Upland

MAY 18, 2023

Account planning and effective account management strategies are about much, much more than your key accounts. That said, any account manager worth their salt has a strategy for their key accounts. Sales maps for key accounts tend to be quite complex with many stakeholders. First, what is a key account?

Key Account Management 195

Key Account Management Account Management Management Account Planning 195

DemandFarm

OCTOBER 15, 2024

So is AI expected to eat up your Key Account Manager’s jobs as well? It depends on your Key Account Management (KAM) maturity level, your approach to your KAM program, your goals, and how you want to roll with the AI punches. Enter: AI in Key Account Management Today’s AI is much like Harvey Dent, the DA of Gotham City.

Key Account Management 52

Key Account Management Account Management Management Decision-making 52

Red Star Kim

MAY 11, 2023

This post reviews the core material covered in Managing Brands Chartered Institute of Marketing (CIM) professional qualification (Level 6 elective New CIM professional marketing qualifications – 2020 (kimtasso.com) ) and the Cambridge Marketing College’s Marketing Manager Apprenticeship – a Level 6 Qualification (kimtasso.com).

Management 130

Management Co-Creation Publishing Leadership 130

Mike Kunkle

APRIL 8, 2023

And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. This allows managers to assess the effectiveness of the rep’s qualification by asking questions and digging into the details. To start, assess the Buyer Type for each stakeholder.

B2B 243

B2B Sales Decision-making Stakeholders 243

Account Manager Tips

JULY 9, 2020

Your first 90 days in a new job as an account manager are the most challenging.and with the most at stake. Some hiring managers move fast and you may not have the time to do your plan justice if you haven't at least got a draft completed. Are you moving to account management from a different profession? Your manager hired you.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Miller Heiman Group

APRIL 2, 2020

In our “ Customer Experience Best Practices Study ,” researchers from Miller Heiman Group explore the business case for investing in a customer experience strategy to drive revenue performance. Customer loyalty. Customer Experience Practices Translate Strategy Into Action. Executives Walk the Talk.

Customer Experience 67

Customer Experience Facilitation Organization Stakeholders 67

Account Manager Tips

NOVEMBER 25, 2022

As a key account manager, you want to demonstrate to your client that you are optimising your partnership and leave absolutely no doubt they have made the right choice in doing business with your company. This strategic planning guide is for the busy Account Manager who doesn't have time to do a SWOT or PEST analysis.

Account Planning 246

Account Planning Key Account Management Account Management Brainstorming 246

Upland

SEPTEMBER 1, 2023

Enhancing Customer Experience through Guided Selling Guided selling provides customers with a curated experience, leveraging various tools and techniques to enhance their understanding of products or services. This personalized touch enhances the customer experience.

Decision-making 195

Decision-making Stakeholders Customer Experience CRM 195

DemandFarm

JANUARY 12, 2025

Key Account Management (KAM) thrives on strong relationships, and there is no denying that. These elements are often challenging to maintain in organizations where sales, marketing, and customer success operate in silos. Improved Customer Experience : Seamless processes ensure customers receive personalized and timely interactions.

Key Account Management 52

Key Account Management Account Management Decision-making Prioritization 52

Customer Think

AUGUST 1, 2024

Fundamentally, your brand is made up of the network of associations among your customers, employees, management, and other stakeholders, as well as the feelings and attitudes your brand evokes when they consider or interact with it.

Customer Experience 64

Customer Experience Stakeholders Marketing Management 64

Zendesk

JUNE 17, 2022

Your experience at the ice cream parlor shows why it’s not enough for businesses to just gather customer feedback—they must act on it, too. Companies that create a process for collecting, analyzing, and acting on customer feedback improve their chances of impressing buyers. What is customer feedback management?

Management 98

Management Decision-making Media Software 98

Hubspot Sales

APRIL 22, 2021

This leaves stakeholders across operations, finance, and sales without a scalable, automated solution and causes frustration among reps when their paychecks don’t match expectations due to mismatched spreadsheets. QuotaPath’s product is a commission tracking and compensation management solution for revenue teams. Image Source.

