The ultimate-blueprint-to-achieve-your-key-account-goals-in-2019-finalDemandFarm
The Ultimate Blueprint To Achieve Your Key Account Goals In 2019 (With Bonus Content)
Are you looking to increase your ROI and be a winner in the field of key account management?
1
Learn the strategies that will hold true for key account management in 2019. Stay at the top of your game.
2
Effectively increase your bottom line and create long-term value within your key accounts.
3
Explore the exciting bonus content available inside on mistakes to stay clear of and definition of Key account management.
Technology can transform the way you manage and leverage Key Account Data
In this Ebook you will get to learn:
1
The vital role Sales Ops plays in managing Key Account data
2
The challenges and barriers to effective Data Management
3
The Sales Ops wishlisht for managing data effortlessly
4
KAM Tech that enables seamless Data Management
Is the-future-of-sales-ops-as-successful-process-innovatorsDemandFarm
Is The Future Of Sales Ops As Successful Process Innovators?
Experience the transition of sales ops from data aggregators to value creators and now process innovators
1
Evolution of Sales Ops. Stay at the top of your game.
2
How Sales Ops have changed from having a passive role to have an active role in large organizations
3
How sales process innovators will disrupt the industry of sales operations
Is your company having trouble driving more revenue from current clients?
Are you losing your current clients to competitors?
Watch this presentation to learn how to build B2B strategic account teams to generate 3X more revenue and profit than originally believed, within a short period of time.
Are you dependent on the Rigid frameworks or on the Heroes in your Organisation to institutionalise KAM process?
1
Key Account Planning & Management needs strategic planning and thinking.
2
DemandFarm brings best flexible and configurable frameworks and make this process easy
3
Get introduced to a framework which is best of both Automated tools and Human intelligence
It used to be that marketing was top down: big ideas thought up in the C-suite and executed
downwards, designed to ‘touch’ the lives of prospects and customers. How the tables have turned!
Marketing is now clearly bottom-up: the ideas come from multiple micro interactions with real
customers and the execution happens almost simultaneously in multiple playing fields.
The ultimate-blueprint-to-achieve-your-key-account-goals-in-2019-finalDemandFarm
The Ultimate Blueprint To Achieve Your Key Account Goals In 2019 (With Bonus Content)
Are you looking to increase your ROI and be a winner in the field of key account management?
1
Learn the strategies that will hold true for key account management in 2019. Stay at the top of your game.
2
Effectively increase your bottom line and create long-term value within your key accounts.
3
Explore the exciting bonus content available inside on mistakes to stay clear of and definition of Key account management.
Technology can transform the way you manage and leverage Key Account Data
In this Ebook you will get to learn:
1
The vital role Sales Ops plays in managing Key Account data
2
The challenges and barriers to effective Data Management
3
The Sales Ops wishlisht for managing data effortlessly
4
KAM Tech that enables seamless Data Management
Is the-future-of-sales-ops-as-successful-process-innovatorsDemandFarm
Is The Future Of Sales Ops As Successful Process Innovators?
Experience the transition of sales ops from data aggregators to value creators and now process innovators
1
Evolution of Sales Ops. Stay at the top of your game.
2
How Sales Ops have changed from having a passive role to have an active role in large organizations
3
How sales process innovators will disrupt the industry of sales operations
Is your company having trouble driving more revenue from current clients?
Are you losing your current clients to competitors?
Watch this presentation to learn how to build B2B strategic account teams to generate 3X more revenue and profit than originally believed, within a short period of time.
Are you dependent on the Rigid frameworks or on the Heroes in your Organisation to institutionalise KAM process?
1
Key Account Planning & Management needs strategic planning and thinking.
2
DemandFarm brings best flexible and configurable frameworks and make this process easy
3
Get introduced to a framework which is best of both Automated tools and Human intelligence
It used to be that marketing was top down: big ideas thought up in the C-suite and executed
downwards, designed to ‘touch’ the lives of prospects and customers. How the tables have turned!
Marketing is now clearly bottom-up: the ideas come from multiple micro interactions with real
customers and the execution happens almost simultaneously in multiple playing fields.
B2B marketing is no longer a matter of delivering support tools and services to the sales organisation. The challenge for marketing is to take more of an independent role in B2B as a positioning driver. The loss of an extremely close, direct connection between sales and marketing also causes a loss in the alignment of sales and marketing investments for driving business. There isn’t necessarily sufficient marketing focus on generating revenue streams, as sales often ignores what will drive future revenue. B2B sales and marketing needs to re-align its objectives and priorities.
