Upland

MAY 18, 2023

Account planning and effective account management strategies are about much, much more than your key accounts. That said, any account manager worth their salt has a strategy for their key accounts. And it should almost always look different to their strategy for smaller accounts. There are many reasons for this.

Key Account Management 195

Key Account Management Account Management Management Account Planning 195

Account Manager Tips

OCTOBER 28, 2022

Here are the book recommendations for October 2022. We Need to Talk: How to Have Conversations That Matter Why this book? Insight Selling: How to sell value & differentiate your product with Insight Scenarios Why this book? Why this book? Why this book? Table of Contents.

B2B 130

B2B Key Account Management Account Management Leadership 130

Upland

APRIL 20, 2023

You need a strategy to defend and grow revenue in not only key accounts, but in every account. Here’s where having a sales account management strategy becomes indispensable. In fact, many successful sales teams have a robust qualifying process to ensure they are going after the deals that matter. How do we know this?

Account Management 195

Account Management Management Account Planning Decision-making 195

Upland

MARCH 2, 2023

To get it right, however, they need not only Salesforce and the right strategies and methodologies in place – they need the right account planning technology. Why Account Planning in Salesforce? Integrations with popular collaboration tools can be beneficial here. The CRM is vital to the sales process.

Account Planning 195

Account Planning CRM Account Strategy B2B 195

Upland

APRIL 5, 2023

The ability to hunt and tackle deals alone is no longer as profitable as it once was. Here are a few reasons why. The key here is to estimate your desired level of influence carefully and realistically. Sadly, the lone wolf is quickly finding that the modern B2B buying world is slipping out from under them.

B2B 195

B2B Advertising Decision-making Stakeholders 195

Customer Think

NOVEMBER 30, 2023

That’s why it’s essential to have strategies in place to prevent these technical hiccups. Here are five clever ways to keep your customer service team running smoothly, no matter what […] Any downtime due to IT issues can lead to lost productivity, frustrated employees, and unhappy customers.

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Mike Kunkle

NOVEMBER 26, 2022

Here is what Felix had to say when we launched: Why Did We Create this Learning Experience? . Here are three of the key reasons we’ve created this course: Businesses are investing heavily in enablement, yet many are struggling to achieve advanced maturity levels and move the needle on the metrics that matter most.

Sales 200

Sales Leadership Transportation Sales Training 200

Red Star Kim

MARCH 30, 2023

So here is an overview of the new Leadership Development Programme from the Managing Partners’ Forum – Consensus through Collaboration. Why is the Managing Partners’ Forum Leadership Development programme different?

Leadership 130

Leadership Emotional Intelligence Digital Transformation Management 130

Account Manager Tips

NOVEMBER 19, 2022

Keep it simple - who you are and why you're there. Which option is the best course of action and why? The reasons are many: relationship building; confirmation of strategy or tactics; seeking clarity to help deal with uncertainty; advice on decisions; get a decision changed; inform; educate; get action. We've all been there.

Value Proposition 246

Value Proposition Decision-making Shareholders Government 246

Holden Advisors

FEBRUARY 18, 2022

Why is it that sometimes CX pays off and other times it doesn’t? In this case, the only thing that matters is the price. The key here is to try and understand which of the other 3 buyer types they REALLY are and play your hand accordingly. Here’s an example. Companies spend $8.7B But this may not always be true.

Customer Experience 195

Customer Experience Negotiation Decision-making Small Business 195

Red Star Kim

NOVEMBER 9, 2023

Being easy to read, short and jargon-free The Strategy Book (FT Publishing, 2012) is a considerable achievement bearing in mind the subject matter. I deliver and facilitate strategy workshops and it’s always good to be able to recommend strategy books to delegates. The brief strategy stories bring his ideas to life.

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

PandaDoc

MAY 13, 2024

Psychological triggers, such as reciprocity, scarcity, and social proof, can boost your sales strategies. Why does it matter? Why do people buy? Ever wondered why some businesses can easily sell off high-priced products while others struggle with closing deals on similar, more affordable options? Is it pure luck?

