging. Personalized sales styles. Intelligently utilized sales software. The secret to a successful modern sales team isn’t the closers—it’s the people behind the scenes.

Sales 98

Sales Sales Analytics Procurement Software 98

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.

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Account Management Management Key Account Management Stakeholders 130

Revegy

JANUARY 18, 2021

In a webinar with Nancy Nardin of Smart Selling Tools, and Mark Kopcha, CEO of Revegy, discussed the importance of relationship intelligence and the relationship map drive sales success. In particular, relationship intelligence is missing from sales force automation. How Does CRM Tackle the Relationship and What’s Missing?

CRM 119

CRM Procurement Stakeholders Facilitation 119