Account Manager Tips

NOVEMBER 19, 2022

In a survey of senior executive buyers, Forrester Research asked if sales people are frequently prepared for their meetings. In fact between 70 to 80 percent feel vendors are not prepared for their meetings with senior level executives. Imagine you're at the front of a boardroom about to make a presentation. How do you feel?

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Account Manager Tips

OCTOBER 11, 2021

You need to take charge, make decisions and set goals for your customers so they can achieve success. What changes should we make? How do we make changes? Not focused on the customer The biggest mistake you can make with clients is to put your needs first. Putting out fires instead of preventing them.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Account Manager Tips

OCTOBER 21, 2021

Make sure you have a system in place so your client gets a follow up call from you as soon as possible. Always have a meeting with your client scheduled for sometime in the future. Even if they ghost you between meetings, you have those placeholders to catch up. You may need to approach your communication from a different angle.

Key Account Management 246

Key Account Management Client Relationships Negotiation Suppliers 246

Mike Kunkle

OCTOBER 8, 2023

Keep this in mind as you read this article, and adapt and adopt what makes sense for you in your current context. Product ensures that solutions meet the demands of the marketplace. It’s not just about listing features, but about communicating the core of your offerings and the problems they solve.

Customer Experience 304

Customer Experience Decision-making Profitability Marketing 304

Account Manager Tips

JUNE 29, 2021

Build relationships with decision-makers and expand your network. Close any gaps in your solution, meet all commitments and ensure your client is satisfied. Improve communication. Do you make the first move and present a compelling proposal that positions you as the partner of choice? Define price strategy.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Account Manager Tips

MARCH 23, 2021

Key account management is resource-heavy and to deliver a return on investment, the focus must be on clients that meet these requirements: Growth. Identify and connect with decision-makers, budget holders and manage complex relationship networks. If a client no longer meets the criteria for key accounts, what will you do with them?

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Mike Kunkle

APRIL 8, 2023

My point here, is that you should make a purposeful determination on these levels, clearly define them, train them, and coach to them. In addition to having the right decision makers in the deal, which is part of qualification, it’s important to assess the landscape and relationships. Here’s what I mean.

B2B 243

B2B Decision-making Sales Stakeholders 243

Account Manager Tips

APRIL 26, 2021

How much money does a key account manager make? Money can't buy happiness, but it sure makes misery easier to live with. Find out how much money key account managers REALLY make! How much money does a key account manager make? Develop influential relationships with decision-makers. Enough for champagne and caviar?

Key Account Management 242

Key Account Management Account Management Management Negotiation 242

Mike Kunkle

AUGUST 30, 2023

They must show that they can make an impact with enablement and move the needle on the metrics that matter most. But there is much an enabler can do to lead the change projects, garner the support needed, and continue to nudge, push, cajole, and lead the way to making a business impact. But it’s all about behavior change.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Hubspot Sales

SEPTEMBER 12, 2024

Like most modern buyers, I had already done a wealth of research leading up to my decision, and nothing the salesperson said was going to make me walk away with anything other than the brand and model I showed up to buy. Buyers today are more informed than ever, and not just about cars, appliances, and consumer electronics.

B2B 116

B2B B2C Decision-making Software 116

Account Manager Tips

MAY 25, 2021

Because what makes a key account is its future value. Clients who are a good fit for your solution, and you meet their needs better than other suppliers. Establishing influential business relationships with decision-makers is a primary goal. That's how decisions get made and budgets approved. Performance.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Red Star Kim

OCTOBER 24, 2022

Behaviour in sales meetings). This article is a reminder of the key points valued by the delegates: Nine insights: Sales processes and selling skills for targeting and meetings. Sales meetings. Delegates reported some fee-earner challenges when attending preliminary sales meetings. Debrief after meetings.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Upland

MARCH 29, 2023

Gone were the face to face office meetings and networking at industry events, and in their place were hour-long zoom calls with sellers wearing hoodies. Now, however, things have changed. When a deal comes down to the line, it’s the quality of the relationship that gets the seller the phone call when a buyer is making decisions.

