Account Manager Tips

OCTOBER 11, 2021

15 Reasons Why You Might be a Bad Account Manager Bad key account managers fail to build business relationships and achieve results. Here are fifteen signs you might be a bad key account manager and how to turn yourself into a good one. Too reactive A bad key account manager responds to situations instead of controlling them.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Strategic Account Management Association

AUGUST 6, 2021

Director Global Account Management, Aramex. Aramex services include international and domestic express delivery, freight forwarding, integrated logistics and supply chain management, and e-commerce solutions. Segments are managed by leaders specialized in each industry. “In A new central commercial organization was born.

Supply Chain 520

Supply Chain Logistics Co-Creation e-Learning 520

Account Manager Tips

MARCH 23, 2021

Why is key account management important? Well, i f you don't have key account management in place, you could leave money on the table, be helpless to competitor threats and put your most valuable clients at risk of defection. Key account management is the secret to grow revenue and customer retention. Why should you care?

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Key Account Management Account Management Management Suppliers 246

Account Manager Tips

APRIL 26, 2021

How much money does a key account manager make? Find out the average salaries for key account managers in Australia, India, the United Kingdom and the United States and what the job is REALLY like before you decide if it's for you. Hard work Key account managers are responsible for the most important clients a company has.

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Key Account Management Account Management Management Negotiation 242

Account Manager Tips

MAY 25, 2021

Definition of key account management. If you're not sure what key account management is, don't worry, you're not alone. Before we get to that, let me explain how key account management became a business strategy. Key account managers kept them. Has access to middle-management Business Consultant. Burnett, K.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Holden Advisors

SEPTEMBER 21, 2021

Imagine if you could banish “no-decision” from your sales funnel. Top-performing strategic account managers get this. They build a shared vision around the ability to address a compelling business need or market opportunity and build the scaffolding of commitment to make this vision a reality. What’s standing in your way?

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Decision-making B2B Profitability Account Management 435

Hubspot Sales

AUGUST 7, 2024

I distinctly remember the day I learned about CMRs: I was using a spreadsheet for my contact management, and I felt like other people maintained their networks better by sheer luck. CRM stands for “customer relationship management” system. An effective CRM is make-or-break for SaaS companies because of: Customer Retention.

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CRM Software Software Onboarding 115

Upland

MARCH 29, 2023

Relationship management in sales is all about delivering value and understanding the people and problems at play within accounts – both from prospective and current customers – in order to help solve their greatest challenges. What is relationship management? Enter the importance of relationship management.

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CRM Management Stakeholders Decision-making 195

Hubspot Sales

SEPTEMBER 9, 2024

Many organizations may closely meet your company’s ideal customer profile (ICP) criteria and warrant sales reps to proactively reach out to them. Leads are often categorized and managed through these different stages: Marketing Qualified Leads (MQLs). Sales Qualified Leads (SQLs). Opportunity. Evangelist.

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B2B Decision-making Media CRM 118

Upland

APRIL 20, 2023

How can effective account management help you defend and grow revenue? Here’s where having a sales account management strategy becomes indispensable. Through account management, your team can seek to establish themselves as trusted advisors to customers. First, a quick primer – what is account management?

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Account Management Management Account Planning Decision-making 195

Upland

MARCH 24, 2021

Who makes the final decision? According to McKinsey & Co, more than 90% of selling now happens remotely, eliminating the face-to-face dinners, on-site introductions, and in-person meetings that gave sellers access to key players and decision-makers. Who are we talking to?”. Who else do we need to talk to?”.

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Management Decision-making B2B Sales Environment 195

Hubspot Sales

APRIL 9, 2025

Few buyers will be interested in scheduling another meeting with someone whos not paying attention right now. Pro tip: Make sure you space your calls far enough apart so you can prepare before each one (e.g., Better yet, review your scheduled meetings for the next day before you leave at night. 15-20 minutes). Response rate?

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Decision-making Stakeholders Finance Software 98

DemandFarm

NOVEMBER 22, 2024

Do you know how the top key account managers (KAMs) become the top KAMs? Key Focus Areas for High-Impact Account Management Teams 1. This insight-driven approach uncovers opportunities that might go unnoticed, turning account management into a proactive rather than reactive process.

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Key Account Management Account Management Management Stakeholders 52

Account Manager Tips

JUNE 23, 2020

Phil is an account management and sales professional professional with a wealth of experience and wisdom he's distilled into The Tenets of Account Management. These guiding principles have served Phil well and I know they will help you find success as a key account manager. What are the Tenets of Account Management?

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Key Account Management Account Management Management Suppliers 182

Upland

MAY 4, 2023

It also allows sales leaders to measure impact and make adjustments using the four levers, enabling them to create effective strategies to improve revenue growth. That makes it essential to win as many contracts as possible and maximize each opportunity.

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Sales Decision-making Organization Negotiation 356

Hubspot Sales

JULY 22, 2024

Proposal Emails A proposal email can take on a lot of forms, but generally speaking, the term refers to an email that includes pertinent information, valuable context, and a persuasive edge — typically sent during the consideration or decision stage of the buyer's journey. However, suppose they've only opted into awareness stage content.

