Account Management Skills

APRIL 22, 2024

This helps any new client taking over see we’ve been consistently adding value – it also helps you prove your value to other (possibly more senior) client stakeholders in the client’s business. We need to be documenting the outcomes so we keep a record of how we’ve achieved outcomes over time.

Account Management 52

Account Management Suppliers Management Stakeholders 52

Planview

FEBRUARY 29, 2024

Amidst the relentless waves of innovation and competition, OEMs, suppliers, and manufacturers in the automotive industry navigate a sea of challenges and opportunities. Simultaneously, the divide between business leaders and IT presents a significant hurdle in the dynamic landscape of automotive innovation.

Prioritization 59

Prioritization Innovation Suppliers Manufacturing 59

Planview

MARCH 28, 2024

Acquiring such comprehensive skills presents a formidable and resource-intensive endeavor. Lastly, established tier-one suppliers are grappling with dual challenges: a scarcity of comprehensive software expertise and a dearth of suitable hardware platforms for deployment.

Manufacturing 59

Manufacturing Suppliers Software Software 59

Account Manager Tips

MAY 1, 2021

Now work backwards and fill in the actions you need to take to get this deal ready to present to your client. Where do you sit in the spectrum of suppliers? Are you a simple supplier or a trusted partner? Do you need the support of internal stakeholders? How are you going to present the offer? I recommend ClickUp.

Negotiation 130

Negotiation Suppliers Decision-making Sales 130

Account Manager Tips

MAY 1, 2021

The buyer will get help from a different supplier (i.e. Where do you sit in the spectrum of suppliers? Are you a simple supplier or a trusted partner? Do you need the support of internal stakeholders? How are you going to present the offer? Are you going to write a detailed proposal or presentation?

Negotiation 130

Negotiation Key Account Management Suppliers Value Proposition 130

Flevy

MAY 26, 2022

The approach focuses on 2 layers: Immediate Business Environment: Comprising a company’s suppliers, customers, competitors, partners, and other stakeholders. You can download in-depth presentations on this and hundreds of similar business frameworks from the FlevyPro Library. Do You Find Value in This Framework?

Suppliers 106

Suppliers Banking Innovation Decision-making 106

Account Manager Tips

AUGUST 9, 2022

The buyer will get help from a different supplier (i.e. Connected with key stakeholders and decision makers. Presented a customised proposal and sought feedback from my client. If he says he’s a 10, there is no need to finish your presentation. In our present scenario, John already has said “yes” to you three times.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Account Manager Tips

JULY 9, 2020

Create two versions: 30 60 90 day plan presentation. Present your plan over three slides - one for each month. Sample slides from the 90 Day Plan Presentation available in The KAM CLUB. Meet critical stakeholders, learn as much as you can and understand the priorities of your organisation and your new clients.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Flevy

MARCH 20, 2024

Each global consulting firm maintains an internal knowledge management library of consulting framework presentations. Each FlevyPro consulting framework presentation follows the standard “headline-body-bumper” design structure that is utilized by all the global strategy consulting firms. View the full presentation: [link] 2.

Digital Transformation 52

Digital Transformation Digitalization Artificial Intelligence Government 52

Account Management Skills

JANUARY 25, 2022

There could be supplier performance issues, whilst we try to work with our suppliers, to iron out issues together find solutions, occasionally you will reach a stage of the relationship where you say, this is not going to work, we’re going to have to change. So for that, you would definitely go out and do a pitch process.

Procurement 52

Procurement Suppliers Stakeholders Decision-making 52

Brooks Group

MARCH 28, 2024

By accessing this level, you position your solution more strategically and reduce the risk of being viewed as just another vendor or commodity supplier. Purchase decisions often involve multiple stakeholders and a longer sales cycle. Learn How to Unleash Revenue Potential with Sales Team Training What Is a C-Level Decision Maker?

Decision-making 72

Decision-making Logistics Supply Chain Suppliers 72

Account Manager Tips

JUNE 23, 2020

I've known people that just couldn't close or were uncomfortable presenting and just couldn't get comfortable. You don't know how you fit in with their other suppliers. Before COVID-19, single sourcing was the big thing: because one supplier for everything makes it easy. So organisations bring in additional suppliers.

