Account Manager Tips

SEPTEMBER 15, 2023

Trapped in reactive account management? Get tips to be proactive and transform client relationships, unlock sales opportunities and gain strategic partner status.

Account Management 113

Account Management Client Relationships Management Sales 113

Red Star Kim

JUNE 15, 2023

At the start of June I had the pleasure of leading PM Forum ’s “Towards KAM (and ABM) – Helping fee-earners with client relationship management” online workshop. Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum. Others may find that the M&BD team is responsible for research.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Sales Gravy

NOVEMBER 20, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. You'll learn why a focused and intentional account management strategy is essential for net revenue retention and account expansion.

Account Management 111

Account Management Management Client Relationships Business Growth 111

DemandFarm

OCTOBER 23, 2024

Enterprise sales are characterized by growing competition, more complex buyer journeys, and increased sales cycle times by over 50%. In this guide, we’ll delve into the intricacies of enterprise sales, their importance, key stages, and the metrics that will help you optimize your strategy as a key account manager.

Key Account Management 40

Key Account Management Account Management Management Procurement 40

DemandFarm

NOVEMBER 22, 2024

Do you know how the top key account managers (KAMs) become the top KAMs? They don’t just respond to an account’s needs—they anticipate them, creating proactive strategies that build trust and deepen relationships. Key Focus Areas for High-Impact Account Management Teams 1. Core Traits of High-Performing Account Managers 1.Relationship

Key Account Management 52

Key Account Management Account Management Management Stakeholders 52

Red Star Kim

OCTOBER 16, 2023

Referrer Management – Capacity and Capability Capacity – Rational elements of referrer management Throughout the workshop we considered how leadership and organisation (rational activity) supports effective referrer management. Some looked to LinkedIn’s Sales Navigator to drive data and process. amongst us.

Management 130

Management Onboarding Emotional Intelligence Communication 130

Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Hubspot Sales

AUGUST 17, 2020

While many companies are hyper-focused on making the sale, building lasting relationships with customers is an essential aspect of achieving sustainable business growth. Essentially, account development is the go-to organization for managing the sales process and determining the revenue-generating potential of customer accounts.

Account Development 127

Account Development Management Advertising Profitability 127

DemandFarm

NOVEMBER 22, 2024

You don’t need a tutor to realize the importance of optimizing your sales team’s efficiency. Here is the simplest way—your sales team is in a rut if you don’t get satisfactory answers to the following questions. Are our sales teams consistently meeting targets and improving conversion rates?

Key Account Management 52

Key Account Management CRM Account Management Sales 52

Hubspot Sales

MARCH 7, 2023

Account managers are the liaison between a company and its clients. Whether you’re a candidate or a hiring manager, you’ll need to brush up on account manager interview questions before making any big decisions. You can practice formulating answers that highlight your skills as an account manager.

Account Management 114

Account Management Management Onboarding Prioritization 114

Account Manager Tips

JANUARY 25, 2025

The post Master Cross-Selling: The Secrets No One Else Is Talking About first appeared on The KAM Coach Unlock the secrets to mastering cross-selling with strategies top sales pros keep to themselves. Learn how to boost sales and build stronger client relationships.

Key Account Management 130

Key Account Management Client Relationships Account Management Management 130

Hubspot Sales

MAY 20, 2022

The demand for sales roles only keeps growing. According to research published by HireDNA, sales roles shot up by 65% in 2021, totaling around 700,000 positions in the US alone. READY TO START A CAREER IN SALES? READY TO START A CAREER IN SALES? Be a Certified Professional HubSpot Sales Representative.

Sales 131

Sales Client Relationships Publishing Management 131

Mercuri International

FEBRUARY 7, 2025

Continuous learning and skill development will be essential for sales teams to stay competitive. With 44% of workers’ skills expected to be disrupted in the next five years, the current state of sales training is insufficient. Recommendations for building a stronger sales team 1. Discover more related content here.

