Account Manager Tips

MAY 25, 2021

As a result, organizations accelerated revenue and retention. Implementing key account management Like the salesperson that came before them, key account managers can't do it all. You must align everyone in the supplier organization to your key account management strategy and put supporting processes in place.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Mike Kunkle

OCTOBER 8, 2023

Nowhere is this truer than with the commercial organization. It shifts the focus from “revenue enablement” (which – I’m sorry – is internal, seller- and company-centric) to the broader functions of the commercial organization, in a more buyer- and customer-centric paradigm. One that I will expand over time from this foundation.

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

DemandFarm

NOVEMBER 22, 2024

They create trust-based connections by mapping out and understanding key stakeholders, tracking team shifts, and staying updated on client organization changes. Cultural Fit: Do they understand the importance of stakeholder alignment, including champions and detractors, within each client organization?

Key Account Management 52

Key Account Management Account Management Management Stakeholders 52

DemandFarm

NOVEMBER 22, 2024

A well-tuned system can mean the difference between a team that’s reactive and one that’s actively driving account growth. Automation elevates this by streamlining processes, freeing up reps to focus on high-value activities like building relationships and uncovering growth opportunities.

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. Growth in partnerships and long-term success depends on this alignment.

Account Growth 40

Account Growth Key Account Management Decision-making Stakeholders 40

DemandFarm

NOVEMBER 27, 2024

Organizations that invest in RevOps report a 30% reduction in go-to-market expenses. Here’s how: Whitespace Identification: AI ranks leads by conversion likelihood, helping KAMs focus on high-potential accounts and uncover untapped opportunities.

Artificial Intelligence 40

Artificial Intelligence Key Account Management Decision-making Account Growth 40

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

Account Manager Tips

OCTOBER 11, 2021

If many customers say the same thing, then organize feedback by theme or category. Productivity apps like ClickUp help you stay organized and accountable. Bad key account managers don't prepare. Key account managers have revenue targets too. A big part of the role is account growth and expansion.

Account Management 246

Account Management Key Account Management Management Suppliers 246

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 Manager Tips

AUGUST 14, 2022

What qualifications do I need to be a key account manager? Key account manager attributes Key account managers are responsible for everything to do with the customer lifecycle. From service delivery to account growth, to customer retention, and everything between. 7 Awesome Tools Every Key Account Manager Needs.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

DemandFarm

DECEMBER 27, 2024

This allows you to uncover areas for upselling and cross-selling, driving incremental growth. Relationship Mapping Visualize stakeholder connections and influence within an organization. This helps KAMs see who is connected with whom within the organization. Why Does It Matter?

Key Account Management 52

Key Account Management Stakeholders Sales Account Planning 52

Mike Kunkle

OCTOBER 8, 2023

Nowhere is this truer than with the commercial organization. It shifts the focus from “revenue enablement” (which – I’m sorry – is internal, seller- and company-centric) to the broader functions of the commercial organization, in a more buyer- and customer-centric paradigm. One that I will expand over time from this foundation.

Customer Experience 130

Customer Experience Profitability Decision-making Marketing 130

The Center for Sales Strategy

AUGUST 10, 2021

In fact, client retention is a true measure of the experiences an organization delivers to its clients. Client retention is and will always be pivotal for the success of businesses. Based on these experiences, clients or customers decide if they want to continue business with a given firm or not.

Profitability 123

Profitability Organization Account Growth 123

SalesPop

APRIL 30, 2021

Guided by both the industry and the CRM solutions they were using, businesses and organizations never really dug into real account management. This might have been because account management is more complex—selling to customers can be more detailed—but on the other hand, it’s much more rewarding.

Account Management 80

Account Management Management Value Proposition CRM 80

Arpedio

JANUARY 3, 2024

Understanding the Roles in Business Hierarchies The efficacy of client services within any organization relies on a well-structured business hierarchy. Evidently, while both account executives and account managers share the common goal of maximizing client value, their role-specific tasks require distinct skill sets and strategies.

Account Management 52

Account Management Management Acquisition Account Growth 52

Sales Readiness Group

JANUARY 5, 2022

Given the number of challenges sales organizations have encountered during the Covid pandemic, it is easy to lose sight of the importance of focusing on customers’ needs and priorities. While there are numerous distractions (personal and professional), organizations that are customer-driven have emerged stronger than ever.

Supply Chain 62

Supply Chain Sales Account Growth Decision-making 62

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. To do this, build detailed customer profiles for all company accounts.

Sales 76

Sales Profitability Account Management Prioritization 76

Revegy

MAY 14, 2018

Moreover, companies that use a solution designed specifically for account planning have an 11-point advantage over those using manual efforts and a 9-point advantage over those using homegrown or CRM applications. What would a 9 to 11-point increase to your key account growth mean for your organization?

Co-Creation 53

Co-Creation Key Account Management Account Management Account Planning 53

DemandFarm

DECEMBER 27, 2024

With DemandFarm, your sales team can access all account-related resourcesstakeholder org charts, relationship maps, or account plans at a single place. Everything is neatly organized and always up to date, so your team can spend less time searching and more time selling.

Key Account Management 40

Key Account Management Account Management Sales Onboarding 40

Revegy

OCTOBER 16, 2018

While CRMs can serve as the global warehouse for customer data, they were not purpose built for KAM and they alone do not provide the actionable intelligence required to drive key accounts growth. Why CRMs Alone are not Adequate for Key Account Management. Empowers account managers to drive key account growth.