Finance 118

Finance Value Proposition Sales Leadership CRM 118

DemandFarm

DECEMBER 27, 2024

Not just that, with competitors piling up in every single industry, the pressure is on to deliver more than just numbersits about creating unforgettable customer experiences (CX). DemandFarm DemandFarm is purpose-built for key account managers, particularly for those who manage complex account-based sales processes.

Key Account Management 52

Key Account Management Stakeholders Sales Account Planning 52

Arpedio

JANUARY 30, 2025

By working in sync, businesses can shorten sales cycles, close larger deals, and build stronger customer relationshipsmaking ABE an essential strategy for modern B2B sales. How ABE Improves Personalization and Customer Experience One of the biggest advantages of ABE is how it allows companies to personalize their approach to each account.

Stakeholders 52

Stakeholders CRM Customer Success Account Management 52

Showpad

JULY 7, 2020

Think about ineffective sales processes, inconsistent messaging, insufficient customer experiences and the need for strategic integration. . Vertical alignment is about the adjustment of enablement to the customer, the business strategy, other strategic initiatives and executive stakeholders and sponsors. .

Digital Transformation 137

Digital Transformation Stakeholders Sales CRM 137

Nutshell

AUGUST 21, 2020

To make matters worse, B2B sales require approval from multiple stakeholders in a given company, so adrenaline-purchases by individual customers don’t happen the same way they do in B2C sales. Overdeliver on customer experience. Good customer experience is a gold mine, and you need to leverage it from all angles.

Marketing 142

Marketing Onboarding Media B2C 142

Insightly

MAY 5, 2023

Often the answer is to provide a better customer experience than your competitors. One of the most powerful tools at your disposal for improving customer experience is a CRM, or customer relationship management, system. In contrast, CRM is a software tool that helps businesses manage these interactions.

Customer Experience 52

Customer Experience CRM Communication Prioritization 52

Hubspot Sales

DECEMBER 18, 2024

Depending on your chosen AI tool, even non-tech-savvy stakeholders in a franchise network can effortlessly search, discover, and use data. That could be anything from sourcing specific customer information to location-based revenue figures. Automation might include anything from marketing, data discovery, and customer support.

Food and Beverage 52

Food and Beverage Artificial Intelligence e-Learning Manufacturing 52

Red Star Kim

NOVEMBER 9, 2023

And another that a command-and-control approach often leads to out-of-date strategy and out-of-touch leaders (See Book review: The Management Shift by Vlatka Hlupic (kimtasso.com). What are senior managers scared of? see Classic management book reviews – The McKinsey way, Good to great (kimtasso.com) ).

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

Hubspot Sales

JULY 6, 2021

They focus within their departments to promote sales enablement , manage their teams, and ensure that goals are met. Communicate with executives and key stakeholders about revenue stream performance. Experience managing large teams of people and generating alignment and collaboration with cross-functional teams.

Decision-making 126

Decision-making Value Proposition Stakeholders Advertising 126

Zendesk

DECEMBER 1, 2020

Digital transformation and customer experience. Digital transformation (DX) is an ongoing journey of using digital technology and digital strategy to fundamentally change an organization’s customer experience, business and operating processes, or culture. Digital transformation examples. Digital transformation definition.

Digital Transformation 98

Digital Transformation Digitalization Customer Experience Supply Chain 98

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

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

Hubspot Sales

SEPTEMBER 22, 2020

And with better decision-making comes teams that are more successful — not only at closing deals, but at managing the five key stakeholder relationships that the sales leaders of today are responsible for. The Five Sales Stakeholder Relationships. With understanding comes better decision-making. The Operations Relationship.

Software 126

Software Software CRM Stakeholders 126

DemandFarm

NOVEMBER 27, 2024

“We know the entire journey of this customer, thanks to sales and marketing,” said no customer success manager, ever. The traditional silos between marketing, sales, and customer success is a recipe for disaster. For Key Account Managers, RevOps is critical as it aligns strategy with execution.