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Strategic Account Management Association

MARCH 2, 2022

By Gordon Galzerano, Co-Founder and Managing Partner, Timberwilde Consulting Group. But before I delve into what leaders can do to make this happen, I want to share some context for why it’s important. But before I delve into what leaders can do to make this happen, I want to share some context for why it’s important.

Emotional Intelligence 400

Emotional Intelligence Innovation Suppliers Leadership 400

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. In most corporations, the product function typically falls under the broader umbrella of Product Management.

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Customer Experience Profitability Decision-making Marketing 304

Strategic Account Management Association

FEBRUARY 3, 2022

But as a provider of a robust set of sales management and methodology capabilities , our teams work with some of the biggest sales organizations in the world. It’s how faithfully (and effectively) we execute on these principles that makes the difference. These complex operations alone would be enough to keep anyone’s head buzzing.

Account Planning 400

Account Planning Supply Chain Prioritization Digital Transformation 400

Mike Kunkle

APRIL 8, 2023

And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. My point here, is that you should make a purposeful determination on these levels, clearly define them, train them, and coach to them. It’s entirely possible. Here’s what I mean.

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B2B Sales Decision-making Stakeholders 243

DemandFarm

MARCH 31, 2025

For years, Key Account Management (KAM) has been confined within the walls of CRM systemsSalesforce, Microsoft Dynamics, and HubSpot. The logic was straightforward: if customer data already lives inside a CRM, why manage key accounts elsewhere? Key Account Management is not an extension of sales. CRMs are systems of record.

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Key Account Management Account Management Management CRM 52

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 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. That will only make their already busy life, busier.

Key Account Management 246

Key Account Management Client Relationships Negotiation Suppliers 246

DemandFarm

NOVEMBER 7, 2024

Your work as a key account manager is similar to undertaking a long journey. Surprisingly, it has a lot of takeaways about managing relationships with key clients. There is more coming your way as we ride down the road that connects Zen and the Art of Motorcycle Maintenance and Key Account Management. Sounds intriguing?

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Key Account Management Account Management Management Client Relationships 52

Brooks Group

FEBRUARY 10, 2025

Ten to fifteen years ago, a seller could huddle up with three or four decision makers and quickly decide on a purchase. Now, its like a packed corporate strategy meeting where every department sends a representativeeach with an opinion and veto power. Decision-making time, compared to five to seven years ago, has increased by 60%.

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B2B Emotional Intelligence Value Proposition Stakeholders 82

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.

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Key Account Management Account Management Management Client Relationships 130

Brooks Group

OCTOBER 3, 2024

You’ve just been promoted to sales management. What if you make mistakes? Here’s some helpful advice for new sales managers to help you thrive in your new role and turn those butterflies into fuel for success. What Is a Sales Manager Responsible For? This may involve directly managing some high-priority customers.

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Sales Management Management Sales Training Sales 105

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. Key processes Data is needed to drive key processes supporting referrer management. amongst us.

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Management Onboarding Emotional Intelligence Communication 130

Hubspot Sales

JULY 22, 2024

Why would you need a script for making a cold call? Before the end of the day, you need to make 100 calls. Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. Rep: Are you the decision-maker? Search “General manager” with the “Hospitality” filter. Consider this.

Value Proposition 111

Value Proposition Decision-making Software Software 111

DemandFarm

MARCH 31, 2025

In the past, account managers spent significant time on manual tasks like logging customer interactions, scheduling meetings, updating CRM records, and manually tracking stakeholder engagement. Why do you need an AI Account management tool? Top AI-Powered Tools for Account Managers in 2025 1.

Account Management 40

Account Management Key Account Management Management Account Planning 40

Hubspot Sales

MARCH 12, 2025

The internet makes research a breeze until youre drowning in options and cant tell whats worth your time. Buyers face the same challenge every day, making simplicity a superpower in sales. SNAP Selling is designed to help you cut through the noise and make buying easier for prospects. One word: Overload.

Decision-making 87

Decision-making Sales Internet B2B 87

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. Enablement professionals don’t market, they don’t sell, and we don’t directly manage front-line sellers nor sales managers. At the same time, a unique set of challenges complicates this mission.

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Leadership Stakeholders Decision-making Sales Training 293

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).

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Management Co-Creation Publishing Leadership 130

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.

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Key Account Management Account Management Management Procurement 40

DemandFarm

DECEMBER 27, 2024

Behind every high-performing sales team is a manager who doesnt just oversee but inspires, strategizes, and drives impactful results. Sales management today demands more than ever beforeits a delicate balance of leadership, technology, and insight. What sets exceptional sales managers apart?

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Sales Management Management Decision-making Negotiation 40

Planview

MARCH 19, 2025

Technological Advances : Innovations in AI, machine learning, and digital currencies redefine how organizations operate and meet consumer expectations. By enabling end-to-end visibility, fostering collaboration, and enhancing decision-making, VSM bridges the gap between strategic intent and tangible results.

Financial Services 52

Financial Services Banking Management Government 52

Planview

AUGUST 22, 2024

Unlock the strategies to overcome key PMO hurdles—mastering resource management, driving change, and streamlining processes—with expert insight from Athena Smith, Senior Director, Portfolio Management. Athena currently leads the delivery of organizational priorities through portfolio management frameworks and best practices.

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Stakeholders Prioritization Brainstorming Decision-making 69