Emotional Intelligence 52

Emotional Intelligence Decision-making Sales e-Learning 52

Red Star Kim

JULY 25, 2023

So here is an extended book review – Why has nobody told me this before? Focusing on what you are not supposed to do turned out not to be a helpful strategy. Here the author looks at coping strategies – where you feel emotions in your body, how they relate to thoughts and the impact of acting on your initial urge.

Decision-making 246

Decision-making Emotional Intelligence Management Construction 246

Red Star Kim

DECEMBER 12, 2023

The further ahead we can see – or anticipate – those changes, the greater the likelihood that we can align internal aims with external challenges and create a strategy that moves us effectively and efficiently towards achieving our goals. Asking “Why?” Then I asked “Why?” So we need a strategy. I listened. Dig deeper.

Marketing 130

Marketing Emotional Intelligence Management Leadership 130

Mike Kunkle

AUGUST 8, 2023

Let’s dive into the key barriers that often hinder sales leaders from reaching the full potential for their sales forces and explore strategies to break through these limitations. Fragmented customer experiences, misaligned strategies, increased friction for customers, and unfulfilled revenue potential. The result?

Sales 188

Sales Prioritization Innovation Leadership 188

Account Manager Tips

OCTOBER 11, 2021

15 Reasons Why You Might be a Bad Account Manager Bad key account managers fail to build business relationships and achieve results. Here are fifteen signs you might be a bad key account manager and how to turn yourself into a good one. Account plans are help you define your key account strategy. Where are we? Internal teams.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Account Manager Tips

MAY 25, 2021

Before we get to that, let me explain how key account management became a business strategy. You must align everyone in the supplier organization to your key account management strategy and put supporting processes in place. Otherwise, your strategy will be in trouble. Why Your Strategy is in Trouble & How To Fix It.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Account Manager Tips

MARCH 3, 2021

Ronni Gaun, a top 100 CS strategic strategist in 2020 explains why customer success matters and why the revolution is just beginning. Why customer success is important Sometimes a career chooses you Ronni didn't choose customer success; it chose her. It's really about why. What matters most? Click to Tweet.

Customer Success 200

Customer Success Key Account Management Account Management Management 200

Red Star Kim

FEBRUARY 8, 2024

I’ve summarised the key points here as a supplementary learning resource for the delegates. And I’ve noted the highlights of the sessions by other speakers (How the BD function can be more influential, Rethinking your online strategy, Digital marketing maturity and Best practice for KAM) below.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Mike Kunkle

MAY 30, 2023

There are also other factors at play, such as product-market fit, strategy, the chosen sales model, organization design, or lack of top-down support, that also influence our work. If I’m talking to my senior sales leader, Frank, about this, here’s what it might sound like. But must consider the outputs of your above SISOSIG analysis.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

OnStrategyHQ

MARCH 26, 2024

Our team at OnStrategy is incredibly passionate about the power of AI as a mission multiplier because, as practitioners of strategy implementation, we have seen firsthand the power and the possibility it has on organizational transformation. Play Watch the video Check out our other whiteboard session videos on all things AI Strategy!

Value Proposition 52

Value Proposition Artificial Intelligence Cybersecurity Decision-making 52

Hubspot Sales

OCTOBER 18, 2022

In HubSpot's recent Sales Strategy Survey of over 1,000 salespeople, we asked real sales managers about the metrics they track to gauge their reps' activity and effectiveness. Why is it important? That's why managers want their salespeople to stay on top of contributing to and making effective use of the organization's CRM.

Management 119

Management CRM Leadership Sales 119

Account Manager Tips

AUGUST 14, 2022

Strategy 8. When that happens you have to adapt your strategy, tell people about the changes, and make them happen. That's why emotional intelligence is an essential skill. Strategy Key account managers help their clients reach their business goals. Related courses: Foundations of Strategy. Creativity 2.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Mike Kunkle

NOVEMBER 21, 2023

To offset this risk, and capitalize on the new business development strategy, you have been charged by the CRO in supporting the creation of a team of hunters that the CRO is referring to as “Big Game Hunters.” Insert dramatic pause here] But, what should we do, and how should we prioritize it?

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Account Manager Tips

OCTOBER 21, 2021

7 Reasons Why Clients Ghost You (and What to Do About It) When clients don't return your calls or messages, it can feel like they're ghosting you. So if you're struggling to connect with your clients, let's take a closer look at what's going on, why you get ghosted and what to do about it. Why don't clients answer you?

