ProlifIQ

JUNE 21, 2023

It also enables them to tailor their approach and value proposition to address the specific needs and pain points of the account. Additionally, an effective account plan identifies key stakeholders within the account, including decision-makers and influencers.

Account Planning 52

Account Planning Value Proposition Account Management Stakeholders 52

Red Star Kim

OCTOBER 24, 2022

Some used the DMU (see introductory video on DMUs ) and the stakeholder matrix for targeting. On a more serious note, we considered the advice of Malcolm McDonald on categorising clients from his book Malcolm McDonald on value propositions – How to develop them (kimtasso.com). 100% Revenue and Profit. 57% I don’t know.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Luminas Strategy

JANUARY 15, 2024

As managers we, of course, believe that our organizations have a unique value proposition and that our offerings somehow provide us with a competitive advantage even if we are unable to articulate how this occurs. Many organizations unknowingly offering de facto customer or stakeholder value as if they are operating on autopilot.

Customer Value 52

Customer Value Supply Chain Value Proposition Advertising 52

Arpedio

FEBRUARY 14, 2024

Relationship Building Nurturing and strengthening the relationship with key stakeholders through effective communication and value delivery. This includes analyzing account information such as revenue, profitability, product/service usage, geographic spread, and strategic initiatives.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

FEBRUARY 14, 2024

Relationship Building Nurturing and strengthening the relationship with key stakeholders through effective communication and value delivery. This includes analyzing account information such as revenue, profitability, product/service usage, geographic spread, and strategic initiatives.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Account Manager Tips

AUGUST 14, 2022

Understand relationship management strategies and best practices to win and retain profitable customers. Key account managers: identify and qualify opportunities align value propositions propose solutions understand buying decisions negotiate and close deals Just like sales people. Strategic Account Management.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Account Manager Tips

JUNE 29, 2021

Demonstrate that you value your client's business. Create contact plans to keep in touch with key stakeholders in your company and your client's. They can smell a renewal coming and will be very cynical of your motives if you don't create sustained value. GRAHAM Different stakeholders will value different things.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Hubspot Sales

OCTOBER 14, 2019

Instead, sell only to the stakeholders who have the authority and budget to actually make buying decisions. Be crystal-clear about your value proposition. If you’re going to sell to a multi-million dollar business, you’d better be prepared to quickly and clearly articulate your value proposition.

B2B 137

B2B Value Proposition Decision-making Sales 137

ClearPoint Strategy

JULY 28, 2021

The four perspectives for for-profit organizations include: Finance. The customer value proposition should be at the core of your strategy, which is why it comes directly after the financials (or mission). For-profit companies typically focus on achieving one of these three value propositions: Product leadership.

Value Proposition 98

Value Proposition Software Software Government 98

Arpedio

OCTOBER 11, 2021

The KAM must manage a program and lead the business strategy across internal stakeholders and the value co-creation with the stakeholders at their key accounts – not a trivial endeavor. SAMA is a global non-profit organization with more than 15,000 members. SAM is a journey. It's not a one-time project.

Key Account Management 98

Key Account Management Account Management Co-Creation Management 98

Account Manager Tips

MAY 1, 2021

Our job is to not only to keep our clients but to grow profitability through improved margins, more volume and additional products and services. You need to know the answers to these and other questions: What’s your value proposition (as your client sees it, now you)? Do you need the support of internal stakeholders?

Negotiation 130

Negotiation Suppliers Decision-making Sales 130

Arpedio

MARCH 26, 2024

It serves as the foundation for building strong customer relationships, understanding market dynamics, and ultimately closing deals that drive revenue and profitability. Value Proposition: Clearly articulate the value proposition of the proposed solution, highlighting the benefits, advantages, and return on investment (ROI) it offers.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Account Manager Tips

MAY 1, 2021

As a key account manager, you not only need to keep your clients, you need to keep them profitable. Define your value proposition and how will your price reflect it? What's your value proposition (as your client sees it)? Do you need the support of internal stakeholders? A simple sales negotiation tactic.

