ProlifIQ

MAY 17, 2024

Core Facets Of Key Account Management In Life Sciences Managing relationships and building strategic plans to grow revenue across complex accounts is a part of day-today life for anybody in sales, marketing, or account management in the Life Sciences space.

Key Account Management 52

Key Account Management Account Management Management Procurement 52

DemandFarm

OCTOBER 23, 2024

This process involves multiple product demonstrations, engaging with IT, procurement, and finance stakeholders, and significant customization to meet the client’s needs. Compared to small or mid-sized business (SMB) sales, enterprise sales typically entail a longer decision-making process, more resources, and more stakeholders.

Key Account Management 40

Key Account Management Account Management Management Procurement 40

Clarity Engagement Solutions

NOVEMBER 9, 2020

the evolving healthcare industry, pharma and bio-tech companies are now focusing on each component of market access: – Price – Channel – Stakeholders – Government agencies How do these elements apply to new types of decision makers, previously unknown to market access teams?

Marketing 91

Marketing Healthcare Stakeholders Procurement 91

Clarity Engagement Solutions

NOVEMBER 9, 2020

– Stakeholders. Customized processes and functions are required to effectively engage these new stakeholders. A primary challenge for pharma and bio-tech companies is how to identify the right stakeholders in the approval process. – Research each stakeholder and align your goals with theirs.

Marketing 91

Marketing Healthcare Stakeholders Procurement 91

Account Manager Tips

NOVEMBER 16, 2022

Too many clients, not enough time Key account managers have a lot of clients. From procurement, to executives, to end users and everything in between. Share the load You don't have to be the only one in your organization communicating with key stakeholders. The world's most amazing community of key account manager.

Key Account Management 130

Key Account Management Account Management Procurement Communication 130

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

DemandFarm

MARCH 31, 2023

With the growing size of buying groups in the digital age, it is imperative to consider factors that play into the challenges and benefits of digital key account management. Challenges in Shifting to Digital Key Account Management Shifting to Digital Key Account Management also comes with its fair share of challenges.

Key Account Management 52

Key Account Management Account Management Digitalization Management 52

Account Management Skills

JANUARY 25, 2022

I spoke to Jessica Bowler and Iris Gatzweiler , two senior procurement clients who shared some insights into the pitching process. Don’t forget to go back to Episode 9 , where Jessica and Iris talked about how to approach and develop relationships with procurement. Welcome to Episode 54. So welcome Iris and Jess. Wonderful, Jess.

Procurement 52

Procurement Suppliers Stakeholders Decision-making 52

Revegy

JANUARY 18, 2021

Since relationship management is key to closing deals, it’s clear that sales reps need purpose-built tools to gain the intelligence necessary to manage accounts and drive opportunities. Leveraging Relationship Maps to Drive Strategic Selling.

CRM 120

CRM Procurement Stakeholders Facilitation 120

ProlifIQ

OCTOBER 30, 2024

KAM Technology & Use Cases in 2025 KAM technology plays a crucial role in supporting these best practices by providing powerful tools and features that streamline and enhance key account management processes. Interested in seeing a Key Account Management solution to help you retain and grow key customers?

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

Mike Kunkle

FEBRUARY 5, 2023

Sellers sometimes work with professional procurement leaders and company executives who work together frequently and have processes and policies to guide their purchase pursuits. The most commonly supported activities for commercial methodologies include prospecting and opportunity management.

B2B 231

B2B Sales Decision-making Negotiation 231

Louise Collins Associates

OCTOBER 26, 2017

It is no surprise then, when we consider decision making units and critical stakeholders in our accounts that we should factor in their broader network and seek to find areas and people in common. When creating stakeholder maps, and understanding our critical decision makers we need to probe further.

Decision-making 52

Decision-making Stakeholders Procurement Account Management 52

SBI

JULY 15, 2021

Your account team needs to have a common understand of an account or opportunity – the key stakeholders, their goals, and company objectives. This requires collaboration and a well-documented account plan. . Account Visibility = Agility.

Procurement 57

Procurement Sales Account Planning Stakeholders 57

Flevy

JUNE 23, 2024

Effective value chain management enhances operational efficiency, reduces costs, and fosters innovation, thereby creating significant value for patients, healthcare providers, and stakeholders. Support Activities: Procurement: Sourcing materials and components for device production.

