Arpedio

JANUARY 11, 2023

How to Succeed With Account Management. Let’s show you how to get the most out of your account management! In this blog, we’ll break down the concept of account management, and why it’s so important in order to drive a successful business in today’s increasingly complex B2B industry. Back to blog.

Account Management 52

Account Management Management Key Account Management B2B 52

PandaDoc

APRIL 21, 2023

Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value. Let’s examine what strategic account management is and the best ways to approach it.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

ProlifIQ

OCTOBER 4, 2023

Where To Start In the complex world of B2B sales and account management, success hinges on the ability to develop and execute a robust account management strategy. What It Is Account management strategy is the roadmap that guides your interactions with key accounts.

Account Management 52

Account Management Management Account Planning Key Account Management 52

DemandFarm

APRIL 26, 2023

Key Account Management (KAM) focuses on building long-term relationships, and aims to improve customer satisfaction – especially in a B2B scenario. A key account manager’s primary responsibility is ensuring that the needs of key clients are met, and that they remain satisfied with the company’s products and services.

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52

DemandFarm

APRIL 18, 2023

A connected apps ecosystem in key account management involves the integration of your digital key account planning tool with other tools in your sales tech and marketing tech stack. How does sales enablement currently manage this data? Does it become overwhelming for the sales team?

Account Management 52

Account Management Digitalization Management Account Planning 52

Jermaine Edwards

MAY 27, 2020

When I started out in sales I was told to do customer research. Some account managers and key account managers can get paralysed by over research. They are: Market Impact (I) Market Change (C) Market Strategy (S). No one told me what I should be researching, why and how I should use it. Market Impact (I).

Key Account Management 195

Key Account Management Account Management Innovation Suppliers 195

Revegy

MAY 24, 2023

What is Strategic Account Management and Why It Matters Strategic Account Management (SAM) manages and grows relationships with an organization’s most critical and high-value customers.

Account Growth 52

Account Growth Account Management Management Organization 52

DemandFarm

MAY 12, 2023

Among the challenges was gaining visibility into various aspects of their strategic accounts, leveraging best practices from different teams, and institutionalizing processes and systems to ensure smooth operations across their international offices. This is where Global Account Management (GAM) comes into play.

Global Accounts 52

Global Accounts Account Management Management Logistics 52

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. CRMs do not empower account managers to be the captain of the ship.

Key Account Management 40

Key Account Management Account Management CRM Management 40

Account Manager Tips

NOVEMBER 22, 2022

First things first: find out what they want You can't adapt your account strategy until you understand what the new procurement team want. The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales. One of the only sales books I've read that has a dedicated chapter on partnering with procurement.

Procurement 130

Procurement Suppliers Supply Chain Key Account Management 130

SalesPop

MARCH 19, 2021

An extremely important aspect of account management is the strategic aspect, the plans of dealing with various accounts. I recently discovered through research just how much of an impact real account planning can have on company success. Account Planning Basics. Planning Specifics.

Account Planning 98

Account Planning Energy and Utilities Account Management CRM 98

Corporate Visions

JANUARY 23, 2020

But while you’re having a quarterly business review with your customer about utilization metrics and project status updates, that same customer’s name is moving through your competitor’s sales funnel—being targeted with marketing campaigns, discussed in sales forecasts, and being put through account strategy planning sheets.

Customer Success 120

Customer Success Decision-making Account Strategy Account Management 120

SBI Growth

JANUARY 31, 2018

Will you touch the right accounts and how is your sales leader assigning the reps to the right accounts? What accounts get you bigger deal sizes? Account management and segmentation is one of the keys in enabling a solid sales strategy.