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

Hubspot Sales

JANUARY 26, 2018

If you present a single proposal to a client, you only give them the option of accepting or rejecting. But if you present them with two or three different variations on your proposal, suddenly you've doubled or tripled your odds of receiving some form of a "yes." For instance, instead of "I'd like to try. " say, "What I'll do is.

Decision-making 112

Decision-making Stakeholders Suppliers Negotiation 112

Miller Heiman Group

APRIL 2, 2019

Complacency can lead you to overlook the warning signs that your customer might leave for other suppliers. Did your point of contact or coach mention any restructuring or reorganization that required them to consider other suppliers? Soon after, he brought Miller Heiman Group in to present solutions to his team.

Account Management 110

Account Management Value Proposition Management Suppliers 110

Planview

NOVEMBER 9, 2023

Think of new product enhancements or concepts that come from customers, strategic portfolio initiatives, agile process improvements from employees, or innovations from suppliers and partners. What’s the use case, and who are the actors/stakeholders? Individuals can naturally excel at ideation, but facilitation also helps.

Innovation 52

Innovation Decision-making Facilitation Suppliers 52

ClearPoint Strategy

NOVEMBER 2, 2021

The bargaining power of suppliers. The issue-based strategic model is oriented in the present and projects into the future. The leadership team or stakeholders identify the major issues and goals as a first step. This approach works backward from the future to the present. Stakeholders create personal action plans.

Stakeholders 145

Stakeholders Software Software Organization 145

Hubspot Sales

NOVEMBER 26, 2019

Which evaluation criteria are the other stakeholders using? Is there a committee assigned to choosing a [vendor, supplier, solution]? Should I be aware of any priorities or concerns from other stakeholders? Their answer will reveal if they’re a junior decision maker responsible for the initial supplier research.).

Decision-making 78

Decision-making Suppliers Value Proposition Stakeholders 78

Hubspot Sales

JUNE 17, 2019

This deprives them of the opportunity to execute proper discovery work, enhance relationships with the right customer stakeholders, and prevents them from being able to tailor their approach, presentation, and proposed solution.

Procurement 89

Procurement Suppliers Stakeholders Profitability 89

Zendesk

JUNE 17, 2022

If the shop relied on customer feedback management, the server would have shared your feedback with the owner, who could have changed the ice cream supplier (and left you with a sweeter taste in your mouth after your second visit). If you bring in the key stakeholders early, you’ll also find it easier to get buy-in for your CFM initiative.

Management 98

Management Decision-making Media Software 98

DemandFarm

MAY 2, 2024

Good relationship management, with the help of effective CRM software and marketing automation, can also help attract and retain new customers, suppliers, and partners, making it a valuable tool for businesses looking to improve their client experience and grow and expand through lead management and human resources best practices.

Management 40

Management Banking CRM Profitability 40

KAMCast

JULY 8, 2021

By the 1980s… The marketplace was seeing a new breed of sales representatives and sales executives who had polished up their presentation skills to become the informer, the educator, and the ambassadors for their wares. What role does today’s account manager play then? That, my friend is the question.

Key Account Management 52

Key Account Management Account Management Management Facilitation 52

Hubspot Sales

OCTOBER 12, 2017

You might assume that if you have the decision maker’s ear, you don’t need to get buy-in from other stakeholders. According to " The Challenger Sale ," the number one thing decision makers care about is “widespread support for the supplier across [the] organization.” But this couldn’t be further from the truth. 6) Project confidence.

Meetings 102

Meetings Decision-making Suppliers Stakeholders 102

CMOE

JULY 29, 2020

The environment includes many components: the network of relationships with internal and external customers, suppliers, regulatory agencies, and the community as well as the network of relationships among teams in the organization. Developing and designing creative and innovative learning experiences, simulations, and keynote presentations.

Construction 52

Construction Leadership Suppliers Stakeholders 52

Aepiphanni

JANUARY 28, 2021

There are new stakeholder behaviors, and knowing which traits are here to stay will make all the difference. Therefore, executives are considering diversifying their supplier base by harnessing regional talent to continually serve fast-growing consumer markets. To put it another way: the new normal is here.

Supply Chain 40

Supply Chain Remote Working Suppliers Innovation 40

Account Manager Tips

JULY 28, 2020

How does your account management team keep up with the challenges and opportunities presented by growth? But the biggest obstacle was to switch from a mindset where the account manager was thinking, OK, I'm talking to three stakeholders. Them being present at an event, their logo next to us - doesn't mean we work together.

