5600 Blue

NOVEMBER 29, 2017

We recently conducted negotiation coaching for over $1b in revenue on over 100 renewal opportunities for a global client of ours. We weren’t training their new reps, but working with some of their most seasoned global account managers to help them be more strategic and successful. For most, it’s often a vague and gauzy term.

Negotiation 52

Negotiation Value Proposition Global Accounts Procurement 52

Red Star Kim

JUNE 1, 2023

Referrer and intermediary insights As part of your referrer and intermediary management programme, you will have regular meetings with them. Initial client contact and scoping calls Most firms will ask about competing firms during the initial contact on receipt of a pitch request or as part of any scoping calls or meetings.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Sales Outcomes

APRIL 3, 2023

For example, today’s Inside Sales teams might serve small businesses, field (geographic) to medium firms, and enterprise sales for large and global accounts. Enabling virtual selling is much more than Zoom meeting logistics. Remember that the initial physical in-person meeting was the most important before the pandemic.

Virtual Selling 52

Virtual Selling Logistics Global Accounts Sales 52

5600 Blue

AUGUST 28, 2018

The way we define value is based on how customers make decisions: “How does your solution help you meet their needs better than alternatives?” At the end of the process we documented one key issue almost all these very seasoned global account managers had; they were discussing commercial terms separate of value. I think not!

Negotiation 52

Negotiation Construction Global Accounts Account Management 52

DemandFarm

APRIL 13, 2023

Account Reviews Account reviews for key accounts are regular evaluations conducted by a company to assess the performance and satisfaction levels of its most important customers and develop strategies to improve the overall relationship with the account.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

DemandFarm

MARCH 31, 2025

takes a slightly different angle its a revenue intelligence platform that captures all sorts of sales activity data (emails, meetings, etc.) and uses AI to drive account planning. From identifying a missed upsell in seconds, to mapping an entire global account with a click, AI gives us an edge that simply didnt exist a few years ago.

Account Planning 52

Account Planning Sales Prioritization Account Management 52

Cosawi

JANUARY 31, 2020

Step one: Danielle arranges an internal meeting with Marketing. Her consultancy work is focused on Commercial Excellence, Executive coaching & leadership, KAM/SAM roadmaps & journeys, as well as Account based Marketing. Dominique is a panelist and keynote speaker in Europe and the U.S.

Co-Creation 52

Co-Creation Marketing Sales Innovation 52

Sales Outcomes

MARCH 15, 2021

For example, today’s Inside Sales teams might serve small businesses, field (geographic) sales to medium firms, and enterprise sales for large and global accounts. Enabling remote selling is much more than Zoom meeting logistics. Sales organization structures often align with customer segments.

B2B 40

B2B Logistics Sales Global Accounts 40

Mercuri International

MAY 23, 2023

AI tools to augment the SAM: Collect value propositions from virtual sales meetings across the organization. Robert Box Managing Partner and Global Account Director – Mercuri International Robert Box is a Managing Partner and Global Account Director at Mercuri International.

Artificial Intelligence 52

Artificial Intelligence Value Proposition Account Management Co-Creation 52

Account Management Skills

FEBRUARY 22, 2021

And, you know, I think I think what what most people need, not just the not just clients, but I think it’s what most people, whenever you meet people for the first time, or even when you’re not being curious and inquisitive and asking and being interested, is often the thing that most endears people to other people.

Account Management 52

Account Management Management Banking Meetings 52

Cosawi

DECEMBER 28, 2021

Contribute to, and have accountability for, the account plan. Challenge account strategy and tactics. Participate in internal leadership and customer account meetings – and not only when “the house is on fire”. Coach SAMs on business matters. Dominique is a panelist and keynote speaker in Europe and the U.S.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

DemandFarm

APRIL 26, 2023

In this role, the focus is on managing larger accounts, developing and implementing key account strategies, and leading a team of Key Account Managers. National Sales Manager: A National Sales Manager oversees the sales team and sales strategies for a particular region or country, which includes managing Key Account Managers.

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52

Account Management Skills

APRIL 13, 2021

They paired me with a world leading expert in listening, Andrew Wolvin, as my advisor, and I told him within the first two to three weeks of meeting him that I was not going to become a listening person. So when we turn up, it’s good practice to, prepare, have a pre-meeting plan. So this is a good topic to kind of understand.

Account Management 52

Account Management Management Communication Brainstorming 52

SmartKarrot

JANUARY 21, 2021

Analyze customer usage in internal data systems to identify, communicate, and act upon both risks and opportunities; proactively drive data-driven, account-focused campaigns to increase customer engagement and product adoption. Relationship building through regular customer meetings and/or interaction.

Customer Success 10

Customer Success Global Accounts Leadership Account Planning 10

SalesGlobe

FEBRUARY 9, 2022

Sales jobs typically will align to customer segments and can range from global account management to field sales to inside sales. The structure may be developed around key segments – for example, the telecommunications industry or major accounts. That plan promotes aggressive selling behaviors.

Value Proposition 52

Value Proposition Advertising Sales Profitability 52

SmartKarrot

APRIL 5, 2021

Develop global account support strategies with sales to drive client promotors, referrals and identify new sale opportunities. Quickly build and then maintain ongoing relationships with decision-makers, through virtual meetings and correspondence.

Customer Success 10

Customer Success Onboarding Customer Experience Global Accounts 10