Account Manager Tips

JULY 22, 2022

25 problems that stop key account managers from doing their job Favourite books about problem solving Coming up: How to Build a Successful Executive Sponsorship Program Just for fun: #GorgeousGrandma Day In other news Quote of the week. Key account management is a role that requires both sales skills and strategic thinking.

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Account Manager Tips

SEPTEMBER 7, 2022

More and more companies expect their key account managers to be thought leaders. Why key account managers need a personal brand I've been collecting job descriptions for years. I was a little startled to find key account managers are now expected to be thought leaders. Here's how. Table of Contents.

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Key Account Management Account Management Management Media 130

Account Manager Tips

SEPTEMBER 11, 2022

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 September 2022. Thanks for the Feedback is the first book to address this tension head on. Listen to this article. Table of Contents. We do want to learn and grow.

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B2B Interpersonal Skills Key Account Management Government 130

Brooks Group

APRIL 7, 2025

We put this advice together in a book called Agile & Resilient: Sales Leadership for the New Normal that explains how sales leaders can help discouraged teams overcome and thrive in any business environment. Use it to solve the new problem and become the trusted advisor your customers desperately need you to be.

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Account Manager Tips

OCTOBER 13, 2020

Is your business and your key account management team growing fast? Do you feel like you're always playing catch-up and never have time for important projects, like developing processes that drive business growth or creating career paths for your key account managers? Click to Tweet. Laura: It's never boring.

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The SAMA Podcast

AUGUST 17, 2022

Join us and hear how Richard Santucci and David Hughes leveraged their combined 50 years of experience in B2B sales and sales leadership to build and lead a very successful, global Strategic Account Management program from scratch, then wrote a great book about it.

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Account Management Management Sales Leadership Leadership 20

Red Star Kim

AUGUST 24, 2023

This short (130 pages) information-packed book was revised in 2019. So here is a Book review: All you need to know about commercial awareness by Christopher Stoakes. He’s also written a book called “ Get to the point – how to write well at work”. The book is a fantastic jargon buster. How many do you know?).

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Account Management Skills

DECEMBER 30, 2024

This conversation is going to be particularly interesting for you if youre keen to develop your leadership skills. Whether youre an agency owner grappling with leadership challenges or an account manager aspiring to step into a leadership role, this chat is packed with wisdom and practical takeaways to help you grow.

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Mike Kunkle

AUGUST 19, 2024

Similarly, the skillsets for hunting or new business development would contrast with the need for territory and account management expertise. They must be adjusted based on the Activities and Meetings that you (senior leadership) want your managers leading, the best practices for each, and the cadence at which they should reoccur.

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Red Star Kim

OCTOBER 25, 2023

CogniClick is a nifty system (backed by an expert team) to enable you to conduct fast, quick polls and pulse surveys amongst your clients and stakeholders and to also develop maturity assessments and similar thought leadership content. The system has the potential to revolutionise and reduce the cost of thought leadership research projects.

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Banking Artificial Intelligence Cybersecurity Key Account Management 130

Red Star Kim

SEPTEMBER 26, 2023

increasingly M&BD professionals play a part on the front line of client contact for example, as account managers) Client concentration? In this case, account managers liaise with the fee-earners. The growth of MarTech in professional services – an overview (kimtasso.com) Account management or project support?

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Red Star Kim

NOVEMBER 1, 2023

Processes and skills for managing opportunities and pipelines can be lacking. Thought leadership campaigns can help here particularly when a Challenger or Insight selling framework is deployed. Disconnection – Often the marketing (lead generation) and sales processes (lead nurturing and conversion) are disconnected.

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Key Account Management Account Management Value Proposition Client Relationships 130

Account Management Skills

FEBRUARY 22, 2024

I read as many reports I can about the state of agency account management and it makes for grim reading. “I But I think the agency business model and how account managers are set up in their roles needs an overhaul before the finger is pointed at their lack of skill/abilities.

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Account Management Management Client Development Account Growth 52

Red Star Kim

DECEMBER 12, 2023

Both those in leadership positions who are driving the firm forward. Delegates represented a variety of roles – many were MBD generalists covering a range of activities (planning, marketing communications, client listening, account management, campaigns, pitches etc). What resonated with MBD Future Managers?

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Account Manager Tips

SEPTEMBER 15, 2022

Why key account managers need a personal brand Why I started to build my personal brand Step 1: Figure out your personal brand Step 2: Create a personal branding plan Step 3: Become a student of personal branding Join the Personal Branding Playbook In other news Quote of the week. Account Director, Key Strategic Accounts, Refinity.

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Account Management Skills

NOVEMBER 21, 2023

So for this episode, I invited the leadership team of that agency, Free Partners, to talk to me about how they work and think. You’ll hear from Managing Partner, Lorraine Jeckells , Brand Director, Greg Phitidis , and Creative Director, Guy Cornet.

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Account Manager Tips

APRIL 11, 2022

Anyway, the first highlight it sent me was from a book I read a while back, called The Business of Expertise and it got me curious (or is that furious?) It talked about the fact that consultants who bounce in an out of the client relationship have more status and impact than account managers that deal with the client daily. "A

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Account Management Key Account Management Client Relationships Innovation 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. Then first dive headline into Dr Amy Banks book Wired to connect. Leadership was the most consistent. Here they are…. Neither would I.

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. Then first dive headline into Dr Amy Banks book Wired to connect. Leadership was the most consistent. Here they are…. Neither would I.