Negotiation 130

Negotiation Key Account Management Suppliers Value Proposition 130

PandaDoc

MAY 8, 2024

Business owners, conversely, are quite busy and possibly impatient, so your offer should quickly engage them by demonstrating your value proposition through demos and other sales material. Enterprise sales cycle can also be enlarged due to objections brought by multiple stakeholders.

B2C 52

B2C Small Business Sales Decision-making 52

Hubspot Sales

AUGUST 30, 2023

Likewise, solutions like Uniphore Q empower online sales meetings by validating a buyer’s sentiment toward offers and value propositions in real time with a shocking 99.83% accuracy. Furthermore, AI-fueled sales tools can segment leads based on their engagement and how profitable they are likely to be.

Decision-making 91

Decision-making Sales Profitability Artificial Intelligence 91

Arpedio

JANUARY 9, 2024

Demonstrating Value to Clients: Clients, just like any stakeholder, appreciate transparency and evidence of value. Sharing these insights with clients not only builds trust but also reinforces the value proposition of your services. Ready to increase customer lifetime value? Superior together.

Account Management 52

Account Management Management Client Relationships Account Planning 52

ProlifIQ

JUNE 21, 2023

The focus on customer retention within strategic account management is paramount as it ensures the longevity and profitability of the relationships with these strategic customers. This team consists of dedicated professionals who work collaboratively to support the strategic account manager in delivering value to the strategic accounts.

Account Management 52

Account Management Management Account Planning Stakeholders 52

Whetstone

MAY 9, 2023

You know how they will save your clients time and money and/or help them become more profitable. When you’re not allowed to differentiate your value and you are forced to compete solely on price, it can be difficult to close a sale, and if you do close the sale, you know it might not have been worth the effort.

Procurement 40

Procurement Suppliers Value Proposition Decision-making 40

Hubspot Sales

MARCH 18, 2019

Profits and revenue, meanwhile, can increase by 15%. According to BTS , this is the "knowledge of how the drivers of customer growth, profitability, and cash flow are changing, of how the customer’s markets are changing, and of how the interrelationships within the customer’s business are changing.". Map out every customer stakeholder.

Key Account Management 127

Key Account Management Account Management Management Account Strategy 127

Arpedio

AUGUST 22, 2023

The primary objective of this strategy is to either maintain or expand the profits derived from these key or strategic accounts. Collaboration isn’t just crucial when dealing with external stakeholders—it holds true for internal and cross-functional collaboration as well: Break down silos within your organization.

Key Account Management 52

Key Account Management Account Management Management Onboarding 52

Hubspot Sales

DECEMBER 13, 2017

Here are the four main value propositions: Increased revenue: “You’ll double your gross profit from X channel in Y months.”. You committed to a full stakeholder meeting May 2 -- I’ll be disappointed if that’s no longer happening.”. Greater efficiency: “It will take one employee to produce what two produce right now.”.

Value Proposition 96

Value Proposition Stakeholders Profitability Media 96

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

SmartKarrot

MAY 12, 2023

This process involves segmenting the customer base to determine which accounts have the most potential for growth and profitability. Relationship mapping involves identifying the stakeholders, understanding their roles and responsibilities, and assessing the strength of the existing relationship with them.

Key Account Management 10

Key Account Management Account Management Business Growth Value Proposition 10

Hubspot Sales

APRIL 27, 2023

Your product's features, value proposition , and pricing doesn't matter if you don't have great verbal and written skills. My litmus test is to ask 'Would I feel comfortable putting this person in front of a senior stakeholder in a large deal?'" You could even volunteer in a related role, like fundraising for a non-profit.

Sales 110

Sales Account Management Communication Sales Management 110

SmartKarrot

OCTOBER 5, 2023

Stakeholder Engagement Engaging with all the key stakeholders is the foundational step in creating a successful playbook. Stakeholder engagement needs to be a responsibility of multiple internal roles and with a defined frequency of connect. E.g. Achieving account profitability along with meeting the customer value objectives.

Account Management 10

Account Management Management Value Proposition Stakeholders 10

Better Ways Sales Strategies

APRIL 28, 2015

Account Management – Developing long-term, increasingly profitable relationships with the firm’s current accounts and effectively penetrating prospect accounts. Closing and Contracting the business – Ensuring that the business is closed but also, that it is business that can be profitably delivered for both your firm and the client.