Sales White Paper: Sales Leadership Whatever The WeatherAltify
This White Paper discusses Sales Leadership. It introduces perspectives, ideas, measurements and tools to help Sales Leaders succeed in both buoyant and challenging trading conditions. The chief take-away from this paper is that there are key things sales leaders should be focused on regardless of the economic environment.
Consistent b-to-b account growth is often hindered by organizations creating barriers to cross-selling and up-selling. This white paper outlines the 3 critical components of Strategic Account Management (S.A.M.) Plans that high performing b-to-b organizations use to eliminate those barriers and excel at organic account growth.
There are three principle engagements that exist in all key account management. These 3 E's are what must be part of any strategic plan that you want to execute successfully and effectively. The simplicity is what gives it power.
Learn about the 10-Step Strategic Account Alignment Process:
- See the 10-step account planning and implementation process using real-world examples
- Focus on 3 of the biggest challenges facing strategic account management programs
- Learn the unique approach that Global Partners uses for the account planning and management process
management of key accounts of an organisation. KAM portfolio. hierarchy of key relationships.pricing and negotiation.relationship management with key accounts.decision makers.
How to Build a Killer Strategic Account Plan Avention
The Strategic Account Plan is a tool that helps salespeople be better positioned to take on new accounts and forge stronger relationships with existing ones. The plan contains critical information about the prospect that every sales rep should know before even thinking about making the initial phone call. Putting the information down in a concise, structured way helps the salesperson to focus on what is important about the account and how it aligns with your company’s offering. Having a plan can be that one step further, the edge over the competitor, the crucial piece of data that can close the deal. Simply put, the Strategic Account Plan is the blueprint of the sale.
The Strategic Account Plan should be almost a mini encyclopedia of the company. It should allow the salesperson to know the account inside and out. The plan must have all the important information about the company and its financials, competitors, technology, goals, and objectives. It must provide insights about recent development and drivers in the account and the industry. It is imperative that the plan contains extensive and accurate contact information. Moreover, the contacts ought to be structured in the proper hierarchical way so that the sales rep knows how to navigate through the list.
There is an unseen natural journey your customers take for to growth. Most businesses and key account managers miss this. Once you understand what your key customers go through, the questions to ask, tactics to use and mindset to develop you will give yourself the opportunity to see unparalleled growth with your Key Customers. I share some simple ideas to help any key account manager, strategic account manager or sales leader wanting to empower your team to get even greater results.
Sales Webinar | Maximize Revenue In Key AccountsAltify
Account planning matters. When looking to hit your numbers, it's easy to look past the white space in your existing accounts. How can you best strategize to capture additional opportunity to maximize the revenue from your key accounts?
Áine Denn, EVP of EMEA for The TAS Group has been traveling around the world, evangelizing on this critical initiative for selling organizations. Learn her strategies on Maximizing Revenue in Key Accounts.
Target the most valuable sales opportunities and customer segments.
Web-based tool, which can increase sales success through systematic qualification, planning, and managing progress to target the most valuable and profitable sales opportunities.
Cracking the Sales Code is an article that talks about the B2B Sales Process in detail. This covers Customer Identification, Customer Categorisation, Sales Funnel, Sales Planning, etc. This article has been published in MBA Skool 2013
Endeavor Management announces the launch of our Sales Excellence Practice. Partner with us to develop high performance sales professionals and customer focused environments.
B2B marketing is no longer a matter of delivering support tools and services to the sales organisation. The challenge for marketing is to take more of an independent role in B2B as a positioning driver. The loss of an extremely close, direct connection between sales and marketing also causes a loss in the alignment of sales and marketing investments for driving business. There isn’t necessarily sufficient marketing focus on generating revenue streams, as sales often ignores what will drive future revenue. B2B sales and marketing needs to re-align its objectives and priorities.
Sales White Paper: Sales Leadership Whatever The WeatherAltify
This White Paper discusses Sales Leadership. It introduces perspectives, ideas, measurements and tools to help Sales Leaders succeed in both buoyant and challenging trading conditions. The chief take-away from this paper is that there are key things sales leaders should be focused on regardless of the economic environment.
Consistent b-to-b account growth is often hindered by organizations creating barriers to cross-selling and up-selling. This white paper outlines the 3 critical components of Strategic Account Management (S.A.M.) Plans that high performing b-to-b organizations use to eliminate those barriers and excel at organic account growth.
There are three principle engagements that exist in all key account management. These 3 E's are what must be part of any strategic plan that you want to execute successfully and effectively. The simplicity is what gives it power.