Virtual Selling 52

Virtual Selling Client Relationships Digitalization Prioritization 52

Hubspot Sales

JUNE 6, 2019

Considering a career in sales but want something that pushes the limits of a traditional sales rep’s role? Enter, the sales analyst. It’s a sales operations role that’s less about selling a product or service to customers and more about selling next steps and solutions to your internal sales team. Sales Analyst.

Supply Chain 141

Supply Chain Finance Sales Account Management 141

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Hubspot Sales

SEPTEMBER 26, 2018

Beyond renewals, existing accounts present a great deal of new revenue and partnership opportunities for sales pros who understand their continued role as account manager. In this space, account managers identify and create opportunities by positioning solutions aligned with customer goals, challenges, and initiatives.

Account Management 104

Account Management Management Stakeholders Profitability 104

Hubspot Sales

SEPTEMBER 16, 2020

If you ask most executives if they have a sales process , they’ll immediately say yes. But when you ask them to describe their sales process, their descriptions vary wildly. To some, a sales process means milestones in their sales pipeline. Having clear definitions for your sales process matters a lot.

Account Management 133

Account Management Sales Account Planning CRM 133

Hubspot Sales

DECEMBER 8, 2022

One of my first customer visits as a young sales manager was in support of a salesperson — with a client I hadn't met before. Prior to the visit, we had done a lot of technical work for the client's company, substantially improving its product. 5 Traps to Avoid as a Sales Manager. Not Being Prepared.

Sales Management 98

Sales Management Management Decision-making Negotiation 98

Account Manager Tips

SEPTEMBER 29, 2020

Are you doing key account management the hard way? Effective key account management requires you to increase profits, develop relationships, increase satisfaction, grow revenue, improve retention and reduce conflict. Let's take a look at 7 of my favourite key account management tools. Table of Contents. (1) Conclusion.

Key Account Management 130

Key Account Management Account Management Management Onboarding 130

Brooks Group

DECEMBER 1, 2023

Whether your organization has a dedicated Account Management team, or your salespeople are in charge of managing their own accounts, it’s important to establish account management KPIs to measure performance and effectiveness. Measurement Controls Sales Behavior Remember, what you measure will steer salespeople’s behavior.

Account Management 105

Account Management Management Account Planning Sales Training 105

ACT

DECEMBER 18, 2024

For starters, entrepreneurs must find skilled professionals who have a knack for building client relationships. Project managers look up their respective clients details in the spreadsheet and send timely follow-ups and updates. Each manager might end up creating a separate spreadsheet for their clients.

Client Relationships 52

Client Relationships Small Business CRM Decision-making 52

Hubspot Sales

APRIL 27, 2021

This post will explain the difference between the hunter and farmer sales persona and how they take on sales activity. Below we’ll go more in-depth into each sales persona and its main characteristics. The Hunter Sales Persona. The Farmer Sales Persona. The Trapper Sales Persona.

Sales 126

Sales Client Relationships Profitability Account Management 126

Red Star Kim

FEBRUARY 28, 2023

This post summarises some of the key themes emerging from the recent online MBL “How to manage and grow your private client practice” full day session . Manage and grow your private client practice – Recruitment, Performance, Segmentation and ROI. Larger professional services firm were using automation in this area.

Emotional Intelligence 130

Emotional Intelligence Management Business Planning Value Proposition 130

DemandFarm

OCTOBER 8, 2024

Meaningful conversations, fueled by a deep understanding of your clients’ needs, are the key to building trust and loyalty. Sales teams, armed with the right data, can tailor their approach to each customer, ensuring their needs are met and their satisfaction is maximized. And that’s where your true success lies.

Client Relationships 40

Client Relationships Decision-making Stakeholders Onboarding 40

Account Manager Tips

SEPTEMBER 28, 2022

Sales Process Quiz. Dooly have a fun, and interesting quiz to help you figure out just how effective your sales process is. Knowing how to use a CRM is an essential competency for sales, key account management, customer success and many more. It only takes 2 minutes and it'll show you where potential gaps are.