CRM 195

CRM Management Stakeholders Decision-making 195

Account Manager Tips

AUGUST 4, 2022

Why Introverts Make Better Networkers. In this no-nonsense, application-specific guide, you’ll get the most powerful strategies and success principles to build the mindset and confidence that will make you unstoppable. Most importantly, how I teach this is what makes the transformation of your confidence permanent.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

Hubspot Sales

AUGUST 11, 2020

It’s safe to say 2020 has been the year of virtual meetings. Everything from large-scale conferences to staff meetings, to meetings with prospects, are hosted remotely. The right video conferencing tool is necessary to continue conducting business in 2020 and beyond, and choosing the right software is an important decision.

Software 143

Software Software Meetings Decision-making 143

Red Star Kim

NOVEMBER 1, 2023

Nervousness – Shyness, modesty, lack of confidence and fear of failure can make fee-earners reluctant to organise meetings to take the next steps in building a potential client relationship. There is rarely a deep understanding of how disparate and disconnected decision-making units are across such large organisations.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Account Manager Tips

DECEMBER 28, 2021

Find out how things are done and want went on with your client before you arrived to avoid making the same mistakes. Don't hide mistakes or bad decisions and communicate what you're doing to get things back on track. Read emails, meeting notes, business reviews and other important documents they left behind. Start small.

Key Account Management 182

Key Account Management Account Management Decision-making Client Relationships 182

Mike Kunkle

FEBRUARY 5, 2023

Other times, sellers work with ad hoc buying committees who have never worked together to make a purchase decision, and who are operating without an aligned process, policies, or even guidelines and guardrails. click the image to see a larger version] This makes sense, right? Should sales process be adaptable?

B2B 231

B2B Sales Decision-making Negotiation 231

Red Star Kim

NOVEMBER 9, 2023

Let it grow like a weed in the garden | Henry Mintzberg ) The way to achieve great employee engagement is addressed in this 2021 book Book review: Influential Internal Communication by Jenni Field (kimtasso.com) ) Think before you plan “Strategy is about outthinking your competition. What is the informal decision-making process?

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Red Star Kim

MARCH 1, 2024

This is challenging as everyone is time poor and most communications are digital. And we know that face-to-face communication is most effective in building relationships. Building empathy with fee-earners helps us to understand what they expect and any assumptions they may be making about the likely results.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Upland

SEPTEMBER 1, 2023

Guided selling is a modern sales approach that combines technology, data analytics, and personalized interactions to assist customers in making well-informed purchasing decisions. This enables them to work faster, engage buyers more effectively, and make better decisions.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

Strategic Account Management Association

SEPTEMBER 22, 2020

Patients communicate with their doctors over Skype, order drugs through smartphone apps and even perform basic genetic tests from home. Early in 2020, many health care organizations were already leveraging AI to improve decision making and automate difficult or tedious tasks.

Supply Chain 400

Supply Chain Artificial Intelligence Innovation Suppliers 400

Red Star Kim

MARCH 4, 2024

They fear making mistakes and don’t want to appear vulnerable. Their behaviour makes you feel irritated, inferior, worthless and stupid. They may make you feel stifled, stupid or untrusted. You need to avoid making mistakes or paying insufficient attention to detail. Please let me know if you’d like a copy.

Management 147

Management Communication Leadership Digitalization 147

Account Manager Tips

JUNE 23, 2020

Don't ever do an important meeting alone. And it's about communication. Did all the right things, had communication skills, but couldn't say, "What do we need to do to move to the next stage? It's in communication and motivating teams. I like to make sure I don't just jump in to rescue the day. If you know, talk.

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

The Center for Sales Strategy

APRIL 2, 2024

They are always in a constant struggle to outperform rivals and meet set goals. For salespersons, coaching can help refine critical skills like negotiation, communication, confidence, and decision-making. Salespeople, just like athletes, encounter setbacks like pressure to perform and rejection in their day-to-day work.

