Peter Simoons

FEBRUARY 13, 2022

In a recent round of feedback for one of our Alliance Masterclass, one of the participants concluded that alliance management is not Rocket Science and then others chimed in. They felt that the principles of alliance management are rather simple. Indeed, alliance management is not Rocket Science and its principles are simple!

Management 98

Management Value Proposition Stakeholders Onboarding 98

Brooks Group

APRIL 9, 2024

Finance, operations, and management, oh my! These stakeholders typically fall into four primary categories: Decision Makers Decision makers hold the ultimate authority for the purchase. They play a crucial role in securing buy-in and consensus among stakeholders. The B2B buying journey is getting longer and more complex.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Red Star Kim

MAY 11, 2023

This post reviews the core material covered in Managing Brands Chartered Institute of Marketing (CIM) professional qualification (Level 6 elective New CIM professional marketing qualifications – 2020 (kimtasso.com) ) and the Cambridge Marketing College’s Marketing Manager Apprenticeship – a Level 6 Qualification (kimtasso.com).

Management 130

Management Co-Creation Publishing Leadership 130

Better Ways Sales Strategies

JANUARY 3, 2020

Every organization I’ve had the privilege of working with over the past 20 years can tell me some version the value proposition that they provide to their clients and prospects (I’ll use these terms, ‘client’ and ‘prospect’ interchangeably throughout this document). Which is helpful…but not enough.

Value Proposition 40

Value Proposition Decision-making Stakeholders Sales 40

Miller Heiman Group

APRIL 9, 2019

According to CSO Insights research , only 29 percent of organizations report being effective at using a formal process for account engagement and development of relationships with key stakeholders. When managing large accounts, many sales teams struggle to access diverse stakeholders. Develop a Situation Appraisal.

Stakeholders 92

Stakeholders Value Proposition Decision-making Account Management 92

DemandFarm

APRIL 13, 2023

KAM Glossary (with 65 Definitions) To help strategic account managers / key account managers /sales professionals enhance their understanding of Key Account Management (KAM) , this glossary provides clear and concise definitions and explanations of essential terms, definitions, and concepts related to key account management.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

Account Manager Tips

AUGUST 14, 2022

21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. Find out what those skills are, along with 21 free courses to help you become a better key account manager. Need more help to improve your key account management skills? Table Of Contents.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

ProlifIQ

JUNE 21, 2023

Strategic Account Management in B2B Welcome to our comprehensive guide on strategic account management. Whether you’re an experienced strategic account manager or aspiring to become one, we share the knowledge and skills needed to excel in this critical role.

Account Management 52

Account Management Management Account Planning Stakeholders 52

Miller Heiman Group

APRIL 2, 2019

Managing a strategic account is a complicated balancing act. Your value proposition. As you develop your sales strategy, this helps you tailor messaging to the different stakeholders to show how your solution solves their challenges. Make Sure Your Value Proposition Is Mutually Beneficial. Field of Play.

Account Management 110

Account Management Value Proposition Management Suppliers 110

Red Star Kim

JULY 11, 2022

Communication and education are required to manage expectations and promote enthusiasm and momentum. There are lots of articles on internal communications, buy-in and stakeholder engagement. Animal magic of buy-in and stakeholder engagement (Video) (kimtasso.com). Prepare integrated campaigns. This is an ongoing dialogue.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Account Manager Tips

NOVEMBER 19, 2022

The Value Proposition. In addition, they're cross referenced with related KPIs which is useful when looking to appeal to multiple stakeholders. B2B elements of value Now I know KPIs aren't for everyone. For an alternative approach, check out the B2B Elements of Value Pyramid. The Measurement. Bernard Marr.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Arpedio

JANUARY 9, 2024

Elevating Account Management Through Metrics and KPIs Explore ARPEDIO's Account Management Software ← Back to blog As companies strive to build lasting relationships with their clients, the need for effective Account Management strategies and tools becomes paramount.

