Louise Collins Associates

NOVEMBER 24, 2017

So when organisations have tried, and failed, to introduce Key Account Management (KAM) it is no different. Effective Key Account Management (KAM) requires organisational leadership and specific coaching. I have shared my thoughts with you before about the capabilities required for effective key account management.

Leadership 52

Leadership Sales Leadership Key Account Management Account Management 52

SOAR Performance Group

DECEMBER 17, 2021

Please join the February 11th virtual meeting of the Sales Leadership Community hosted by the Chicago Chapter. The topic for the meeting will be “Moving From Opportunity-Focused Selling to Account-Based […].

Sales Leadership 52

Sales Leadership Leadership Meetings Sales 52

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 98

Management Stakeholders Facilitation Sales Leadership 98

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

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

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 126

Sales Account Management Communication Sales Management 126

Brooks Group

OCTOBER 3, 2024

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.

Sales Management 105

Sales Management Management Sales Training Sales 105

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 134

Finance Sales Account Management Leadership 134

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

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

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

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

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

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

Sales Outcomes

OCTOBER 4, 2022

Organizations often miss the essential and controversial step of evaluating the current sales leadership team (top of the org chart to the front-line sales leaders) to determine if they are willing and able to mobilize change at the pace required. . Organizations tend to focus training and transformation efforts on salespeople.

Account Planning 52

Account Planning Sales Sales Leadership Leadership 52

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+. Some available courses are: – Certified Sales Executive certification.

Sales Management 98

Sales Management Management Sales Leadership 98

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

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 97

Sales Sales Leadership Leadership CRM 97

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

KAMCast

JANUARY 7, 2021

With more than 10yrs in sales, sales leadership and customer growth management, Jermaine now spends his time being invited by companies around the world like Gartner, Dell Technologies, London Business School and GE to create unique customer growth and loyalty strategies which make them irreplaceable in their market.

Suppliers 52

Suppliers Sales Leadership Leadership Client Relationships 52

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

Point N Time

APRIL 4, 2018

Point N Time Software, a Salesforce ISV partner and leader in key account management 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.

Key Account Management 52

Key Account Management Management Account Management B2B 52

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.

Sales 62

Sales Global Accounts Finance Performance Review 62

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

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

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

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

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

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

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

Engage Selling

JUNE 3, 2022

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.

Sales 130

Sales Client Relationships Account Management Sales Leadership 130

Engage Selling

SEPTEMBER 3, 2020

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.

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Sales Client Relationships Account Management Sales Leadership 112

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

Engage Selling

AUGUST 7, 2020

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 »

Organization 129

Organization Account Management Sales Leadership Leadership 129

Engage Selling

JUNE 17, 2022

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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Sales Client Relationships Account Management Sales Leadership 118