The Chapman Group

AUGUST 23, 2020

It is understood that within many organizations there are existing account managers who have either been trained or who are extremely gifted and intuitive in the art and science of strategic account management. Some organizations have also chosen the terms GAM (Global Account Manager), and CAM (Corporate Account Manager).

Account Management 78

Account Management Management Value Proposition Account Planning 78

Arpedio

DECEMBER 15, 2023

Account management is a crucial component of any successful business. But what is account management exactly? At its core, account management is all about ensuring customer satisfaction and driving business growth through effective client management.

Account Management 52

Account Management Management Client Relationships Negotiation 52

Account Manager Tips

JUNE 29, 2021

Your job as a key account manager is to deliver the kind of value that convinces your clients to stay in the loop. You'll need to understand the decision-making process, the competitive landscape, develop solutions, pricing, negotiation tactics and lots more. Either it goes up, goes down or remains the same.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

ProlifIQ

JUNE 21, 2023

Strategic Account Management in B2B Welcome to our comprehensive guide on strategic account management. Whether you’re an experienced strategic account manager or aspiring to become one, we share the knowledge and skills needed to excel in this critical role.

Account Management 52

Account Management Management Account Planning Stakeholders 52

Red Star Kim

SEPTEMBER 8, 2023

The crux of marketing is to anticipate (and meet) client needs whilst maximising profit. Price is a major driver of profit. Differential pricing is rarely discussed in professional services although it is often implicit in key account management. Often, pricing becomes the focus of these negotiations.

Procurement 113

Procurement Value Proposition Finance Artificial Intelligence 113

Red Star Kim

NOVEMBER 1, 2023

Amongst the delegates were business development executives and managers with responsibility for between three and five clients as part of their firm’s Key Client Programme (KCP) or Key Account Management (KAM).

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Hubspot Sales

AUGUST 17, 2020

Account development managers work with their company’s sales organization to close deals with accounts that meet their ideal customer profile for maximum revenue. Individuals in this role work with their company’s sales and operations teams to determine the profitability of a customer account.

Account Development 127

Account Development Management Advertising Profitability 127

Arpedio

FEBRUARY 14, 2024

Two such important functions that often go hand in hand are account management and sales. Understanding the nuances between account management and sales can help businesses optimize their strategies and ensure long-term client relationships. Two such crucial roles are account management and sales.

Account Management 52

Account Management Management Sales Client Relationships 52

Arpedio

JANUARY 5, 2024

At the heart of every thriving enterprise lies a keen focus on business relationship optimization , a task achieved through strategic roles that many might find overlapping—Account Management and Customer Success.

Account Management 52

Account Management Customer Success Management Energy and Utilities 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

Janek Performance Group: Account Planning

JULY 21, 2021

We’re revisiting the topic of Strategic Account Management (SAM) today. In this edition, we’ll be looking at the inverse – the mistakes that will cause your strategic account management efforts to fail. Patience is more than virtue when you’re an account manager – it’s a necessity.

Account Management 52

Account Management Management Negotiation Account Planning 52

Hubspot Sales

FEBRUARY 7, 2018

The former offers a greater sense of security, but the latter can be incredibly profitable -- assuming you’re good at your job. For instance, someone who loves to get to know their customers and help them achieve their goals over an extended period would likely be best in account management. Account Executive (AE).

Account Management 145

Account Management Sales Interpersonal Skills Sales Management 145

Red Star Kim

FEBRUARY 8, 2024

Our target markets span large and small businesses; private, public sector and not for profit sectors; centralised and decentralised buying processes; procurement and user-led purchasing behaviour. Essentially a focus on the most profitable clients. So targeting is often more important and more challenging.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Hubspot Sales

APRIL 27, 2023

While it is important for account executives to have great communication skills — verbal and written — they also need to know how to negotiate new contracts and renew existing contracts. The average annual salary for an Account Executive is $59,630 , and it can get as high as $110,000.

Sales 126

Sales Account Management Communication Sales Management 126

Shapiro Negotiations

MARCH 9, 2018

Strategic Account Management, or SAM, is all about the relationships you build with company customers or partners. Finely tuned communication and negotiations skills, trusting relationships forged over time, and regular reassessments all contribute to an effective plan. SAM planning works largely the same way.

Account Management 40

Account Management Management Negotiation Account Planning 40

Shapiro Negotiations

MARCH 9, 2018

Strategic Account Management, or SAM, is all about the relationships you build with company customers or partners. Finely tuned communication and negotiations skills, trusting relationships forged over time, and regular reassessments all contribute to an effective plan. The Importance of a Strategic Account Management Plan.

Account Management 40

Account Management Management Negotiation Account Planning 40

Account Management Skills

JANUARY 11, 2022

In this episode we talk about making client relationships more profitable. He specialises in helping agency leaders and their teams negotiate more profitably. I’ve had it on my shelf for a few years now and it becomes a reference guide for negotiating. Welcome to Episode 53. So Chris, welcome. Chris 00:44.

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 52

Brooks Group

MARCH 6, 2024

It encompasses various aspects of the sales process, including lead generation, prospecting, qualifying, presenting solutions, overcoming objections, negotiating terms, closing deals, and ultimately retaining customers for repeat business. Big goals such as doubling profit in a year happen incrementally.

Organization 102

Organization Account Management Sales Sales Training 102

Jermaine Edwards

APRIL 3, 2020

Regardless of the size, maturity or sophistication of your organisation, you can apply these ideas to protect your profits, reputation, relationships and revenues. Asking who’s got great skills at influencing, negotiating, analysing and creativity is the best way to start. Since then, Best Buy has grown profitably every year.

