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.

Account Management 20

Account Management Management Sales Leadership Leadership 20

Hubspot Sales

MARCH 14, 2022

Sales orgs stand to gain a lot from incorporating project management principles into their operations. While sales project management is loosely defined and often overlooked, sales leadership should at least consider folding the core tenets behind it into their broader objectives and sales reps' day-to-days.

Management 93

Management Stakeholders Facilitation Sales Leadership 93

Sales Outcomes

OCTOBER 4, 2022

Front-line sales managers are the key to enabling behavior change in salespeople. To that end, changes in sales manager behavior must come first; however, front-line sales managers live in a hectic environment – pressures from leadership, their teams, and other functions such as marketing, sales operations, HR, etc.

Account Planning 52

Account Planning Sales Sales Leadership Leadership 52

SBI Growth

MAY 18, 2014

Inevitably, sales leadership and the executive team will want to know what went wrong. CEO Account Management CEO Resources Buyer Mapping Customer Insight' Typical questions are: “what was missed?”, ”, “what changed?”, ”, “were we out sold?” ” and so on.

Account Management 115

Account Management Sales Leadership Leadership Management 115

Mercuri International

JUNE 10, 2020

In terms of investing in specific training topics, the top three topics that respondents viewed as ‘very important’ when taking an overview of all industries were, in order: Value based selling Winning new customers / lead management Sales leadership. Remote selling and remote leadership came in a close 4th and 5th.

Remote Working 98

Remote Working Key Account Management Finance Banking 98

ProlifIQ

MARCH 30, 2023

Account planning efforts should also cover the specific KPIs that your product or service is meant to move the most. Account managers will play a major role in driving quick wins and a good experience. Don’t skip this part of the account template. Key account managers should drive this.

Account Planning 98

Account Planning Key Account Management Account Management Stakeholders 98

SOAR Performance Group

MAY 5, 2021

The virtual meeting of the Sales Leadership Community hosted by the Houston Chapter. The topic for the meeting was “Becoming More Strategic with Your Most Strategic Accounts”. The post Episode 36: Becoming More Strategic With Your Most Strategic Accounts appeared first on SOAR Performance Group. At this live […].

Sales Leadership 52

Sales Leadership Leadership Meetings Sales 52

Hubspot Sales

APRIL 27, 2023

Successful AEs can go on to sales management, enterprise sales, or even executive roles, depending on the size of the company. Post-sales account managers also work to renew client contracts and upsell existing contracts. They inform clients about new offers and provide excellent customer support.

Sales 116

Sales Account Management Communication Sales Management 116

Hubspot Sales

JUNE 8, 2021

Keep in mind that the majority of people in this position have several years of experience since they often have to work independently and excel at time management. Account Manager. This is where account managers come in. Account managers are evaluated on customer retention and satisfaction metrics.

Finance 115

Finance Sales Account Management Leadership 115

Arpedio

OCTOBER 30, 2023

This enabler emphasizes orchestrating the entire customer journey, from prospecting to account management , including upselling , support processes, and stakeholder management. Cross-functional team collaboration & orchestration: The days of single point contacts in key account management are long gone.

Co-Creation 52

Co-Creation Account Planning Artificial Intelligence Leadership 52

KAMCast

JANUARY 7, 2021

Did your strategy pay off or have you damaged the relationship - missing the customer’s need for confidence, clarity and clear leadership? Did your strategy pay off or have you damaged the relationship - missing the customer’s need for confidence, clarity and clear leadership?

Suppliers 52

Suppliers Sales Leadership Leadership Client Relationships 52

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.

Sales Leadership 78

Sales Leadership Leadership CRM Sales Training 78

Arpedio

JUNE 9, 2022

In reality, account-based selling is all about shifting the focus from inward to outward, and thus getting a deeper understanding of the businesses you operate with. We dived a little deeper into best practices on setting sales goals and how to be successful with key account management and account-based selling.