Account Management 130

Account Management Management Account Planning Organization 130

Mike Kunkle

FEBRUARY 5, 2023

The above diagram is only one possible example and is a consultative example, where a solution is sourced and implemented (rather than a transactional example where a supplier is sourced and products are purchased, used, and replenished). Many of the commercially-available methodologies are very good, but incomplete.

B2B 198

B2B Sales Decision-making Negotiation 198

SmartKarrot

DECEMBER 20, 2022

Ensure senior stakeholder relationships are grown and maintained. Role: Customer Success Manager Location: Remote, Manchester, England, United Kingdom Organization: Scientist.com As a Customer Success Manager, you will provide marketplace customer support for biopharma companies and suppliers. Apply here: [link].

Customer Success 19

Customer Success Suppliers Procurement Client Development 19

OnStrategyHQ

MAY 16, 2021

Mission is a statement about your core purpose, why you exist, and is best stated in the present tense. A mission statement is a declaration of your organization’s purpose and spotlights the business you are presently in and the customer/constituent needs you are presently endeavoring to meet. It should “fit on a T-shirt.”

Value Proposition 98

Value Proposition Innovation Decision-making Leadership 98

Account Manager Tips

NOVEMBER 9, 2020

They need to notify internal stakeholders and update procedures and systems. or make some phone calls to alternative suppliers. Before you present the price rise, know what you will concede on and have your walk away position in mind. Because there are things your clients will need to do in response.

Negotiation 130

Negotiation Account Management Key Account Management Communication 130

AchieveIt

SEPTEMBER 11, 2023

Stakeholders can make their decisions with these goals in mind, making navigating competing demands and complex business processes easier. A SWOT analysis can be presented as a table with four quadrants, one dedicated to each section of the acronym. Are all of your stakeholders on the same page?

Decision-making 52

Decision-making Communication Organization Value Proposition 52

Apptivo

JUNE 27, 2022

The data present inside the healthcare CRM can be completely synchronized, which can be accessed by medical staff across different departments, whenever needed. Without the digital infrastructure, it will be difficult to connect with the patients and the stakeholders.

CRM 52

CRM Healthcare B2C Suppliers 52

Red Star Kim

MAY 11, 2023

B2B buyers go through similar stages but there are often more people involved in the purchase decision – Gartner (2020) offers a model with six stages (problem identification, solution exploration, requirements building, supplier selection, validation and consensus creation).

Management 130

Management Co-Creation Publishing Leadership 130

Arpedio

MARCH 27, 2023

The MEDDIC sales methodology is well-suited for enterprise sales organizations that need extensive qualification as enterprise sales (almost always) require 1) engagement from numerous stakeholders, and 2) a complex solution to meet their needs. And for this, MEDDIC is ideally suited as a sales qualification process. Superior together.

Sales 52

Sales Account Management e-Learning Decision-making 52

PandaDoc

APRIL 27, 2018

Providers/Suppliers/Freelancers — Detailed contact info/pricing for anyone you’re outsourcing to. Stakeholders, investors, bankers, etc. Bring stakeholders/investors closer. Give a rocking presentation. Having an online business plan also allows you to give a dynamic presentation to investors.

Business Planning 84

Business Planning Investors Advertising Transportation 84

Revegy

JULY 17, 2018

In today’s complex sales environment it is critical that sales is able to identify, connect and access the key stakeholders and decision makers that ultimately influence and control the strategic relationships, budget and purchasing process. 3) Gain Revenue Predictability and Long-Term Forecast Visibility with a Revenue Snapshot.

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40

SBI

FEBRUARY 12, 2014

A number of Forrester’s own analysts will present including Scott Santucci , Sheryl Pattek , Brad Holmes , and Laura Ramos. They’ll talk about: What executives believe truly differentiates suppliers from each other. for each stakeholder and what changes when you put the customer first. It’s not too late to register.

Suppliers 49

Suppliers Information Technology Stakeholders Decision-making 49

Account Management Skills

MAY 22, 2023

At the same time, I’ve replaced three suppliers with one. At that point, if it’s a founder that’s been leading the sales effort and it looks like there’s a deal to be done, bring in someone very commercial, either internally or externally, to help structure the negotiation with procurement and other stakeholders.

Procurement 52

Procurement Negotiation Supply Chain Insurance 52