November, 2022

How to Create an Insanely Easy Strategic Account Plan + Template

Account Manager Tips

Table Of Contents. Strategic account planning process 1. Have a conversation with your client Where are we? Where do we want to go? What changes have to be made? How should changes be made? How should progress be measured? Evaluate and prioritise your goals 3.

The Essential Seven Factors for Unlocking Strategic Account Growth

Strategic Account Management Association

Seven key drivers of strategic account management to helps SAMs leverage customer insights and co-create value in the face of industry disruptions. The post The Essential Seven Factors for Unlocking Strategic Account Growth appeared first on Strategic Account Management Association.

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PM Conference Report 2022: Strategy implementation, Employer Value Propositions (EVP), Storytelling and Client Feedback

Red Star Kim

This article was published in the latest edition of PM Forum Magazine. PM Conference Report 2022: Strategy implementation, Employer Value Propositions (EVP), Storytelling and Client Feedback. The event took place on September 29 th 2022.

Peer Coaching for Key Account Managers

Kapta

Top Key Account Managers (KAMs) continually build their skills and knowledge. Research shows that without consistent coaching, feedback, and reinforcement, KAMs will quickly forget what they learn. Strategic Account Management Account Management Quarterly Business Reviews Key Account Management

The 2023 Supply Chain Crystal Ball: Challenges and Solutions

Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst

Curious to know how your peers are navigating ongoing disruption? In this webinar, you’ll gain actionable insights from Olivia Montgomery as she walks us through Capterra’s extensive research on how businesses - notably small and midsize businesses - are addressing supply chain challenges in 2023.

Latest Podcasts: Four Perspectives on Leadership

Force Management

Business leaders in all stages of their career can benefit from self-reflection and improvement. That's why Revenue Builders hosts John McMahon and John Kaplan get real with leaders from all backgrounds and with many different paths to success.

Improving Digital Conversations and Sales

The Center for Sales Strategy

Imagination. It’s a wonderful thing as a child, but as an adult, it can often keep you from engaging in specific scenarios. I see it often from media sellers when it comes to being asked to sell new digital solutions… “if I engage in this conversation, what if they ask me… fill in the blank.”.

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The Acumen Sextet: An Evergreen Framework for Account Management and Customer Success

Strategic Account Management Association

Six skill sets that capture what account managers must master to do right by their own firms and their customers. The post The Acumen Sextet: An Evergreen Framework for Account Management and Customer Success appeared first on Strategic Account Management Association.

20 insights on change management processes and communication

Red Star Kim

I facilitated an inhouse change management workshop for a law firm recently. We looked at change management through the lens of both individual and organisational change. And we used two of their planned change projects to consider the issues and to test out and apply the various techniques.

Coaching Tips for Account Managers | Key Account Management

Kapta

Developing a key account management program is a worthwhile effort, given the fact that key accounts can represent 30 to 50 percent of revenue and margin for many companies. So, retaining these top accounts is essential in an increasingly competitive marketplace. Key Account Management

3 Behaviors That Can Impact Your Sales Numbers This Quarter

Force Management

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness.

Intent Signal Data 101

Intent signal data helps B2B marketers engage with buyers sooner in the sales cycle. But there are many confusing terms used to describe intent data. Read this infographic to better understand three common areas of confusion.

How to Approach Setting Realistic Sales Goals in 2023

The Center for Sales Strategy

Setting meaningful as well as realistic goals is a skill that all sales leaders know is crucial. When looking at sales goals, let’s clarify that they need to be both meaningful, with a focus on hard, not vanity, metrics.

B2B Book Club Selection (November 2022)

Account Manager Tips

Listen to this article. Every month I share a selection of popular titles to help with your professional development as a key account manager. Here are the book recommendations for November 2022. Table of Contents. Great on the Job: What to Say, How to Say It. The Secrets of Getting Ahead.

Staying to the Left of the Sales Pendulum

Software Sales Guru

Staying to the Left of the Sales Pendulum If you’re desperate to make something happen, and you try to control events and people, you push away the people you want to influence and you prevent the desired outcome.

Soft skills revisited – with a leadership perspective

Red Star Kim

This article “Soft skills revisited – with a leadership perspective” has just been published on Lexology. Back in July 2020 I shared some research insights from my book “ Essential Soft Skills for Lawyers ” which generated significant interest – not least from the associated nine-minute video explaining “soft” skills featuring the Worry Monster.

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

A Market Is Thriving Somewhere

Engage Selling

????????? If you’re struggling in a market you’ve traditionally sold into, look for adjacent markets, ask for referrals to a different side of the business, and work with industries you’re … Read More. The post A Market Is Thriving Somewhere first appeared on Colleen Francis - The Sales Leader.