Account Management 98

Account Management Management Sales Client Relationships 98

Jermaine Edwards

MAY 18, 2020

There are 10 immutable laws that shape the philosophy, outcomes and actions of high performing businesses, key account managers and customer serving professionals over the long term. Arguably every sale we make has an element of risk to the person in front of us. Here they are…. What do I mean by this? Don’t wait for this.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Jermaine Edwards

MAY 18, 2020

There are 10 immutable laws that shape the philosophy, outcomes and actions of high performing businesses, key account managers and customer serving professionals over the long-term. Arguably every sale we make has an element of risk to the person in front of us. Here they are…. What do I mean by this? Don’t wait for this.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Hubspot Sales

JULY 1, 2019

According to Google Trends, interest in account-based sales is steadily rising. But what is account-based sales? An account-based model treats every account like a market of one. Read on for a deep dive into account-based sales. What Is Account-Based Selling? 1) Who are our customers?

Stakeholders 100

Stakeholders Sales Finance Decision-making 100

Arpedio

JANUARY 5, 2024

In the dynamic terrain of sales, forging a path to success is an intricate dance of strategy, customer insight, and relentless pursuit of growth. Central to this quest is the art of strategic account planning , a methodical approach that marries sales strategy with customer relationship management to foster business growth.

Account Planning 52

Account Planning Value Proposition Account Management Sales 52

ProlifIQ

OCTOBER 30, 2024

KAM Technology & Use Cases in 2025 KAM technology plays a crucial role in supporting these best practices by providing powerful tools and features that streamline and enhance key account management processes. Interested in seeing a Key Account Management solution to help you retain and grow key customers?

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

Miller Heiman Group

JANUARY 31, 2019

This “don’t-upsell-me” attitude comes from a long history of sellers not taking the right steps before and after the initial sale to improve their long-term potential in large accounts. Let’s explore three essential selling skills every salesperson should possess to maximize their long-term potential in large accounts: 1.

Account Planning 83

Account Planning Decision-making Account Strategy Prioritization 83

Arpedio

NOVEMBER 29, 2023

December 2 What is the primary focus of ARPEDIO's Account Management solution? Enter draw #1 Account-Based Selling Platform Treat your colleagues to an early Christmas present Relationship Mapping & Org Chart Improve your critical stakeholder relationships.

Account Management 52

Account Management Account Planning Account Strategy Stakeholders 52

Revegy

AUGUST 12, 2020

If you’re responsible for growing your company’s revenue, either through a sales or an account management role, the panic of deal slippage or limited revenue opportunities may feel unavoidable. To keep your goals on track and to uncover new opportunities, focus on establishing a customer-centric strategy.

Account Planning 69

Account Planning Account Management Stakeholders Client Development 69

Brooks Group

DECEMBER 27, 2022

What Are Sales Goals? While there may be more elegant and creative definitions for a sales goal, let us define a sales goal as the total number of sales your team is responsible for obtaining within a fiscal period. For our purposes, we will be discussing sales goals as they relate to the sales manager.

Sales 93

Sales Sales Leadership Leadership CRM 93

Deep Insight

AUGUST 16, 2021

‘Hunting elephants’ is a term used by sales people to describe the targeting of very large clients. Whale Hunting with Global Accounts. It’s not often that I write book reviews but if there’s one book on sales management you should plan to read before the end of the summer holidays, it’s Whale Hunting with Global Accounts.

Global Accounts 52

Global Accounts Key Account Management Account Management Profitability 52

Cosawi

JANUARY 29, 2024

In the work we do, we find fascinating to see that Marketing as a function is often missing at the strategic account table. In our more traditional groups, marketing, and sales work in locked steps but it seems that the shift to strategic account management is often missing marketing when time comes to establish its roadmap.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

Arpedio

JANUARY 4, 2024

In the competitive world of B2B sales, harnessing the power of an effective account mapping strategy is key to sales optimization and revenue growth. As businesses vie for market dominance, an articulate account strategy empowers organizations to deepen customer relationships and scale their operations effectively.

Sales 52

Sales B2B Decision-making CRM 52

MTD Sales Training

NOVEMBER 13, 2017

I received an email last week from Trevor Borrows who is a newly appointed National Sales Manager in charge of a team of Account Managers. Here’s what Trevor asked: “Hi Sean, being a new National Sales Manager I need to understand how to develop account strategies. Happy Selling!

