Running a successful client meeting is one of the most important skills a salesperson can learn. Understanding your meeting purpose, building rapport, and engaging in productive conversations can be the difference between a meeting that gets you closer to closing the deal and a waste of valuable time. These steps will help you prepare and…
All Account Management Articles
The Ultimate Guide to Customer Experience Management
Customer experience management (CXM or CEM) helps businesses track, analyze, and refine the way people interact with their brand to increase overall customer satisfaction. It begins as a concept (“are we delighting our customers?”) that’s followed by a series of activities (“how can we be sure?”). Well-executed CXM is an ongoing process of constantly reassessing…
Account Manager vs Account Executive
Account managers (AM) and account executives (AE) are both an important part of an effective sales strategy. Simply put, AEs bring in new business and are often referred to as “hunters,” while AMs take care of existing business by “farming” the existing client for retention and additional opportunities. Both roles fall into the sales function…
The Ultimate Guide to Understanding the CRM Process
The CRM process consists of activities that grow relationships with existing customers or new prospects. CRM means nurturing and expanding customer relationships while moving prospects through the sales pipeline. CRM is a process that takes place internally within your company but directly impacts the experience of the customer. Ensure the success of your customer relationships…
6 Best Account Management Software 2020
Account management is a function of customer relationship management (CRM) software intended to help businesses organize their sales efforts with multiple divisions, locations, and points of contact. We evaluated dozens of CRM-related software options to find the best for account management based on their account hierarchies and how well they facilitate the overall sales process….
6 Best Customer Database Software for 2020
Customer database software helps businesses organize, manage, and track customer relationships. We looked at a variety of customer database software solutions and narrowed it down to the top six. We then compared and contrasted the price, features, and customer support to learn which ones stood out and which is the best overall. Top 6 Customer…
How to Create a CRM Strategy in 7 Steps (+ Free Worksheet)
A customer relationship management (CRM) strategy is a company’s plan to use CRM software to help grow sales and improve customer service. It incorporates an overall business strategy with input from sales, marketing, and customer service. It also addresses all potential touchpoints that occur during the customer journey and includes goals, sales process, and technology…
What Is a Key Account Manager?
Key account managers are responsible for retaining the most valuable clients a business has acquired. These are customers who spend the most money on your products and services, often refer other customers, and improve your reputation in your industry. Key account managers build long-term relationships with these clients and foster trust and rapport. Key account…
How to Create a Customer Profile in 2020 (+ Template)
A customer profile is a description of a customer based on their demographics, backgrounds, hobbies, and interests. Businesses that offer ongoing services, as well as subscription-based and product-based businesses, should use customer profiles. They help bolster your marketing efforts by determining the best messaging, offers, products, and services to deliver to attract your ideal client….
The Ultimate Guide for Account Management 2020
Account management is a role for sales professionals after the sale is closed by the account executive. An account manager is the go-to person for clients and is responsible for nurturing relationships with a defined portfolio of customers, helping them find solutions to new problems, and selling them upgrades or additional products and services. How…
How to Start & Manage a Help Desk – The Ultimate Guide
Help desk professionals manage customer service requests and address support tickets. Often, they also use specific software which, when used properly, can save time, effort, and money. Creating a help desk service consists of assessing your needs, training staff, and giving them tools to help them respond to customer concerns before the competition does. We…
11 Tips for Building Client Relationships Effectively in 2020
Learning how to build strong relationships with customers is imperative for client satisfaction and customer retention. It’s one thing to make the first sale, but it’s another thing to constantly build relationships by delivering excellent, timely customer support, resolving client issues, and keeping happy customers coming back, resulting in recurring revenue and new referrals. Using…