Learn about the 10-Step Strategic Account Alignment Process:
- See the 10-step account planning and implementation process using real-world examples
- Focus on 3 of the biggest challenges facing strategic account management programs
- Learn the unique approach that Global Partners uses for the account planning and management process
management of key accounts of an organisation. KAM portfolio. hierarchy of key relationships.pricing and negotiation.relationship management with key accounts.decision makers.
How to Build a Killer Strategic Account Plan Avention
The Strategic Account Plan is a tool that helps salespeople be better positioned to take on new accounts and forge stronger relationships with existing ones. The plan contains critical information about the prospect that every sales rep should know before even thinking about making the initial phone call. Putting the information down in a concise, structured way helps the salesperson to focus on what is important about the account and how it aligns with your company’s offering. Having a plan can be that one step further, the edge over the competitor, the crucial piece of data that can close the deal. Simply put, the Strategic Account Plan is the blueprint of the sale.
The Strategic Account Plan should be almost a mini encyclopedia of the company. It should allow the salesperson to know the account inside and out. The plan must have all the important information about the company and its financials, competitors, technology, goals, and objectives. It must provide insights about recent development and drivers in the account and the industry. It is imperative that the plan contains extensive and accurate contact information. Moreover, the contacts ought to be structured in the proper hierarchical way so that the sales rep knows how to navigate through the list.
There is an unseen natural journey your customers take for to growth. Most businesses and key account managers miss this. Once you understand what your key customers go through, the questions to ask, tactics to use and mindset to develop you will give yourself the opportunity to see unparalleled growth with your Key Customers. I share some simple ideas to help any key account manager, strategic account manager or sales leader wanting to empower your team to get even greater results.
Sales Webinar | Maximize Revenue In Key AccountsAltify
Account planning matters. When looking to hit your numbers, it's easy to look past the white space in your existing accounts. How can you best strategize to capture additional opportunity to maximize the revenue from your key accounts?
Áine Denn, EVP of EMEA for The TAS Group has been traveling around the world, evangelizing on this critical initiative for selling organizations. Learn her strategies on Maximizing Revenue in Key Accounts.
Target the most valuable sales opportunities and customer segments.
Web-based tool, which can increase sales success through systematic qualification, planning, and managing progress to target the most valuable and profitable sales opportunities.
Cracking the Sales Code is an article that talks about the B2B Sales Process in detail. This covers Customer Identification, Customer Categorisation, Sales Funnel, Sales Planning, etc. This article has been published in MBA Skool 2013
Endeavor Management announces the launch of our Sales Excellence Practice. Partner with us to develop high performance sales professionals and customer focused environments.
Sales levers SAM commercial reconnaissance electronic flyer July 2020richardhigham
Strategic accounts present significant opportunities but high risks. A SAM Commercial Reconnaissance will give you a clear picture about where you stand today and how you might capitalise on your SAM strengths.
Growth Stage Technology Business Evaluation and Strengthening - Nov 2010 - Da...Dave Litwiller
Performance indicators to monitor and operational disciplines to improve to achieve the highest growth rate, financial return and strategic impact in growth-stage technology-based businesses.
Key Customer Account Management is the master-key to quantum sales improvement and retention of key customers.Yet few companies are able to convert good intentions to effective programs. Dr Wilfred Monteiro India's leading sales performance guru share a few insights and ideas.
Sales is an area where many companies find the outcomes belie investments and outcomes. Many companies attempt sales transformation in a piece-meal fashion. In this paper, we discuss the framework for sales transformation and five fundamental levers of sales transformation.
Marketing to Account Based Marketing Better, Effective and Rewardingrun_frictionless
Account-based marketing is a practice that enables B2B marketers to drive more revenue by focusing their marketing and communications efforts on the accounts (companies) that have the most potential to become customers.
https://runfrictionless.com/b2b-white-paper-service/
Sales casualty analysis: why sales numbers do not happen and what to do to ge...Browne & Mohan
Despite significant investment in resource and infrastructure, many companies suffer from long sales cycles, lack of funnel, targets missed by miles and very low closure rate. Reasons for poor sales numbers are common across industries. In this white paper, Browne & Mohan consultants detail the inhibitors of sales growth and how to address the same.
Whether your company is a startup that’s seen some success or an established firm, one pain point haunts it eventually: stagnated sales growth. How did it happen? What’s the root cause?
1. Account Management: Art or Science?
8/2/2004
In many companies, the science of account management is neither well understood nor systematically
applied. And that means lost profits, says Jonathan Byrnes.
by Jonathan Byrnes
Is account management an art or science? This is a critical question: The answer determines whether the
sales process can be systematized and subjected to constant improvement.
