Account Management Skills

MAY 22, 2023

In this episode, I chat to Mike Lander, CEO of Piscari, a former procurement director who now assists sales teams in negotiating with procurement departments. We also dive into a five-step framework to help you negotiate more effectively and shed light on some questionable tactics employed by less experienced procurement professionals.

Procurement 52

Procurement Negotiation Supply Chain Insurance 52

Account Management Skills

MARCH 31, 2023

As the author of the book “Marketing AI” Paul Roetzer says “AI won’t replace your job but people who don’t use AI will be replaced with people who do”. b) In an article entitled “The future of AI in client-agency relationships” in Marketing Procurement IQ ” it encourages brands to ask their agencies questions about AI.

Account Management 52

Account Management Procurement e-Learning Management 52

SBI Growth

SEPTEMBER 15, 2012

Ask them about our Key Account Management practice. Rick Roth, leader of their Global Benchmarking Center, read our book , and said: “I have spent 20 years building benchmarking businesses for KPMG, The Hackett Group and Deloitte Consulting. They will make sure you never get surprised. And here is one from Aaron.

Procurement 117

Procurement Key Account Management Sales Finance 117

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 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. Tina has 25 years working in marketing procurement.

Account Management 52

Account Management Management Procurement Decision-making 52

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. We discuss: why David describes the relationship between the agency, the client and the client’s procurement department as the triangle of doom.  Welcome to episode 96.

Procurement 52

Procurement Account Growth Account Management Advertising 52

Account Management Skills

APRIL 4, 2024

Michael Farmer, the author of two key books in the agency industry ‘Madison Avenue Manslaughter’ and ‘Madison Avenue Makeover’, has studied creative agencies for over 30 years in his capacity as management consultant. He’s identified patterns and a worrying downward trend. You can listen to the episode here.

Procurement 40

Procurement Account Management Management Leadership 40

Account Management Skills

JANUARY 29, 2024

The account manager’s job is to keep and grow client relationships. What holds account managers back from growing accounts? The book documents the transformation of IPG agency Huge with Caroline Johnson at The Business Model Company completely overturning the agency’s business model.

Account Management 40

Account Management Profitability Account Growth Procurement 40

Account Management Skills

JANUARY 11, 2022

and so much more… At the end of the podcast, Chris makes a special offer to send three copies of his book to 3 people selected randomly who sign up for his monthly bulletin. He’s also the author of the brilliant book, ‘Why do smart people make such stupid mistakes?’ So Chris, welcome. Chris 01:06. Jenny 09:58.

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 52

Brooks Group

SEPTEMBER 8, 2022

I want to talk about some specifics around that, and I want to reference some ideas that Russ Sharer and Michelle Richardson pointed out in Chapter Six of their book, Agile and Resilient: Sales Leadership for the New Normal. It’s incumbent on the buyer to understand what’s important to procurement.

Procurement 52

Procurement Sales Decision-making Sales Training 52

Showpad

NOVEMBER 20, 2019

Buying patterns can also vary by size at manufacturing firms; SMEs are agile, flexible, will often experiment with new technologies and usually have relatively straightforward procurement processes. However, this also needs to map to buying journeys, as well as taking into account the size and scale of your own organisation.

Manufacturing 49

Manufacturing Procurement B2B Stakeholders 49

Account Management Skills

NOVEMBER 2, 2021

This episode is for you if you want to use LinkedIn in more effectively to grow your business, or to help your account management career. By the end of nine weeks working with me, you’ll have a repeatable, client centric approach to increasing revenue from your existing accounts. I want to trust them with my address book.

Account Management 72

Account Management Decision-making Meetings Management 72

Farland Group

SEPTEMBER 28, 2022

Bev has over 30 years of experience working in B2B marketing, both on the client side as well as consulting and training, and is best known for her work in account-based marketing (ABM). In sales, we’ve seen account management—putting senior people on your top customers. Below is a slightly abridged transcript of the podcast.

Co-Creation 52

Co-Creation Marketing Management Suppliers 52

Account Management Skills

FEBRUARY 6, 2023

If you have an account manager in your team, or perhaps you are an account manager and you’re looking to upskill, my next agency Account Accelerator (TM) training programme starts on March 28th 2023. You can read more here. Better to make use of them than to try and escape from them, I say.

Acquisition 52

Acquisition Finance e-Learning Advertising 52

SalesGlobe

JULY 13, 2022

We’ve written a few books, we publish lots of content. Say it’s an account manager or an account executive, and they’re in both companies. So an account manager may not be an account manager. So I’ve had these accounts for a long time. Mark Donnolo. Mark Donnolo.

Acquisition 52

Acquisition Sales Account Management Financial Services 52

PandaDoc

MAY 24, 2023

Before we zero in on the important qualities of a sales enablement manager, we need to wrap our heads around the very definition of this role. We all seem to know what sales managers, account managers, and business development managers do — but who in the world is a sales enablement manager?

Management 52

Management Sales Software Software 52

Deep Insight

NOVEMBER 29, 2021

In his book The Loyalty Effect , Reichheld stated that clients should be valued according to the estimated net present value (NPV) of the future revenues to be earned from them. O’Connor and Whitelaw devote an entire chapter of their book Customer at the Heart to the strategy of client-centricity. Metrics are obviously crucial.

Client Relationships 52

Client Relationships Leadership Decision-making Procurement 52

Account Management Skills

OCTOBER 4, 2021

He’s the author of the must read book for anyone in agency account management, ‘The Art of Client Service’ In this chat, we talked about: why there are fewer account managers doing more with much less experience. and why often the work of great account management isn’t recognised.

Advertising 52

Advertising Account Management Management Emotional Intelligence 52

Account Management Skills

JULY 17, 2023

Roy Murphy from Synthetic is going to provide an update on the current AI landscape, how brands & agencies are using AI, ethical considerations and challenges and we’ll be sharing some specific use cases for account managers. And he would buy me a graphic design book every birthday. I did not think about account management.

Account Management 52

Account Management Meetings Management Digitalization 52

SBI

NOVEMBER 7, 2019

Revegy, a leading provider of strategic account management technology, is proud to announce the addition of David Keil to its Board of Directors. Sales Asset Management. Inside sales reps who engage prospects with a personalized pitch see better open rates, have longer conversations and book more meetings. Industry News.

Acquisition 20

Acquisition Account Planning Onboarding B2B 20

Deep Insight

DECEMBER 1, 2022

Its revenues would still have grown as the clients that were on its books in 2015 generated revenues of £68m in 2016. The client will always tell you price is a problem, and you know it’s going to be part of the conversation with a professional procurement team. • Now suppose Kainos signed up no new clients in 2016. NRR At Kainos.

Profitability 52

Profitability Procurement B2B Digital Transformation 52

Hubspot Sales

SEPTEMBER 4, 2024

These roles equipped me with excellent resources for managing my “book of business” in my assigned industry and territory. Doing so meant learning about the companies in my “book of business,” how they were managing their company data, and business challenges that motivated them to invest in what I was offering.

Artificial Intelligence 105

Artificial Intelligence Media Prioritization Software 105