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Join us and hear how Richard Santucci and David Hughes leveraged their combined 50 years of experience in B2B sales and salesleadership to build and lead a very successful, global Strategic AccountManagement program from scratch, then wrote a great book about it.
B2B Book Club Selection (August 2022) A monthly selection of handpicked business books specifically to help key accountmanagers get better results for their clients, companies and careers. AccountManager Tips · 1. It’s the age-old issue facing sales organizations. Salesleadership doesn’t have to be that hard.
Join us and hear how Richard Santucci and David Hughes leveraged their combined 50 years of experience in B2B sales and salesleadership to build and lead a very successful, global Strategic AccountManagement program from scratch, then wrote a great book about it.
Inevitably, salesleadership and the executive team will want to know what went wrong. CEO AccountManagement CEO Resources Buyer Mapping Customer Insight' Typical questions are: “what was missed?”, ”, “what changed?”, ”, “were we out sold?” ” and so on.
Speakers What to expect Agenda Sign up November 1, Copenhagen | November 2, Aarhus Embracing AI & tech in the new era of salesleadership Join us for an enlightening morning as we prepare you to navigate the "new normal" as a sales leader. Salesforce!
So when organisations have tried, and failed, to introduce Key AccountManagement (KAM) it is no different. My observation across multiple organisations is that KAM often lacks the leadership required to make it work. Effective Key AccountManagement (KAM) requires organisational leadership and specific coaching.
Please join the February 11th virtual meeting of the SalesLeadership Community hosted by the Chicago Chapter. The topic for the meeting will be “Moving From Opportunity-Focused Selling to Account-Based […].
If you want to run a successful B2B business, it should be focused on acquiring large customers and growing the number of users or products inside those key accounts. This is typically done through something called key accountmanagement. What is Key AccountManagement (KAM)?
“I want our people to be MORE accountable.”. Our main issue this year is ‘accountability.’”. Accountability is the number one recurring theme throughout salesleadership in the United States. Sales leaders want their salespeople to be more accountable for their actions, activity, numbers, and (of course) sales.
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, salesleadership should at least consider folding the core tenets behind it into their broader objectives and sales reps' day-to-days.
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 managementSalesleadership. Remote selling and remote leadership came in a close 4th and 5th.
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. AccountManager. This is where accountmanagers come in. Accountmanagers are evaluated on customer retention and satisfaction metrics.
This includes setting sales goals, monitoring performance, and providing sales coaching and feedback. Sales Planning and Execution Implementing sales strategy, territory planning , and sales forecasting to meet the company’s revenue targets. This may involve directly managing some high-priority customers.
Successful AEs can go on to salesmanagement, enterprise sales, or even executive roles, depending on the size of the company. Post-salesaccountmanagers also work to renew client contracts and upsell existing contracts. They inform clients about new offers and provide excellent customer support.
Account planning efforts should also cover the specific KPIs that your product or service is meant to move the most. Accountmanagers will play a major role in driving quick wins and a good experience. Don’t skip this part of the account template. Key accountmanagers should drive this.
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 accountmanagers to follow the same ideas in sales planning and operations. The sales team should love your S&OP.
“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 accountmanager and sales team lead at seoplus+. Servant leadership. Challenger Sales & Marketing development program.
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 accountmanagement. 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.
Front-line salesmanagers are the key to enabling behavior change in salespeople. To that end, changes in salesmanager behavior must come first; however, front-line salesmanagers live in a hectic environment – pressures from leadership, their teams, and other functions such as marketing, sales operations, HR, etc.
If your company is using account-based marketing, the buy-in of sales and marketing is crucial. ABM campaigns require sales results, accountmanagement expertise, agile digital marketing, and creative thinking.
The virtual meeting of the SalesLeadership 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 […].
If your company is using account-based marketing, the buy-in of sales and marketing is crucial. ABM campaigns require sales results, accountmanagement expertise, agile digital marketing, and creative thinking.
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?
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 AccountManagement. Account Planning.
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 accountmanager, or “farmer”, are going to differ from those of a more traditional “hunter”. Let The Brooks Group Help With Your Sales Goals.
When assessing sellers, sales leaders instinctively want to give them a big goal to work toward, such as becoming a global accountmanager, 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.
Revegy and Finlistics , a B2B salesleadership 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.
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 accountmanagement and account-based selling.
This enabler emphasizes orchestrating the entire customer journey, from prospecting to accountmanagement , including upselling , support processes, and stakeholder management. Cross-functional team collaboration & orchestration: The days of single point contacts in key accountmanagement are long gone.
Gartner CSO & Sales Leader Conference. Gartner CSO & Sales Leader Conference is a comprehensive program designed for chief sales officers and their salesleadership teams focused on sales strategy, sales enablement and sales operations. May 17-18, 2021. Unleash 2021. May 11-13, 2021.
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: SalesLeadership for the New Normal. One is that sales teams need to be agile – not fragile. I love that term.
Ned has over 12 years of professional sales experience, 10 of which he has spent in healthcare sales, strategic accountmanagement and salesleadership working for Medtronic, the largest medical device company in the world. Chris has previously worked 40+ years for DHL, latest as Global Sales Director.
Ned has over 12 years of professional sales experience, 10 of which he has spent in healthcare sales, strategic accountmanagement and salesleadership working for Medtronic, the largest medical device company in the world. Chris has previously worked 40+ years for DHL, latest as Global Sales Director.
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: SalesLeadership for the New Normal by Michelle Richardson and Russ Sharer (it’s a wonderful read). .
Point N Time Software, a Salesforce ISV partner and leader in key accountmanagement in the Salesforce.com ecosystem and Leading Edge Coaching, B2B sales growth. The post Strategic Partnership For Managing Complex Key Accounts appeared first on Point N Time.
Revegy provides a premier platform for Key AccountManagement, focused on helping companies optimize revenue growth for their most valuable customers. These insights help the AccountManagement team identify strategic solutions that align with their customer’s needs. Sales Enablement. Account Planning.
This empowers reps and accountmanagers 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.
Revegy provides a premier platform for Key AccountManagement, focused on helping companies optimize revenue growth for their most valuable customers. These insights help the AccountManagement team identify strategic solutions that align with their customer’s needs. Sales Enablement. Account Planning.
I talk often about a new performance-management culture taking hold in the today’s B2All marketplace. To meet that challenge, not only must selling skills change, leadership skills must evolve, too. Your salesmanager’s number-one job now is to teach and … Read More »
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 salesleadership models in Latin America and Europe for IT and engineering multinationals.
How do you retain more accounts as you grow? Collecting and analyzing sales data indiscriminately is like endlessly tossing buckets of coins into a wishing well…and believing the act itself … Read More. The post Early Warning System: Retain More Accounts As You Grow first appeared on Colleen Francis - The Sales Leader.
There is a “dangerous” sales number that you need to know about. The sales rep in … Read More » It’s the number one. Let me explain. A client of mine recently emailed me and mentioned that they lost two of their biggest clients.
The best sellers and organizations know how to effectively use operational value to their advantage. What is operational value? It’s when you take tangible and intangible values and expand it across the organization—outside of the narrow channel you actually sell … Read More »
Discover six ways to handle price increases like a sales pro! The post 6 Ways to Handle Price Increases Like a Sales Pro first appeared on Colleen Francis - The Sales Leader. Price increases are a big part of life now, but most sellers can’t be like the local gas station … Read More.
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