Key Account Management 130

Key Account Management Account Management Decision-making Leadership 130

Mike Kunkle

FEBRUARY 5, 2023

Servant leadership is a better concept today, and I prefer “influence” and “guide” to control, per se. If you doubt this, check out the book, The JOLT Effect: How High Performers Overcome Customer Indecision by Dixon and McKenna, and the detailed research behind it.) In reality, though, control is an illusion.

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B2B Sales Decision-making Negotiation 231

Jeffrey Gitomer

APRIL 25, 2013

“I want our people to be MORE accountable.”. Our main issue this year is ‘accountability.’”. Accountability is the number one recurring theme throughout sales leadership in the United States. Sales leaders want their salespeople to be more accountable for their actions, activity, numbers, and (of course) sales.

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Red Star Kim

OCTOBER 16, 2023

Referrer Management – Capacity and Capability Capacity – Rational elements of referrer management Throughout the workshop we considered how leadership and organisation (rational activity) supports effective referrer management. This post adds to the learning resources from the session.

Management 130

Management Onboarding Emotional Intelligence Communication 130

Red Star Kim

FEBRUARY 15, 2024

There are many aspects of consulting competencies and attributes: emotional intelligence, analytical, problem-solving, delivery of results, leadership, project management, commercial orientation, entrepreneurial spirit, team work as well as functional expertise and market/sector knowledge. What is a consultant? Consultancy.uk

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Account Management Skills

NOVEMBER 7, 2022

I get to speak to a lot of account managers who work in creative agencies. And I get a lot of questions about how they can progress their career, how they can be better at the account management role, and some of the key things that are most important when it comes to being more efficient and more effective in the role.

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DemandFarm

MARCH 31, 2025

Key Features: AI-generated org charts using HubSpot contacts Relationship intelligence: track influence, blockers, and champions Engagement analytics: heatmaps based on email and meeting activity Power mapping: visualize reporting lines and decision-making authority Integration with wider account planning modules (e.g.,

CRM 40

CRM Stakeholders Account Planning Decision-making 40

Account Management Skills

APRIL 20, 2021

This is the top 10 tips to be successful in agency account management. And she said, good account management makes everything run smoothly. But great account management is what transforms the relationship from a client supplier to one of a real partnership. Welcome to Episode 27.

Account Management 52

Account Management Management Procurement Decision-making 52

Account Management Skills

NOVEMBER 21, 2022

If you’d like some training for you or a member of your client-facing team in how to manage your client relationships, so you’ll be seen more as a proficient proactive advisor, rather than a reactive audit taker, check out the details of my Account Accelerator programme. Transcript: . Jenny 00:02. Beth 09:22.

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Red Star Kim

FEBRUARY 8, 2024

In the highly regarded business strategy book “Playing to Win: How Strategy Really Works” (by former leaders of Procter & Gamble Lafley and Roger) the strategy cascade process is broken down into five key questions. Similarly, a Key Account Management (KAM) or Account Based Marketing (ABM) approach may help.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Account Management Skills

APRIL 27, 2021

This episode’s for you if you’re interested in managing other people. Maybe you’re in an account manager role now and you’re thinking that the next step up for you is going to be an account director role, where you’re going to be responsible for a team. ?. Welcome to Episode 28.

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Account Management Management Decision-making Leadership 52

Mike Kunkle

NOVEMBER 21, 2023

The Current State Situation Historically, due to being in a mature vertical where you have serviced many customers for many years, with upgrades, maintenance, services, and expansions, you have focused on territory management and account management and experienced reasonable growth in your industry.

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Account Manager Tips

AUGUST 9, 2022

Details at the end of this page ) The KAM CLUB You’re only seconds away from the essential training, advice and support you need for an exceptional career in key account management. From the book 5-Minute Selling: The Proven, Simple System That Can Double Your Sales. This book is for you. Learn more. Learn more.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

CMOE

MARCH 6, 2023

Each blog offers unique thought leadership materials to help guide your strategy in the upcoming quarter. s+b is a publication managed by member firms of the PwC Network. Each blog offers unique thought leadership materials to help guide your strategy in the upcoming quarter. and the impact of their decisions.”

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Finance e-Learning Innovation Leadership 98

Red Star Kim

MARCH 16, 2023

One way is to embed the right cross-selling and referrer management attitudes and behaviours into other programmes – for example, into campaigns, content management, networking and Key Account Management (KAM). Another cultural shift. Internal communication – Why, how and what (kimtasso.com).

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Key Account Management Onboarding Communication e-Learning 130

Hubspot Sales

JUNE 26, 2023

While a lead generation specialist can make anywhere from 10-50 cold calls a day, depending on their target, contacting prospects can also take place over email — whether for a follow-up or to book a meeting with someone on the sales team.

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CRM Communication Account Management Media 111

Engage Selling

JUNE 10, 2022

I recently have been interviewed on a number of podcasts because there’s great interest in my new book, Right on the … Read More. ??????? Is there such thing as an ideal buyer? The post The Ideal Buyer in Today’s Marketplace | Sales Strategies first appeared on Colleen Francis - The Sales Leader.

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Sales Client Relationships Account Management Sales Leadership 125

DemandFarm

MAY 12, 2023

In case of ‘booked’ revenue, typical opportunities don’t get created most of the time, so funnel is not even in the picture here. Specialized Key Account Management tools like DemandFarm come in handy to identify whitespaces and harness key relationships. Is the B2B Sales Funnel relevant anymore?

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B2B Key Account Management Account Management Manufacturing 52

Deep Insight

JANUARY 28, 2020

Peter Whitelaw and I wrote a book last year called Customer at the Heart. This means spending significant amounts of time with both your leadership and sales/account teams planning for success. LEADERSHIP. In our experience, Leadership is the most important quadrant while Culture is the most challenging.

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