Key Account Management 52

Key Account Management Account Management Sales B2B 52

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. Sales process checklist The best way to keep a deal moving is to follow a sales process. you can submit your own question for me to answer.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Zendesk

OCTOBER 4, 2021

“If you lack empathy, you may apply too much pressure, and this can negatively impact your team—leading to poor performance, unhappy culture, and employee churn,” says Derek Cosgrove, senior account manager and sales team lead at seoplus+. Servant leadership. Challenger Sales & Marketing development program.

Sales Management 98

Sales Management Management Sales Leadership 98

QYMATIX

MAY 18, 2021

If your sales team is not committed, then your sales planning process will undoubtedly fail. If a sales planning process is standardised and straightforward, then you will force all your key account managers to follow the same ideas in sales planning and operations. The sales team should love your S&OP.

Key Account Management 98

Key Account Management Account Management Sales Decision-making 98

Brooks Group

DECEMBER 27, 2022

Here are some general guidelines to consider when thinking about the behaviors that will support attaining your sales goal. The day-to-day activities of an inside account manager, or “farmer”, are going to differ from those of a more traditional “hunter”. Let The Brooks Group Help With Your Sales Goals.

Sales 89

Sales Sales Leadership Leadership CRM 89

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. One is that sales teams need to be agile – not fragile. I love that term.

Procurement 52

Procurement Sales Decision-making Sales Training 52

Brooks Group

SEPTEMBER 15, 2022

What does it take to be a successful salesperson and to have a successful sales organization during these times? I am going to talk about Chapter 9 in a book that we recently published, Agile & Resilient: Sales Leadership for the New Normal by Michelle Richardson and Russ Sharer (it’s a wonderful read). .

Sales Training 52

Sales Training Publishing Sales Leadership Account Management 52

Showpad

MARCH 17, 2021

Gartner CSO & Sales Leader Conference. Gartner CSO & Sales Leader Conference is a comprehensive program designed for chief sales officers and their sales leadership teams focused on sales strategy, sales enablement and sales operations. May 17-18, 2021. Unleash 2021. May 11-13, 2021.

Sales 52

Sales B2B Virtual Selling Key Account Management 52

Insightly

DECEMBER 2, 2021

If your company is using account-based marketing, the buy-in of sales and marketing is crucial. ABM campaigns require sales results, account management expertise, agile digital marketing, and creative thinking.

Marketing 98

Marketing Sales CRM Sales Management 98

Arpedio

DECEMBER 22, 2021

Ned has over 12 years of professional sales experience, 10 of which he has spent in healthcare sales, strategic account management and sales leadership working for Medtronic, the largest medical device company in the world. Chris has previously worked 40+ years for DHL, latest as Global Sales Director.

Supply Chain 52

Supply Chain Account Management B2B Stakeholders 52

Arpedio

DECEMBER 22, 2021

Ned has over 12 years of professional sales experience, 10 of which he has spent in healthcare sales, strategic account management and sales leadership working for Medtronic, the largest medical device company in the world. Chris has previously worked 40+ years for DHL, latest as Global Sales Director.

Supply Chain 52

Supply Chain Account Management B2B Stakeholders 52

Insightly

DECEMBER 2, 2021

If your company is using account-based marketing, the buy-in of sales and marketing is crucial. ABM campaigns require sales results, account management expertise, agile digital marketing, and creative thinking.

Marketing 95

Marketing Sales CRM Sales Management 95

SmartKarrot

NOVEMBER 24, 2021

Apply here: [link] Role: Director, Customer Success (Remote) Location: Remote, United States Organization: Caroo As a Director, Customer Success, you will develop account management playbook for an evolving tech-enabled product and growing membership base. Collaborate with sales leadership to design account handoff processes.

Customer Success 19

Customer Success Account Management Leadership Account Growth 19

Miller Heiman Group

FEBRUARY 21, 2019

When assessing sellers, sales leaders instinctively want to give them a big goal to work toward, such as becoming a global account manager, a mentor for new hires, the first one to sell new products or the first to break a record. Don’t assume that leadership is the career path for all successful sellers.