Account Management 52

Account Management Management Client Relationships Account Planning 52

Arpedio

OCTOBER 11, 2021

Key Account Manager or Strategic Ecosystem Leader? Key Account Manager or Strategic Ecosystem Leader? ? On September 15th, more than eighty Key Account Managers (KAM) assembled in Copenhagen and online for a hybrid event. Basic alignment on value drives priority, success, and a long-term partnership. October 11, 2021.

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

Peter Simoons

OCTOBER 24, 2021

In our conversation I was looking for the alliance value proposition and in particular, learning what the value was for the end-user and for each of the parties involved. The value proposition was a foundational element of the overall goal of the alliance. Assign an Alliance Manager. Communicate!

Value Proposition 98

Value Proposition Government Communication Stakeholders 98

Arpedio

FEBRUARY 22, 2024

This individual may not have decision-making authority but wields influence and credibility among key stakeholders. By staying ahead of the competition, sales professionals can carve out a distinct advantage and win over customers with compelling value propositions.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Brooks Group

MARCH 7, 2024

Procurement managers have a reputation for focusing only on price. Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? Understanding Procurement Manager Challenges Procurement managers are in a unique position. Is this deserved?

Procurement 69

Procurement Management Decision-making Sales Training 69

Arpedio

AUGUST 22, 2023

Key account management best practices ← Back to blog In today’s competitive landscape, effectively managing key accounts is not just a strategy: It’s a necessity. In this guide, we’ll explore the proven methodologies, insights, and techniques that elevate KAM from mere management to transformational collaboration.

Key Account Management 52

Key Account Management Account Management Management Onboarding 52

Flevy

MARCH 25, 2024

Each global consulting firm maintains an internal knowledge management library of consulting framework presentations. Based on sales and downloads of the FlevyPro frameworks , here is what we found to be the top 10 Innovation frameworks used by management consultants.

Innovation 52

Innovation Value Proposition Stakeholders Organization 52

Arpedio

APRIL 3, 2024

By understanding the customer’s unique requirements, sales reps can tailor customized solutions that address their specific needs and deliver measurable value. Value Proposition Development: In solution selling, it’s essential to articulate the value proposition of the proposed solution clearly.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

Red Star Kim

OCTOBER 24, 2022

There were equal numbers of delegates from law and accountancy firms who had various roles: business development, pitching, key client management, cross-selling and external referrer programmes. This article is a reminder of the key points valued by the delegates: Nine insights: Sales processes and selling skills for targeting and meetings.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Arpedio

APRIL 29, 2024

(SAMA = Strategic Account Management Association. Explore actionable strategies, best practices, and innovative approaches that promise to revolutionize the way you approach Strategic Account Management. SAM professionals identified as value creators, ecosystem orchestrators, and champions of data-driven decision-making.

Key Account Management 52

Key Account Management Account Management Ecosystem Leadership Global Accounts 52

Red Star Kim

JUNE 7, 2023

Mishcon Future builds on its reputation as trusted advisors, drawing on its innovation ecosystem, including MDR Group businesses such as MDR Brand Management , digital transformation specialists MDRxTech and in-house accelerator, MDR Lab. Thanks to Pinsent Masons Ireland for hosting in their fabulous offices on a former studio site.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

Arpedio

FEBRUARY 26, 2024

Relationship Building : TAS places a strong emphasis on building and nurturing relationships with key decision-makers and stakeholders within target accounts, fostering trust and rapport over time. As a result, organizations can achieve accelerated revenue growth and surpass their sales targets more consistently.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Hubspot Sales

AUGUST 28, 2023

But understanding and being able to succinctly explain your business‘s value proposition aren’t enough. Determine if you’ll have to get both your prospect's and your prospect‘s manager’s approval early on. Engaging all relevant stakeholders from the beginning of the sales process is critical. Do they manage their budget?