Management 48

Management Suppliers Profitability Account Management 48

Arpedio

AUGUST 24, 2022

Account Planning: Manage Long-Term Account Development. Account Planning: Manage Long-Term Account Development. ? What Is Account Planning? Strategic Account Planning. What Should a Key Account Plan Include? How to Do Account Planning? Why Is Sales Account Planning Important?

Account Planning 52

Account Planning Account Development Management Account Management 52

Jermaine Edwards

MARCH 26, 2020

Example: If the current problem you are experiencing is a lack of sales or customers becoming more risk-averse, is this a problem or symptom? Lack of sales with your customers could be a result of ineffective systems that have not added consistent value that is recognised as superior by your customers. I’d propose it’s a symptom.

Key Account Management 130

Key Account Management Marketing Meetings Account Strategy 130

Revegy

NOVEMBER 18, 2024

Trends in AI, account strategy, and collaboration are becoming central to successful sales operations, helping businesses not only grow but build long-term value for their clients. As companies focus more on scalable revenue growth, the revenue enablement field is evolving rapidly.

Account Strategy 52

Account Strategy Sales Account Planning Account Management 52

Cosawi

FEBRUARY 27, 2023

In part three, we end this trilogy by demystifying a topic whose importance is rapidly accelerating in today’s digital economy as a tool to differentiate your customer engagement and increase revenue generation: Account-Based Marketing (ABM). awareness marketing”) packaged as account-based marketing. Most would agree.

Marketing 52

Marketing Suppliers Investors Account Planning 52

Cosawi

DECEMBER 28, 2021

The idea of executive engagement implies an accountable and engaged member of the account team, rather than a distant backroom player. Strategic account management is a team sport and requires cross-functional, vertical level engagement and strong accountability. Challenge account strategy and tactics.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

Corporate Visions

JANUARY 23, 2020

But while you’re having a quarterly business review with your customer about utilization metrics and project status updates, that same customer’s name is moving through your competitor’s sales funnel—being targeted with marketing campaigns, discussed in sales forecasts, and being put through account strategy planning sheets.

Customer Success 52

Customer Success Decision-making Account Strategy Account Management 52

Jermaine Edwards

APRIL 16, 2020

In the recent pandemic, it was surprising to see on the news an alcoholic drinks company at the forefront leading the charge in hand sanitiser sales. Once just a computer company, Apple is now a consumer electronics giant. Pernod Ricard.

Computers and Electronics 130

Computers and Electronics Supply Chain Telecommunications Financial Services 130

Jermaine Edwards

JUNE 29, 2020

At the beginning of your relationship, your particular contact has the role of a VP of sales, or VP of marketing. This ensures that our expectations are not just being met, but we’re understanding the changing landscape of expectations based on pressures and different circumstances that your customers might be under.

Communication 130

Communication Decision-making Finance Key Account Management 130

SBI

FEBRUARY 25, 2018

Outside In’s DealSheet gives you a platform for organizing and scoring each opportunity against specific sales processes and steps. Its Account Plan helps account managers to build, follow, and measure a key account strategy. Visit Outside In Sales.

Account Planning 26

Account Planning Account Strategy Account Management Organization 26

Jermaine Edwards

APRIL 3, 2020

That is the advantage they wanted and if they didn’t achieve it they would quickly see continuing downward sales and customers. They didn’t ask, what do customers want? Instead, they asked, what do customers spend the most time asking our staff? The answer was trialing devices. Now they had an unexpected advantage… the in-store experience.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

Revegy

JULY 17, 2018

Are your account plans helping your teams meet their quotas or are they missing the mark? Without comprehensive, well thought out account plans, companies are missing out on major revenue opportunities and risk losing some of their largest clients. How are you measuring the strength of your relationships with key accounts?

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40