Artificial Intelligence 40

Artificial Intelligence Key Account Management Decision-making Account Growth 40

Mike Kunkle

APRIL 8, 2023

And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. This allows managers to assess the effectiveness of the rep’s qualification by asking questions and digging into the details. To start, assess the Buyer Type for each stakeholder.

B2B 130

B2B Sales Decision-making Stakeholders 130

Account Manager Tips

JULY 6, 2022

Challenge traditional supplier-customer relationships - build partnerships and contribute resources through relationships. Constructive customer participation. Create a seamless, frictionless customer experience. ne the value potential of the solution for customers. Clarify roles and tasks. Great advice!

Co-Creation 130

Co-Creation Value Proposition Account Planning Suppliers 130

Insightly

FEBRUARY 25, 2022

What is a customer focus strategy? Top brands like Apple, Amazon, Trader Joe’s, and Costco (just to name a few) hyper-focus on customer experience. . Put customer satisfaction first. Examine your products/services from the customer’s viewpoint. Take a few steps on your own customer journey.

Logistics 98

Logistics CRM Stakeholders Media 98

Hubspot Sales

APRIL 21, 2021

Without planning, customers will wait much longer than expected for their products, or wait way too long to get help from your understaffed team. In other words, poor demand planning can contribute to poor customer experience. Overstaffing and overstocking are both costly mistakes, even in the short-term.

Sales 126

Sales Customer Experience Retail Software 126

Arpedio

MAY 26, 2023

Mastering Relationship Management – Building Strong Connections for Success ← Back to blog With the right software you can enhance your networking capabilities, streamline communication, and optimize your relationship-building efforts for long-term success. What is Relationship Management? What is Relationship Management Software?

Management 52

Management Stakeholders Prioritization Software 52

Miller Heiman Group

MAY 14, 2020

Every company wants to deliver a great customer experience, but not every company has identified or implemented the customer experience strategies that enable them to follow through. What customer service best practices should your customer experience strategies include?

Customer Experience 78

Customer Experience e-Learning Construction Organization 78

Hubspot Sales

DECEMBER 12, 2017

It is a type of software hosted, secured, and managed by a single provider. It can be accessed online, easily customized, and is serviced and supported by the provider’s own product engineers and customer success team. Software as a service, or SaaS, is software that’s accessed, managed, and used on the internet.

Sales 144

Sales Acquisition Software Software 144

Hubspot Sales

JUNE 12, 2023

We know our win rate nearly doubles when accounts are multi-threaded and climbs another 25% when we have four or more stakeholders in the deal conversation. Spending time chasing deals that are stalled at just one stakeholder and no path forward is a terrible use of a rep's valuable time.”

Sales 131

Sales Decision-making Stakeholders Meetings 131

ProlifIQ

OCTOBER 4, 2023

Where To Start In the complex world of B2B sales and account management, success hinges on the ability to develop and execute a robust account management strategy. We’ll walk through the key components of building an effective account management strategy that drives revenue, customer retention, and loyalty.

Account Management 52

Account Management Management Account Planning Key Account Management 52

Jermaine Edwards

MARCH 17, 2020

How do you know what to do at the different stages in your customer relationships? This is such an important question yet most organisations have not established a clear distinctive path, identifiers and actions for effectively managing the full customer relationship journey. Core question: How are we managing loyalty?

Customer Life Cycle 130

Customer Life Cycle Key Account Management Decision-making Account Management 130

Apptivo

JULY 21, 2021

Apptivo offers a cloud platform that allows SaaS(Software as a service) companies to provide an integrated and engaging customer experience to their software users. Unlike ASPs that rely on hosting third-party applications, the powerful SaaS business model develops and manages its own application. Most important aspects of SaaS.

Finance 111

Finance Software Software Decision-making 111

Hubspot Sales

FEBRUARY 13, 2025

A few years ago, I was in the market for a learning management system. Reading different web pages felt like different experiences. Clarify the steps and stakeholders involved in decision-making. In Practice Lets say Im in the market for a project management system to help me stay on top of my workload. Critical Event.

Decision-making 52

Decision-making Sales Prioritization CRM 52