Manage Deals to a Successful Close in a Shifting Economy

Force Management

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness.

6 Weeks to Impact 2023

The Center for Sales Strategy

This is the glorious time of year when most leaders are engulfed in budgets, planning, meetings, and deadlines. With less than six weeks until 2023, let’s dive into a few things to check off or add to your list. sales and marketing alignment leading indicators

10 Steps to Win Over Your Client’s New Procurement Team

Account Manager Tips

New procurement teams introduce big challenges and new opportunities into the customer relationship. As a supplier you need to adjust fast and build a foundation of trust. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents.

A Deep Dive Into Supply Chain Strategy: Why Yours Isn't Working

Speaker: Michelle Meyer, Founder and CEO of MatterProviders

Michelle Meyer is here to walk you through the future of supply chain strategy, and why your current approach is probably not working. In this exclusive webinar, she will explore ways to develop and perfect your new supply chain design in this post-pandemic era of economic uncertainty.

8 Reasons to Invest In Your Strategy Execution

SME Strategy

Your organization's success depends on its ability to execute on your strategic plan. Implemeting your strategic plan on your own can be difficult. Because you are busy working in the business that it's hard to make time to work on the business.

The 6 Motivators That Inspire Reps to Action

Brooks Group

“There is only one way to get anybody to do anything, and that is by making the other person want to do it”. Dale Carnegie. Using Motivation To Create Inspiration. People often conflate the words motivation and inspiration. Motivation is external.

Sales Math You Can’t Afford to Ignore

Engage Selling

????? In order to be successful in sales, you have to understand sales math. What is sales math? It is about understanding your conversion ratios in two areas. The post Sales Math You Can’t Afford to Ignore first appeared on Colleen Francis - The Sales Leader.

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The importance of using video in sales emails

Crank Wheel

Why should you use videos in sales emails? Read on to find out more

Sales 83

How to Gain a Competitive Edge: A Deep Dive Into Supplier Diversity Programs

Speaker: Rod Robinson - SVP of the Supplier Diversity Practice, Insight Sourcing Group

In this exclusive webinar, Rod Robinson, SVP of the Supplier Diversity Practice Lead & Center of Excellence, dives into the key benefits corporations are seeing emerge from their supplier diversity programs and how you can gain invaluable competitive advantages with a supplier diversity program of your own.

Round Peg, Square Hole: How to Know If You Have the Right People in the Right Places

The Center for Sales Strategy

We have all heard the expression, “As impossible as trying to fit a round peg into a square hole.” A simple statement yet one that perfectly captures the challenge of making a match where there isn’t one.

Are You Letting Your Clients Slip Away? 12 Tips to Keep in Touch

Account Manager Tips

The key to a healthy, mutually beneficial relationship with clients is simple: stay in touch. Follow these tips to make sure your clients don't slip away. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents.

Ditch the Script—and Transform Customer Experience

Vantage Partners

Change Management & Organizational Transformation

Why IMPACT Works

Brooks Group

This article was largely inspired by the past writings and videos of The Brooks Group’s Founder, Bill Brooks. It is our honor to further his legacy by sharing his timeless teachings with you today. A Brief History of the IMPACT Selling ® System.

The Modern Supply Chain: Global Challenges and Best Practices

Speaker: Bart Huthwaite - Principal, RSM, Operations and Supply Chain

Fueled by innovation and modernization, Bart Huthwaite will unpack how developing and improving your resilience and adaptability will future-proof your global supply chain and set you up for long-term success.

How to Stand Apart

Engage Selling

?????????? HOW you do something is just as important as WHAT you do. Here’s what I mean and why it’s crucial in this marketplace. The post How to Stand Apart first appeared on Colleen Francis - The Sales Leader.

Do They Even Want Coaching From You?

Revenue Storm

The shock showed on my face when the strategic business unit leader I worked for 20 years ago said in the middle of a conversation, “…for example, I coach you all the time.”. To my knowledge, I had NEVER been coached by this leader nor would I WANT coaching from this leader.

I Have Open Sales Territories And Recruiting is Challenging. What Are My Options?

The Center for Sales Strategy

Most people in hiring roles are having the conversation: How am I going to find someone to fill my vacant roles? The problem is real, and for some, it’s overwhelming. Here are four options to consider. recruitment

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How Data Analysis is Changing Key Account Management

Account Manager Tips

How Data Analysis Adds Value to Key Account Management Data analysis has quickly become a valuable tool for just about every type of business. The more data you generate and process, the bigger the opportunity for data analysis and management.

The Supply Chain & Logistics Journey: Humble Beginnings, Troubled Present, Amazing Future

Speaker: James A. Tompkins, Ph.D.

This presentation provides a brief overview of where supply chains have been and their current status, then dives deep into the incredible role that supply chains will play going forward.