DemandFarm

NOVEMBER 27, 2024

“The leads shared by marketing this month is a gold mine!” “We know the entire journey of this customer, thanks to sales and marketing,” said no customer success manager, ever. The traditional silos between marketing, sales, and customer success is a recipe for disaster. Why is RevOps Valuable for KAMs?

Artificial Intelligence 40

Artificial Intelligence Key Account Management Decision-making Account Growth 40

DemandFarm

NOVEMBER 22, 2024

Strategic Planning Account-specific growth strategy alignment with account goals Collaboration with economic decision makers on long-term objectives Responsiveness to shifts in account strategy 4. Emotional Intelligence (EQ) – Building strong relationships requires empathy and adaptability.

Key Account Management 52

Key Account Management Account Management Management Stakeholders 52

DemandFarm

NOVEMBER 22, 2024

Automation simplifies workflows, ensures consistent content use, and aligns sales and marketing efforts. A well-tuned system can mean the difference between a team that’s reactive and one that’s actively driving account growth. How quickly are new sales reps reaching peak productivity?

Key Account Management 52

Key Account Management CRM Account Management Sales 52

DemandFarm

OCTOBER 8, 2024

Key QBR Metrics to Track: Tracking the following metrics can help you gain valuable insights into the health and performance of your accounts, identify areas for improvement, and make data-driven decisions to strengthen your relationships and drive growth. Content consumption: Track the consumption of marketing materials and content.

Account Growth 40

Account Growth Key Account Management Decision-making Stakeholders 40

Hubspot Sales

OCTOBER 30, 2017

After all, if you look like a sales rep, talk like a sales rep, and act like a sales rep, why are you going by “account growth manager”? Innovating and disrupting how companies market and sell in Latin America and Brazil". It’ll make your prospects trust you less. There’s an easy fix: Use the title your prospects will recognize.

Retail 145

Retail Value Proposition Healthcare Account Growth 145

Account Manager Tips

JULY 22, 2022

Coming up: How to Build a Successful Executive Sponsorship Program JULY 26 I'll be hosting a live workshop to explain how to create an executive partnership program that pairs senior executives with account managers to focus on account growth and retention.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

DemandFarm

OCTOBER 15, 2024

Relationship management , account planning, strategic partnerships, whitespace analysis , sales forecasting, competitive analysis, internal collaboration, executive presentations, tracking account growth… phew! That’s a lot of activities to squeeze in every single day.

Key Account Management 52

Key Account Management Account Management Management Decision-making 52

Account Management Skills

NOVEMBER 21, 2022

This episode is for you if you’re interested in any of the following three areas: You’d like to know what the Client Services Director does in an award-winning digital marketing agency. Now Beth is CSD at digital marketing agency, Hallam. Hallam is a strategic digital marketing agency with a B Corp status.

Digitalization 104

Digitalization Marketing Account Management Leadership 104

Account Manager Tips

OCTOBER 11, 2021

Doesn't understand their value proposition A bad key account manager relies on marketing for messaging. Key account managers have revenue targets too. A big part of the role is account growth and expansion. They don't do their own research. They don't form their own opinions on what differentiates their solutions.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Mike Kunkle

OCTOBER 8, 2023

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

Customer Experience 130

Customer Experience Profitability Decision-making Marketing 130

DemandFarm

DECEMBER 27, 2024

Sales enablement orchestrates product, marketing, and sales alignment while communicating all the amazing work that happens in your company to customers and prospects. Trained on best practices, new products, and evolving market trends. Lets see how a tool like DemandFarm helps in effective sales enablement for key account managers: 1.

Key Account Management 40

Key Account Management Account Management Sales Onboarding 40

Account Management Skills

FEBRUARY 6, 2023

There’s an account growth problem for agencies with hybrid account managers. When I say ‘hybrid’ I mean, you are responsible for account growth but you’re also responsible for delivering projects. Why does it create an account growth problem? Skillset a.