Negotiation 109

Negotiation Decision-making Communication Meetings 109

Red Star Kim

MAY 3, 2023

Work roles varied across marketing, business development, PR, internal communications, events, digital and graphic design. Which makes planning difficult and often impacts on project delivery. There’s more about how to frame choices in Book review: Nudge: Improving decisions about health, wealth (kimtasso.com). “To

Stakeholders 130

Stakeholders Digitalization Communication Decision-making 130

SuperOffice

AUGUST 22, 2022

An analytical CRM is best suited for businesses that are focused on data-driven decision making. Customer service : Use the analytical CRM to gain insights into how frequent your customer communication is at certain points in time, which can give you a better understanding of when to allocate more resources. Operational CRM.

CRM 136

CRM Decision-making Onboarding Suppliers 136

Hubspot Sales

NOVEMBER 30, 2020

You never get a second chance to make a first impression. But many salespeople and marketers make the mistake of crafting a perfect sales email, holding a great meeting, or running a fantastic product demo, and then sitting back and doing nothing. This is a major purchasing decision and cannot be rushed.

Decision-making 144

Decision-making Sales Meetings Stakeholders 144

Hubspot Sales

NOVEMBER 18, 2020

The most valued traits sales managers see in salespeople are problem solving, relationship building, critical thinking, confidence, and oral communication. The top data insights sales leaders use for decision-making are forecasting data, rep productivity data, and team performance to quota. In the U.S.,

Sales Leadership 142

Sales Leadership Leadership Sales B2B 142

Brooks Group

JANUARY 2, 2024

Sales leaders and managers seek individuals who can not only meet targets but exceed them consistently. What makes successful salespeople isn’t just inherent abilities—it’s also their skill set. Let’s dive into the capabilities that make a salesperson truly exceptional and how to develop these qualities in your sales team.

Sales Training 101

Sales Training Decision-making Sales Communication 101

Red Star Kim

SEPTEMBER 20, 2023

It concentrates on making the first minute of a conversation with a colleague (or client) effective. As such, it addresses two critical elements of good communication – being concise and clear. The techniques should boost your confidence in your communication skills, save you time and improve collaboration.

Communication 113

Communication Meetings Publishing Decision-making 113

Hubspot Sales

NOVEMBER 22, 2023

Ultimately, to achieve consistent growth and stay ahead of the competition, businesses must streamline their sales operations, focus on nurturing customer relationships , and make data-driven decisions. Identify bottlenecks, track key metrics, and make data-driven decisions to close deals faster.

CRM 116

CRM Decision-making Sales B2C 116

Upland

OCTOBER 17, 2023

Its many evolutions and the powerful AI of today make it an irresistible tool to many. Recorded phone calls, emails, and virtual meetings create mountains of data. Its content capabilities make it an indispensable tool for your sales team. It can help your sellers answer questions like: Who are the key decision-makers?

Artificial Intelligence 195

Artificial Intelligence Sales Decision-making CRM 195

Help Scout

JUNE 30, 2021

It is an undeniably challenging move to make, but there are plenty of resources and examples to learn from. Making remote work … work … looks very different when your team does not share core working hours. Live “whole team” meetings are almost impossible. Change up meeting times. Protect time buffers.

Remote Working 134

Remote Working Meetings Communication Decision-making 134

Hubspot Sales

AUGUST 7, 2024

An effective CRM is make-or-break for SaaS companies because of: Customer Retention. With a cloud-based CRM platform, you can download software from the cloud and get instant access — but it needs to meet your unique needs: Pleasant User Experience. Your CRM can gather data and make suggestions for enhanced decision-making.

CRM 115

CRM Software Software Onboarding 115

Account Manager Tips

AUGUST 3, 2022

When to give up Forms of communication (from most to least effective) Favourite book on follow up In other news Have your say on the future of key account management Quote of the week. You need your client engaged and communicating, but they don't always see it that way. So before you go chasing your client, make sure you're prepared.

Key Account Management 130

Key Account Management Account Management Decision-making Communication 130

Hubspot Sales

NOVEMBER 9, 2020

Businesses that purchase industrial products are incredibly dependent on them, as they likely make up a significant aspect of their day-to-day processes. Thus, selling machinery used in automobile manufacturing is more competitive, as there are only 15 possible companies that could make use of the product. Complex Purchasing Decisions.

Manufacturing 137

Manufacturing B2B Decision-making Construction 137