Value Proposition 85

Value Proposition Decision-making Stakeholders Sales 85

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

Arpedio

MARCH 15, 2024

This includes conducting research on the prospect’s business, industry, and competitive landscape, as well as identifying key stakeholders and decision-makers. This requires sales professionals to effectively manage relationships and communication with various stakeholders, including executives, influencers, and end-users.

Value Proposition 52

Value Proposition Negotiation Sales Stakeholders 52

Hubspot Sales

MAY 17, 2023

It informs your understanding of the appropriate tone to use, the relevant benefits to highlight, and the ultimate basis of an effective value proposition. Be willing to ask the questions you need to have a fleshed-out enough picture to structure an effective, personalized value proposition.

Value Proposition 129

Value Proposition Stakeholders Facilitation Communication 129

Clarity Engagement Solutions

NOVEMBER 9, 2020

the evolving healthcare industry, pharma and bio-tech companies are now focusing on each component of market access: – Price – Channel – Stakeholders – Government agencies How do these elements apply to new types of decision makers, previously unknown to market access teams?

Marketing 91

Marketing Healthcare Stakeholders Procurement 91

Clarity Engagement Solutions

NOVEMBER 9, 2020

– Stakeholders. Customized processes and functions are required to effectively engage these new stakeholders. A primary challenge for pharma and bio-tech companies is how to identify the right stakeholders in the approval process. – Research each stakeholder and align your goals with theirs.

Marketing 91

Marketing Healthcare Stakeholders Procurement 91

Hubspot Sales

MARCH 18, 2019

The answer: Key account management. In this comprehensive guide to key account management, you'll learn: The definition of key account management. How to know whether your company needs a key account management strategy. The difference between key account management and selling. Key Account Management.

Key Account Management 125

Key Account Management Account Management Management Account Strategy 125

ProlifIQ

JUNE 21, 2023

Account planning is a fundamental practice in sales account management that involves creating a strategic roadmap to unlock the full potential of each customer account. It also enables them to tailor their approach and value proposition to address the specific needs and pain points of the account. What is an Account Plan?

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

DemandFarm

OCTOBER 4, 2023

The success and future of any sales organization hinge on the cohesive planning and execution of each step, that is collectively known as sales opportunity management. The best and most effective sales opportunity plans are created and aligned around creating value for the buyer.

Value Proposition 52

Value Proposition Sales Negotiation Meetings 52

Arpedio

MARCH 27, 2023

Sales Pipeline Management Software – Manage Your Opportunities With Ease ← Back to blog Sales pipeline management is an effective tool for converting leads into sales. To successfully manage your sales pipeline, you need to consistently feed it with data inputs and review your processes and KPIs on a regular basis.

Software 52

Software Software Management Sales 52

Arpedio

MARCH 27, 2023

Sales Pipeline Management Software – Manage Your Opportunities With Ease ← Back to blog Sales pipeline management is an effective tool for converting leads into sales. To successfully manage your sales pipeline, you need to consistently feed it with data inputs and review your processes and KPIs on a regular basis.

Software 52

Software Software Management Sales 52

Sales Outcomes

FEBRUARY 22, 2021

We helped a well-known technology company develop a customer value proposition (CVP) and messaging canvas to support their go-to-market efforts into a lucrative market niche they had researched and invested material amounts of time and resources. “War is ninety percent information” — Napoleon Bonaparte.

Management 52

Management Value Proposition Sales CRM 52

Arpedio

FEBRUARY 14, 2024

In today’s competitive landscape, having a well-defined account plan is essential to effectively manage key accounts and drive growth. This focused approach allows organizations to align sales and marketing efforts , foster effective communication and relationship building , and proactively manage key accounts for sustainable growth.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

FEBRUARY 14, 2024

In today’s competitive landscape, having a well-defined account plan is essential to effectively manage key accounts and drive growth. This focused approach allows organizations to align sales and marketing efforts , foster effective communication and relationship building , and proactively manage key accounts for sustainable growth.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52