Account Management 52

Account Management Management Account Growth Leadership 52

DemandFarm

DECEMBER 27, 2024

Cognism Cognism helps with sales acceleration for mid-market and enterprise companies. HubSpot though is great for automating sales processes and bringing in alignment to sales, marketing and success teams – its not that great for KAM processes. But can it be used for advanced sales processes like relationship mapping and so on?

Key Account Management 52

Key Account Management Stakeholders Sales Account Planning 52

Account Management Skills

MAY 20, 2024

If you’re an agency owner who wants to stand out in a competitive market, then today’s guest has written an entire book about it. If you want to know the quickest and easiest ways that are working right now for other agencies, check out the details of my Account Accelerator programme. Welcome to Episode 114.

Account Growth 52

Account Growth Client Relationships Marketing Management 52

Arpedio

JANUARY 3, 2024

They are responsible for: Identifying potential leads and nurturing them into clients Executing persuasive pitches and presentations Negotiating contracts to close deals Their goal-oriented approach and sales prowess ensure that the pipeline of new clients remains robust, contributing to the company’s expansion and market presence.

Account Management 52

Account Management Management Acquisition Account Growth 52

Account Management Skills

MARCH 27, 2024

They want more predictable client retention and growth, which is less expensive than pitching for new business. They want to hardwire account growth into the agency’s internal processes so that account growth becomes repeatable. And ultimately, what they are looking for are three things.

Account Growth 52

Account Growth Account Management Acquisition Management 52

Openview

SEPTEMBER 17, 2018

A CEB Gartner study completely contradicts what has been conventional wisdom in SaaS, that strong customer service is a critical part of a sales team’s ability to not just retain clients but grow and accelerate account revenue.

Sales 76

Sales Profitability Account Management Prioritization 76

Account Management Skills

NOVEMBER 8, 2023

My guest is David Meikle , the author of ‘Tuning Up’, a book about improving performance and reducing stress in advertising and marketing.  Welcome to episode 96.

Procurement 52

Procurement Account Growth Account Management Advertising 52

Hubspot Sales

MAY 10, 2018

Sharen Murnaghan , key account growth strategist at HubSpot. So, hiring more AEs was a bad idea at that time, as the primary factor to generate growth in our situation was marketing qualified leads. This doesn’t qualify what you did with the call. Did you get to speak to someone, or did you leave a voicemail?

Sales 111

Sales Decision-making Account Management Negotiation 111

SalesPop

APRIL 30, 2021

You can indicate that, marketing them as an influencer, a decision-maker, an amplifier, a champion, or even a detractor. Once again we’ll quote the RAIN group, from their white paper Competencies of Strategic Account Managers : “If you’re going to drive value proactively, a variety of people will need to do a variety of things.

Account Management 80

Account Management Management Value Proposition CRM 80

Account Management Skills

SEPTEMBER 11, 2023

Listen to the results and study breakdown (512 marketing decision makers) on Drew McLellan’s Agency Management Institute’s podcast. What does this mean for account managers responsible for account growth?: What does this means for you?

Account Management 52

Account Management Management Account Growth Decision-making 52

Account Management Skills

OCTOBER 23, 2023

Benjamin invites us to challenge our beliefs around pitching and giving away your ideas for free which is so typically entrenched in the marketing services industry. It is designed to give those responsible for account growth in the agency the entrepreneurial skills and mindset to support the growth of your client accounts and your agency.

Account Growth 52

Account Growth Account Management Sales Training Marketing 52

Geehan Group

APRIL 7, 2017

Shouldn’t you evaluate how your how you are spending your sales and marketing dollars? Opportunity : Evaluating your sales and marketing mix today re-prioritizing the balance of acquisition to account growth can make a huge difference in top and bottom line results. If that sounds like your firm, don’t fret.

Account Growth 52

Account Growth Acquisition Leadership Profitability 52

Account Management Skills

JUNE 7, 2024

If you’re in agency new business or responsible for account growth I urge you to stop what you’re doing and listen to the interview now (unless you’ve already worked with Tim!). His company ‘B2B Decision Labs’ is the research arm of Corporate Visions and clients include IBM and Deloitte.