Sales 40

Sales Stakeholders Profitability Value Proposition 40

Arpedio

MARCH 27, 2023

Value Proposition 4. Regularly communicate with your team and stakeholders to ensure alignment and identify areas for improvement. The sales technique that works for you today doesn’t necessarily bring any value tomorrow – especially with the introduction of GDPR and its impact on sales teams. Prospecting 2.

Software 52

Software Software Management Sales 52

Arpedio

MARCH 27, 2023

Value Proposition 4. Regularly communicate with your team and stakeholders to ensure alignment and identify areas for improvement. The sales technique that works for you today doesn’t necessarily bring any value tomorrow – especially with the introduction of GDPR and its impact on sales teams. Prospecting 2.

Software 52

Software Software Management Sales 52

Account Manager Tips

OCTOBER 11, 2021

Doesn't communicate Key accounts have vast networks of stakeholders (internal and external). Doesn't understand their value proposition A bad key account manager relies on marketing for messaging. And so they're unable to convince clients of their value. Identify executive stakeholders and assess how they feel about you.

Account Management 246

Account Management Key Account Management Management Suppliers 246

SalesGlobe

FEBRUARY 9, 2022

Entertainment Weekly was scheduled to be profitable after two years, but by year five it was still losing money and Kelly was feeling some pressure. “We Our circulation growth was great, our revenue growth was great, and everybody assumed, ‘Okay, at some point or another we’re going to get to profitability.’”. We made money.

Value Proposition 52

Value Proposition Advertising Sales Profitability 52

Red Star Kim

JUNE 7, 2023

Marketing strategy is the most undervalued skill by businesses, marketers say (marketingweek.com) Value Disciplines: Customer Intimacy, Product Leadership and Operational Excellence When discussing value propositions and competitive positioning at the workshop, we considered the relevance of Treacy and Wiersema’s three strategic choices.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

SmartKarrot

JULY 20, 2020

But in the long run, it would eventually pay off and start reaping more profits as you improve your customer retention rate. You have to continuously demonstrate the value of your product to the customer’s organization. There might be different stakeholders at different levels that you need to interact with.

Customer Success 10

Customer Success Value Proposition Stakeholders Onboarding 10

Red Star Kim

JUNE 27, 2023

You can also promote discussion of “What good looks like” Entrepreneurship – Obtain ideas for new markets to target or gain insights to develop differentiated positioning or value propositions at structured brainstorms. Achieve early sense-checking and promote bold and innovative thinking. What were the main takeaways for delegates?

Leadership 130

Leadership Management Stakeholders Communication 130

Account Management Skills

AUGUST 24, 2021

I’m updating internal and external stakeholders, and all that sort of stuff. And a big customer is anyone who fits in that sort of 80/20 rule, you know, the small number of customers that make up a lot of your revenue and a lot of profits. But it’s a very similar dynamic, I’m still creating a plan.

Account Management 98

Account Management Management Account Planning Co-Creation 98

Red Star Kim

MAY 11, 2023

There’s consideration of corporate and brand purpose beyond growth and profits to sustainability, ethical practice and improving society whilst maintaining consistency and emotional impact (especially the desire to belong and be part of a social group). There are references to multi-branding and co-branding/partnership marketing also.

Management 130

Management Co-Creation Publishing Leadership 130

SmartKarrot

MAY 9, 2022

Represent Customer Success at leadership and executive meetings to deliver organization value proposition to drive new business and positive outcomes. Curate and manage the business messaging to appeal to the appropriate stakeholders. Play a key part in product development providing a voice for customers and stakeholders.

Customer Success 3

Customer Success Value Proposition Onboarding Facilitation 3

SmartKarrot

SEPTEMBER 28, 2021

Oversee CS P&L, Enable and accelerate profitable revenue growth through increasing renewal rates and reducing churn. Influencing future lifetime value through higher product adoption, customer satisfaction, and overall health scores. Apply here: [link].

Customer Success 3

Customer Success Value Proposition Stakeholders Innovation 3