Sales 62

Sales Global Accounts Finance Performance Review 62

Mike Kunkle

MAY 11, 2022

Opportunity management is the act of purposefully uncovering and satisfying each buyers’ decision criteria and buying process exit criteria, to successful shepherd the opportunity through the stages of the buying and sales process to a final win decision. Strategic Account Management. Account Planning.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

KAMCast

OCTOBER 13, 2021

Some of his projects have included: implementing a European sales academy for a leading beer brand; developing sales skills for global healthcare companies in the Middle East; and introducing account development and sales leadership models in Latin America and Europe for IT and engineering multinationals.

Sales Environment 40

Sales Environment B2B Key Account Management Healthcare 40

SmartKarrot

FEBRUARY 3, 2022

Collaborate with growth marketing and broader BetterUp leaders to unify all field-based account efforts and amplify outcomes. Lead hiring for BetterUp Care customer success partnering with recruiting and Care leadership. Effectively support account managers to retain existing clients.

Customer Success 19

Customer Success Onboarding Stakeholders Account Management 19

SBI

AUGUST 1, 2019

Revegy provides a premier platform for Key Account Management, focused on helping companies optimize revenue growth for their most valuable customers. These insights help the Account Management team identify strategic solutions that align with their customer’s needs. Sales Enablement. Account Planning.

Account Planning 34

Account Planning Account Management B2B CRM 34

SBI

JULY 1, 2020

Revegy and Finlistics , a B2B sales leadership company that promotes insight-led selling, collaborated on a content series detailing the critical ways in which delivering impactful insights to your customers and prospect positions sales and strategic account teams to develop strategic partnerships.

Account Planning 72

Account Planning Decision-making Stakeholders Leadership 72

SBI

AUGUST 2, 2019

Revegy provides a premier platform for Key Account Management, focused on helping companies optimize revenue growth for their most valuable customers. These insights help the Account Management team identify strategic solutions that align with their customer’s needs. Sales Enablement. Account Planning.

Account Planning 32

Account Planning Account Management CRM B2B 32

SmartKarrot

OCTOBER 21, 2021

Work collaboratively with Sales leadership to ensure a consistent handoff experience to the Account Management team through CSQL’s. Collaborate with Account Managers to review the status of opportunities, existing business and expansion opportunities.

Customer Success 19

Customer Success Procurement Account Management Digitalization 19

SBI

JUNE 12, 2019

Gavigan will be leading the company’s sales team while developing and executing a comprehensive sales strategy as the software company continues to grow its base of elite enterprise customers. As we continue to grow, we need sales leadership that can help us with our focus on enterprise SaaS sales. PAUL, Minn.,

Artificial Intelligence 25

Artificial Intelligence Account Planning Sales Leadership B2B 25

SmartKarrot

JANUARY 20, 2023

Responsible and accountable for overall customer satisfaction and retention overseeing customer onboarding, account management, and expansion. Collaborate with Sales leadership to drive high retention rates and growth. Govern and develop processes for risk management, OKRs, and customer feedback.

Customer Success 19

Customer Success Onboarding Government Negotiation 19

SmartKarrot

APRIL 8, 2022

Collaborate with growth marketing and broader BetterUp leaders to unify all field-based account efforts and amplify outcomes. Lead hiring for BetterUp Care customer success partnering with recruiting and Care leadership. Project manage support challenges between customer and support to ensure resolution of trouble tickets.

Customer Success 19

Customer Success Government Innovation Leadership 19

Revegy

JULY 17, 2018

This empowers reps and account managers to pinpoint and focus on the initiatives that are likely to receive funding and lead to sales opportunities. With a customer scorecard, you can determine specific focus areas within the account by mapping buying centers by revenue potential and the quality of the relationship.

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40