Key Account Management 40

Key Account Management Account Management CRM Management 40

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

The Center for Sales Strategy

NOVEMBER 27, 2018

Sometimes that works out, but too often it translates into prospects that do not have the resources to be a key customer in your organization. They let their own preferences dictate who they pursue.

Sales Management 83

Sales Management Organization Management Sales 83

SalesGlobe

SEPTEMBER 12, 2023

Aspirational Account Planning is a living process that begins with a strong foundational methodology, team engagement, and ongoing points of accountability and adjustment to exceed your account growth goals. Aspirational Account Planning is a way of thinking: Big with the customer.

Account Planning 52

Account Planning Procurement Decision-making Manufacturing 52

Arpedio

JANUARY 5, 2024

By differentiating the nuanced approaches of each discipline, organizations can refine their strategies to ensure not just satisfaction, but success—an outcome that both secures brand loyalty and drives competitive advantage. This sets the benchmark for exceptional service standards that not only meet but exceed customer expectations.

Account Management 52

Account Management Customer Success Management Energy and Utilities 52

The Center for Sales Strategy

APRIL 10, 2019

Spring is in the air, and perhaps it is time for some Spring cleaning in your sales organization. A great place to start is your master account list. Is your account list a mess? Perhaps bloated and out of date? If so, follow these 10 steps to clean it up and get things back on track.

Organization 74

Organization Sales Account Growth Management 74

PandaDoc

APRIL 21, 2023

However, this is sometimes easier said than done, and many sales organizations struggle to develop a strategy that gets real results. Benefits of implementing successful account management strategies Successful account management strategies enable you to build win-win alliances with your most significant clients.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

Janek Performance Group: Account Planning

JULY 25, 2023

All sales organizations need new business to thrive and grow. As such, they often prioritize new accounts. Clearly, in times like these, organizations cannot just rely on new business to generate revenue. With account planning, you identify and target potential sales opportunities within existing accounts.

Account Planning 52

Account Planning Prioritization Decision-making Organization 52

Mike Kunkle

NOVEMBER 23, 2023

Outcomes Increased sales: The most obvious way to measure the effectiveness of your sales enablement program across the organization is to track the increase in sales. This should also allow you to correlate stick rates/customer retention improvements, reduced churn, and account growth.

Sales 130

Sales Finance Profitability Decision-making 130

The Center for Sales Strategy

AUGUST 13, 2018

The majority of sales organizations are obsessed with new business because of one reason: they do a terrible job of keeping and growing existing business (AKA: customers). World-class sales organizations segment them like this: Facts Behind the Myth. Not all customers are created equal.

Organization 64

Organization Management Sales Account Growth 64

ProlifIQ

APRIL 3, 2023

Account Action Plan Relationship Mapping: Understanding who the main decision-makers in your key accounts are is critical. One key account planning tool is multi-threading. Strategic account planning (top 5-10% of your accounts) will have clear visuals and reporting on where the best opportunities are for account growth.

Account Planning 52

Account Planning Stakeholders CRM Decision-making 52

Janek Performance Group: Account Planning

OCTOBER 25, 2023

However, according to Gartner , 51 percent of sales leaders agree account management channels fall short. They do not meet cross-selling and account growth targets. Clearly, sales organizations need to improve account planning. This includes knowing their organization, industry, and ability to pay.

Account Planning 52

Account Planning Decision-making Communication B2B 52

Janek Performance Group: Account Planning

JULY 13, 2021

One of the buzzphrases swirling around the sales stratosphere over the last few years is Strategic Account Management, or SAM. It may play a major role in ensuring the long-term viability of your organization. What is Strategic Account Management? Why should we use strategic account management?

Account Management 52

Account Management Management Account Planning Interpersonal Skills 52

ProlifIQ

JUNE 21, 2023

By focusing on these key accounts, businesses can get more return on investment and establish long-term partnerships. A successful strategic account management strategy begins with a deep understanding of the role strategic accounts play in an organization’s success.

Account Management 52

Account Management Management Account Planning Stakeholders 52

ProlifIQ

AUGUST 17, 2023

Identifying Potential Growth: Gartner reports that by 2023, 80% of a company’s future revenue will come from just 20% of its existing customers. This statistic underscores the importance of identifying the next growth engine within an existing organization. Multi-threading ensures continuity in the sales process.

Acquisition 52

Acquisition Customer Success Stakeholders Profitability 52

Sales Management Matters

JULY 15, 2019

In designing a sales compensation plan, organizations attempt to match the role and opportunity. Most of the sales would happen if the account manager wasn’t there. You really want to incentivize account growth. Cap : the point above which there is no further payout, irrespective of further sales by sellers.

Account Management 64

Account Management Account Growth Sales Management Management 64

Mercuri International

MAY 23, 2023

Set objectives & strategy A SAM should create a sensible and sustainable strategy for strategic accounts, help develop the account plan, and build buy-in across the organization. AI tools to augment the SAM might include: Embedded tools to predict strategic account growth areas. Account-based marketing.

Artificial Intelligence 52

Artificial Intelligence Value Proposition Account Management Co-Creation 52

DemandFarm

MAY 12, 2023

For such organizations, winning the deal is only the beginning. In certain cases, Key Accounts are further identified which are given additional attention. Depending on which of the four sources contribute to the most revenue in your organization, the approach changes. The approach to each of these revenue streams is different.

B2B 52

B2B Key Account Management Account Management Manufacturing 52