Key Account Management 246

Key Account Management Client Relationships Negotiation Suppliers 246

Account Manager Tips

MARCH 23, 2021

Why large accounts are not key accounts Key accounts are your most valuable customers, and organisations frequently rely on volume to identify them. Which is why key account management is so important. Harmony Score clients based on how well they fit your solution, your culture and your business strategy. Click to Tweet.

Co-Creation 227

Co-Creation Key Account Management Account Management Suppliers 227

Mike Kunkle

NOVEMBER 23, 2023

This is why Buyer Acumen is the first block in the Building Blocks of Sales Enablement framework. What really matters is the improvement that can be reasonably attributed to your enablement and performance improvement efforts. Here are some additional tips for measuring the ROI of your sales enablement program: Set realistic goals.

Sales 258

Sales Finance Decision-making Profitability 258

Hubspot Sales

JANUARY 30, 2023

In this post, you’ll learn why networking is important and how to network effectively based on your unique needs. Why Networking Matters 9 Networking Stats to Know Networking Best Practices Why Networking Matters Why Networking Matters Many of the benefits of networking seem obvious. Be strategic.

Construction 91

Construction Media Communication Meetings 91

OnStrategyHQ

DECEMBER 20, 2023

A great strategic plan defines where your organization is going, how you’ll win, who must do what, and how you’ll review and adapt your strategy development. Part of that journey is the strategy built during strategic planning, and part of it is execution during the strategic management process.

Value Proposition 98

Value Proposition Facilitation Decision-making Organization 98

Account Management Skills

DECEMBER 7, 2023

You can tune in to this short episode here. Therefore being organised matters. Preparedness matters. Professionalism matters.

Account Management 52

Account Management Meetings Management Suppliers 52

Envisio

JANUARY 24, 2024

At Envisio, we believe in the transformative power of reading … which is why we’ve gathered together a list of the best strategy books! Reflecting on the success of our previous recommended reads of the best strategy books to read in 2022 , such as W. Doesn’t sound like a strategy book on the surface does it?

Government 105

Government Leadership Innovation Decision-making 105

CMOE

MAY 19, 2022

You can’t have strategy without leadership. Strategy formulation requires a clearly defined vision, long-term goals, useful tools, and a plan to win. But without the guidance of an insightful leader who can drive the process, it is difficult to make any strategy a reality. Why Does Strategic Leadership Matter?

Leadership 128

Leadership Innovation Decision-making Organization 128

OnStrategyHQ

FEBRUARY 18, 2022

Great leaders communicate [and overcommunicate] about where an organization is going and why. It often creates anxiety, but we’re here to help you understand the basics of vision statements, how to write them, and how you can identify your future state. Why does that matter? Why does that matter??.

Organization 97

Organization Stakeholders Innovation Communication 97

Account Manager Tips

AUGUST 31, 2022

When clients say "price" they really mean value How to differentiate through value Steps to stand out from the competition World Letter Writing Day Workshop: How to successfully execute a negotiation strategy In other news Quote of the week. Target the metrics that matter and align with how your client measures success.

Value Proposition 130

Value Proposition Negotiation Key Account Management B2B 130

Brooks Group

MARCH 28, 2024

Why is selling to the C-suite so critical? Senior leaders control budgets, set strategy, and have the authority to champion major initiatives across the organization. To successfully sell at this level, you need to adapt your strategies. Their main concern: “How will it benefit our long-term business strategy?”

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

SuperOffice

JULY 5, 2022

The strategies differ depending on who you want to communicate with. Now you know who you want to communicate with, the next step is to execute on a marketing strategy that’s relevant to them. That’s why you need to set a goal. There’s two types of B2B marketing strategies - acquisition and retention.

B2B 129

B2B Marketing Acquisition Media 129

Hubspot Sales

NOVEMBER 8, 2021

Here are some key tips and tricks you can leverage to make sure you and your reps thrive this holiday season. Every December, I ran a holiday competition for my team — a strategy passed on to me from my manager when I was a sales rep. Develop a strategy with your team regarding companies they want to send gifts to.

Communication 135

Communication Prioritization Meetings Management 135