Account Management 52

Account Management Account Growth B2B Management 52

Account Management Skills

FEBRUARY 15, 2024

But if you want client relationship longevity and account growth, delivering a good service on time and on budget, and giving the client a great experience, is only the beginning. Loyalty to your relationship is one thing but your client’s survival (in their position/market/industry) is another.

Account Management 52

Account Management Management Account Growth Client Relationships 52

Account Management Skills

MAY 14, 2024

My one year Account Accelerator [TM] training and coaching programme is designed to give those responsible for account growth the entrepreneurial skills to support the growth of your client accounts and your agency.

Account Management 52

Account Management Meetings Management Suppliers 52

Account Management Skills

FEBRUARY 22, 2024

Clients want account managers to: Understand their goals, problems and world to be able to “walk in their shoes” and bring relevant solutions Take an interest in their product, company, business, market and customer so they can be more consultative Have a unique, critical perspective.

Account Management 52

Account Management Management Client Development Account Growth 52

Mike Kunkle

NOVEMBER 23, 2023

Despite a hodge-podge of definitions in the market, we know that sales enablement is the act of providing sales reps with the knowledge, skills, and resources they need to achieve the highest-possible levels of sales effectiveness and to achieve organizational goals.

Sales 130

Sales Finance Profitability Decision-making 130

Arpedio

JUNE 1, 2023

The ability to adapt and change as a cohesive and coordinated team, working with our customers in our markets is rapidly becoming the most important skill in any organization, in any industry. This further emphasized the importance of proactive and regular customer engagement to drive account growth. We need to set the example.

Co-Creation 52

Co-Creation Account Management Account Planning B2B 52

Account Management Skills

APRIL 4, 2024

I see examples of this all the time from participants on my Account Accelerator programme who are positioning themselves more like business advisors than service providers. Client addresses a business problem & sees an ROI on the agency relationship.

Account Management 40

Account Management Management Account Growth Client Relationships 40

Arpedio

JANUARY 5, 2024

Defining Account Management At its core, account management is the professional process focused on maintaining and expanding relationships with existing company clients. The amalgamation of account management and customer success shapes a customer-centric culture that resonates throughout the organization.

Account Management 52

Account Management Customer Success Management Energy and Utilities 52

Account Manager Tips

NOVEMBER 9, 2020

Operating a business costs money, not to mention market forces over which you have no control. While you're at it, let them know your vision for the future and that there's more to come. Don't apologise Be sympathetic and sensitive to the impact of a price increase, but don't apologise for it. why would your client.

Negotiation 130

Negotiation Account Management Key Account Management Communication 130

The Center for Sales Strategy

OCTOBER 15, 2018

Many years ago, I talked with the owner of a specialty grocery store in Columbus, Ohio called The Hills Market. During this conversation, I learned about the term “ giving customers the finger.”.

Marketing 75

Marketing Account Growth Management Sales 75

DemandFarm

MAY 12, 2023

Originally published in Forbes Business Development Council Traditionally, one of the core concepts of sales and marketing is the sales funnel through which companies are supposed to move prospects from awareness through consideration to engagement, and finally to purchase. This stream is also the biggest contributor for the account growth.

B2B 52

B2B Key Account Management Account Management Manufacturing 52

Sales Management Matters

JULY 15, 2019

Most of the sales would happen if the account manager wasn’t there. You really want to incentivize account growth. This can be lower (50% of target) or higher (80% of target) depending on the nature of challenge in the market. You don’t really want to reward the seller for these sales.

Account Management 64

Account Management Account Growth Sales Management Management 64

KAMCast

OCTOBER 27, 2021

Thus providing higher levels of value to your key account customers and ultimately creating more opportunities for account growth? Thus providing higher levels of value to your key account customers and ultimately creating more opportunities for account growth?

Account Management 40

Account Management Key Account Management Onboarding Account Growth 40

Janek Performance Group: Account Planning

JULY 25, 2023

More specifically, here are the key benefits for your organization: Maximize revenue Improve customer satisfaction Boost customer retention Provide a roadmap for account growth One major advantage of increasing business with existing accounts is cost. Here, alignment between sales and marketing is key to account planning.

Account Planning 52

Account Planning Prioritization Decision-making Organization 52