Key Account Management 130

Key Account Management Account Management Management Publishing 130

Nutshell

MARCH 28, 2024

As a startup, having a well-running sales pipeline is vital to facilitate sales actions and help your team close deals faster. Read on to learn more about the importance of sales pipelines for your business and how to manage a sales pipeline for your startup. What is a sales pipeline?

Management 71

Management Prioritization CRM Sales 71

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

Nutshell

MAY 11, 2023

One of your best options for managing your client relationships is customer relationship management software, called a CRM. CRMs specialize in shaping the customer experience , not just organizing client contact details and property specs.

CRM 134

CRM Client Relationships Software Software 134

Arpedio

JANUARY 5, 2024

In the competitive world of sales, the art of relationship management is a pivotal factor that drives success. Effective relationship management in sales is not just about making connections; it’s about building and maintaining long-term partnerships that benefit both parties.

Management 52

Management Emotional Intelligence Client Relationships Sales 52

Account Manager Tips

AUGUST 10, 2021

But, for B2B companies, it falls to the sales team or the key account management team to ask. Sales Insights Lab surveyed 400 salespeople to gain insights into today's selling world. rarely ask for a referral. ” If you're not asking your clients for referrals, you're missing out on a huge opportunity.

Decision-making 240

Decision-making Account Management Value Proposition B2C 240

Hubspot Sales

JANUARY 18, 2021

These companies are also discovering that placing women into sales leadership roles is good for business and critical for paving the way for them to ascent into the highest executive ranks. This statistic accounts for promotions across all industries, including sales. In fact, women are underrepresented in B2B sales across all sectors.

Sales 128

Sales Sales Leadership Leadership Client Relationships 128

Arpedio

JANUARY 3, 2024

When it comes to driving business success , there are two crucial strategies that companies must master: Account Management and Opportunity Management. While they might seem interchangeable, understanding the key differences between these approaches is essential to building long-term customer relationships and maximizing revenue.

Account Management 52

Account Management Management Client Relationships Prioritization 52

DemandFarm

MAY 22, 2023

Is a key account manager the same as a sales manager? Meet Anna, a diligent Sales Manager at Brilliant Solutions , a thriving software company specializing in cutting-edge automation tools. Her daily tasks revolve around driving sales, managing the sales team, and ensuring sales targets are met.

Key Account Management 52

Key Account Management Account Management Digitalization Sales Management 52

Red Star Kim

NOVEMBER 2, 2023

As an fan of Challenger sales (and the variant Insight Selling Insight selling – building on consultative selling models (kimtasso.com) I was delighted to see that one of the originators – Matthew Dixon – turned his focus to selling in professional services. Rainmaking best practice in professional services firms (Selling behaviours).

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Hubspot Sales

NOVEMBER 28, 2017

One of the most important decisions first-time entrepreneurs and sales leaders face is when and how to hire their first salesperson. Hiring too aggressively -- or not hiring for the right role -- can lead to accordion growth, and too much caution stunts sales and company growth. 5 Steps for Making Your First Sales Hire.

Sales 111

Sales Decision-making Media Negotiation 111

Arpedio

FEBRUARY 13, 2025

By adopting ARPEDIO’s advanced account management solutions, B.I.G. streamlined their processes, improved client relationships, and enhanced strategic thinking. Prev Previous Client Case How National Express Accelerated Marketing An ABM/ABS Success Story #1 Account-Based Selling Platform Powerful alone.

Manufacturing 52

Manufacturing Innovation Strategic Thinking Account Management 52

Red Star Kim

JUNE 20, 2022

She ran management development and leadership programmes at the BBC before founding a leading coaching consultancy. She touches on the differences between coaching, mentoring, training and line management too. A key theme is respecting the client’s right to choose – so that rules out the idea of coaches providing advice.

Client Relationships 130

Client Relationships Facilitation Brainstorming Meetings 130