Healthcare 52

Healthcare Manufacturing Artificial Intelligence Innovation 52

Flevy

JUNE 9, 2024

This integrated approach is critical in managing the complexities of drug development, regulatory compliance, and market entry. Effective value chain management drives efficiency, reduces time-to-market, and enhances value creation for customers and stakeholders. Support activities are equally crucial.

Manufacturing 52

Manufacturing Innovation Healthcare Procurement 52

Flevy

JUNE 14, 2024

Effective value chain management enhances operational efficiency, reduces costs, and fosters innovation, thereby creating significant value for patients and stakeholders. Navigating challenges such as data security, regulatory compliance, and technological interoperability necessitates a strategic approach to value chain management.

Digitalization 52

Digitalization Healthcare Artificial Intelligence Manufacturing 52

Flevy

JUNE 12, 2024

Effective value chain management enhances operational efficiency, reduces costs, and fosters innovation, thereby creating significant value for customers and stakeholders. Addressing challenges such as supply chain disruptions and sustainability concerns necessitates a strategic approach to value chain management.

Supply Chain 52

Supply Chain Procurement Food and Beverage Manufacturing 52

Flevy

JUNE 18, 2024

Effective value chain management enhances operational efficiency, reduces costs, and fosters innovation, thereby creating significant value for patients, healthcare providers, and stakeholders. Procurement secures essential medical supplies and equipment, while technology development drives innovation in medical technologies.

Healthcare 52

Healthcare Artificial Intelligence Cybersecurity Innovation 52

Showpad

NOVEMBER 20, 2019

At the same time, Sales deals are coming under more scrutiny from buyer stakeholders, with more teams involved in each purchase. 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.

Manufacturing 49

Manufacturing Procurement B2B Stakeholders 49

Arpedio

MAY 31, 2024

A learning environment that’s anything but conventional ARPEDIO was right in the middle of it all, surrounded by Strategic Account Management (SAM) professionals who shared our drive for success and eagerness to push boundaries and exchange game-changing ideas about the future of SAM. Let’s dive in.

Leadership 52

Leadership Account Management Facilitation Innovation 52

Account Management Skills

APRIL 26, 2023

This episode is for you if you’re interested in understanding how a project management team and an account management team work together in an internal communications agency. Now Brilliant Ink call their account management team strategists. We were doing project management as best as we could.

Account Management 40

Account Management Decision-making Stakeholders Management 40

Account Management Skills

FEBRUARY 20, 2023

So there will be stakeholders who we have not met or don’t know, as well as some of our main stakeholders, and really thinking about how we can retain clients and make them feel really special. That’s a very brilliant way to re-engage particularly with stakeholders like you said, that you have not met.

Stakeholders 52

Stakeholders B2B Decision-making Marketing 52

Account Management Skills

AUGUST 7, 2023

We also ran an AI for Account Managers webinar recently together with Roy Murphy and the recording has been asked for several times. We help them protect their assets, monetize them, develop strong contracts with their clients and other stakeholders and navigate marketing regulations.

Energy and Utilities 52

Energy and Utilities Negotiation Account Management Marketing 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

SmartKarrot

MARCH 31, 2021

Role: Vice-President, Customer Success Location: Greater Chicago Area, US Organization: Davisware As a Vice-President of Customer Success, you will achieve targeted Go-Live Dates to maximize Annual Recurring Revenues (ARR) through robust customer management, including effective hand-off to the account management team at go-live.

Customer Success 10

Customer Success Supply Chain Procurement Sales Leadership 10

KAM With Passion

MARCH 28, 2022

A procurement person is chartered to buy concrete for a construction site or stainless-steel bolts and screws for a maker of industrial machines. Typical roles are the sponsor, the decision-maker, evaluators (experts), users (quite often from various teams), procurement, gatekeeper (with various interpretations of what this means).

Procurement 130

Procurement Stakeholders CRM Government 130

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

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. Unlike most solutions, our platform is custom built for complex B2B sales, where sales cycles are longer and more stakeholders are involved.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20

Hubspot Sales

SEPTEMBER 4, 2024

Spend more time connecting with influential business stakeholders and earn credibility so they would meet with me about my company’s products and services. Uncover news stories about circumstances that can help me build credibility with a stakeholder, or to build a business case for investing in my solution.

Artificial Intelligence 105

Artificial Intelligence Media Prioritization Software 105