Decision-making 130

Decision-making Profitability e-Learning Negotiation 130

Account Manager Tips

MAY 29, 2021

Research by Frederick Reichheld of Bain & Company (the inventor of the net promoter score ) showed increasing customer retention rates by 5% increases profits by 25% to 95%. Without capture planning, it's chaos with all your effort concentrated during the proposal preparation phase and again during negotiation.

Negotiation 130

Negotiation Decision-making Suppliers CRM 130

ProlifIQ

NOVEMBER 3, 2021

Here are the three steps in opportunity planning that you can take right now to shrink your sales cycle, save time, and be far more efficient (and profitable). Know the Roles in the Account. Gone are the days where you can talk to one, magical contact within an account and boom – you close a big deal. Customer KPIs (i.e.

Profitability 98

Profitability Account Planning Sales Key Account Management 98

Flevy

OCTOBER 24, 2024

In a highly competitive market, banks must balance customer expectations with regulatory requirements and risk management, all while ensuring profitability. A robust value chain not only ensures operational efficiency but also drives customer loyalty and enhances risk management.

Banking 52

Banking Retail Acquisition Value Proposition 52

Hubspot Sales

DECEMBER 3, 2017

50 Scientifically Proven Ways to Be More Persuasive , businesspeople who sent a funny, inoffensive cartoon to their negotiation partners before negotiating generated higher levels of trust and 15% larger profits than those who didn’t send a cartoon. Claire Chazen, Channel Account Manager, HubSpot Agency Partner Program.

Negotiation 112

Negotiation Sales Meetings Profitability 112

Janek Performance Group: Account Planning

AUGUST 4, 2021

We continue our journey through strategic account management by examining the best practices in coaching strategic account managers. The single most important skill set to have as a strategic account manager is communication. Coach to communication skills. See the overall strategic picture.

Account Management 40

Account Management Management Communication Stakeholders 40

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. Account retention.

Management 48

Management Suppliers Profitability Account Management 48

Zendesk

JANUARY 26, 2022

When you think of sales, the first thing that pops into your mind is probably chasing profits—followed closely by how to chase those profits. B2B sales are far more focused on logistics, negotiating, and the relationships between the buyer and seller. Business development manager. Account manager.

B2C 52

B2C Account Management B2B Sales 52

Sales Management Matters

AUGUST 8, 2019

A strategic account manager with one or two accounts or a new sales ‘hunter’ focused on significant regional or global businesses might only have three or four opportunities in a year. Companies will want a target level of sales based on revenue, net profit, or a combination, and predicated on a number of sales.

Account Management 64

Account Management Government Negotiation Decision-making 64

MTD Sales Training

MAY 10, 2016

The buyers needs to feel they have got a good ‘deal’ (whatever that means in their mind) and also has to recognise you have to make a profit in order to keep servicing them. So, developing great negotiating skills can help you connect well with the businesses you deal with. Keep action at the top of your list of priorities.

Negotiation 48

Negotiation Client Relationships Decision-making Suppliers 48

Jermaine Edwards

DECEMBER 6, 2023

The more I study trust and the impact and power it has in healthy, profitable and accelerated relationships. Sometimes called perspective-taking, this kind of empathy can help in, say, a negotiation or in motivating people. The more I see it not being considered enough and applied effectively. What is trust?

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

QYMATIX

OCTOBER 11, 2022

Let us disclosure that our software uses AI-based data mining methods to present a B2B pricing strategy to Key Account Managers. Setting the price right has a more considerable effect on profits than increasing sales volume or reducing costs. Do not underestimate the significant impact that price can have on your profits.

B2B 52

B2B Negotiation Profitability Transportation 52

Deep Insight

JULY 3, 2020

The very first thing is to recognise that Ambassadors are generally your most profitable clients, for a number of reasons: – They are typically less price-sensitive because they see what you offer as being unique. Less effort is required to extend existing contracts or negotiate new ones. – Sales costs are lower.

Co-Creation 52

Co-Creation B2B Innovation Account Management 52

Arpedio

JANUARY 17, 2023

This mismatched experience can have a negative impact on the decision-making process and–in a worst case scenario–ultimately make the customer leave the negotiation table for good. And as these happy customers buy from you again (and again), your business’ operational costs decrease–while your overall profit increases. Contact us.

Profitability 52

Profitability B2B Account Management Decision-making 52

Showpad

JANUARY 8, 2021

If your new hires didn’t have direct sales experience (or highly relevant experience in a similar field, like account management), you most likely wouldn’t have brought them on in the first place. Focus on industry specifics. Set reps up for continuous improvement.

Onboarding 52

Onboarding Sales Insurance Negotiation 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. So all of that to say, the idea of being an account manager was not on my radar whatsoever.

Account Management 52

Account Management Meetings Management Digitalization 52

Account Management Skills

MARCH 9, 2021

Differences between the role of the account manager and project manager and how they can work together efficiently. * The downsides of the hybrid role where the project management and account management function are in a combined role. And change control management. It’s a lot.

Digitalization 40

Digitalization Management Account Management Communication 40

SmartKarrot

APRIL 13, 2023

In today’s economic environment, effective account management is essential for building and maintaining strong client relationships and achieving growth. From podcasts and webinars to blogs and social media posts, these influencers are using a range of channels to help other account managers learn, grow, and succeed.

Account Management 11

Account Management Key Account Management Management Client Relationships 11

SmartKarrot

SEPTEMBER 12, 2022

Every company hires an account manager, especially in SaaS. The account manager is one who needs to be responsible for the everyday management of the customer’s account and business with the company. Since we know an account manager is a vital role, how relevant and important is the role in 2023?

Account Management 10

Account Management Management Stakeholders Negotiation 10