The answer, not surprisingly, is that both aspects are important. But in many companies, the science of
account management is neither well understood nor systematically applied. In high-performing
companies, on the other hand, the science of account management is the centerpiece of the sales
process, and within this context, artful selling produces the most effective results.
The science of account management has four key elements: (1) profitability management; (2) account
relationship selection; (3) product migration paths; and (4) account planning. With these four elements in
place, plus aligned sales compensation, the sales process will produce great results.
Over the years, I have participated in a number of high-level sales management and business unit
leadership meetings. A frequent comment is that sales would improve dramatically if only the sales reps
had more contact with the CEOs of their accounts. Often, this leads to a suggestion to hire new reps with
high-level account contacts.X
My reaction is that many managers find it easier to spend money than to improve management
processes. But this is a big mistake. In most companies, most sales reps are quite capable of outstanding
performance if they are managed well and work within a well-structured process. Conversely, high-
performing sales reps from other companies would lose significant effectiveness if inserted into a
company with a poorly structured, poorly managed sales process.
The prime responsibility of a company's management is to
provide its sales reps with a systematic, effective process
through which they can understand how to succeed. The
essence of sales rep effectiveness is to have an extremely
clear understanding of what task needs to be accomplished
in every account call. This process is the science of account
management.
I am grateful to my classmate, colleague, and friend, Steve Doyle, President of SXD Associates, for
contributing several key concepts to this column.
Profitability management
The first and most important element of account management is to ensure that each and every sales rep
has a clear working understanding of profitability management. All sales dollars are not equal. Some
business will produce high profitability, and other business will actually degrade the company's earnings.
Artful sales achievements that bring
in the wrong business or fail to secure
the best business will
actuallydecrease profits.
2. In an earlier column, I wrote about how in most companies, 30 percent to 40 percent of all business is
unprofitable, and how 20 percent to 30 percent provides most of a company's profits. In order of
importance: The first objective of a sales rep is to secure the most profitable business; the second
objective is to obtain more of the most profitable business; the third is to help make the marginal business
more profitable; and finally, the fourth objective is to downsize the inherently unprofitable business.
Without this understanding, artful sales achievements that bring in the wrong business or fail to secure
the best business will actually decrease profits. Here, the more successful the art of sales, the more the
company is hurt.
Account relationship selection
Relationship selection can make or break the profitability of an account. Relationships can range from
very resource-intensive ones such as customer operating partnerships, to moderately resource-intensive
configurations such as product flow management, to the arm's-length relationships that characterize
many buyer-supplier interactions. (For examples, see "Profit from Customer Operating Partnerships" and
"Profit from Managing your Product Flow".)
It is critical to be extremely clear in advance about what relationship fits which account. The key factors in
account relationship selection are: (1) potential margin dollars; (2) operating fit; and (3) relationship
versus transactional buyer behavior.
In many cases, an account that would be profitable with an arm's-length or product flow management
relationship would be unprofitable with a customer operating partnership or its equivalent. Here, an artful
sales rep who skillfully sold the wrong relationship could hurt the company's performance, often for years
on end, even if revenue dollars constantly increased.
The real art of selling relationships is to understand in advance where each relationship should end up,
and to systematically steer each account into the most profitable buyer-supplier configuration, even if it
means convincing an account that wants an inappropriately intensive partnership to be happy with less.
Product migration paths
In most companies, products and services can be structured in a way that provides clear migration paths
to deepen the account relationship. For example, many entry-level products and services can be
designed to enable the company's operating and sales personnel to make contact with a wide range of
high-level managers in the account.
By leading with products and services that are designed to provide an opportunity to quickly widen and
deepen the relationships with the account's buying center, management can help the sales rep to
accelerate account penetration. With thoughtful product and account planning, a company can build a
bridge for its sales reps to their accounts' key decision makers, without the need to hire outsiders with
preexisting contacts.
In most companies, products and services also can be structured in a way that naturally leads from one
sale to another, as the account's buying center is penetrated and the sales rep gains customer knowledge
and trust. Here, the art is for the sales rep to work a well-structured process, and not simply to sell
products in a reactive, unmanaged way.
Account planning
The goal of account planning is for the sales rep to manage the account's decision-making process so
that the rep is continually moving up the relationship ladder. An effective account plan focuses on building
a robust long-run positioning in the account, so that strong sales continue even if a particular individual in
the account exits. Short-run sales tactics are only part of a good account plan.