Podcasts about account management

In this episode, Paul Galloway explores the three-in-one architecture of bank account management (BAM). He explains how visibility, account structure, and bank services come together to reduce risk, improve cash positioning, and support fraud prevention. How can an optimized BAM framework strengthen liquidity and enhance security? Find out in this practical treasury discussion.

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Welcome to episode 137. If you've ever wondered when's the right time to introduce an account manager role into your agency - or how that change might impact the way you serve clients - this episode is for you. I'm joined by Cameron Magee, founder of event production agency avad3, trusted by clients such as Walmart and the White House. He shares with me: Why he waited until 30+ employees to hire a dedicated account manager What changed when Cameron stepped back from day-to-day client contact The growing pains of introducing account management into a production-led culture Advice Cameron would give to other agency owners ready to make the leap We also touch on where the live event industry is going - and why hybrid events might start to feel a bit more like first-class travel experiences. If you'd like to connect with Cameron, you'll find him most active on LinkedIn: http://www.linkedin.com/in/c-magee or go to the avad3 website: http://avad3.com/ If you want regular tips and updates about how AI is impacting the agency account management role then head over to my website and sign up for my newsletter. That's where I share tools, training and guest insights to help you strengthen and expand your client relationships. https://www.accountmanagementskills.com

On this week's Affiliate Marketing Podcast, host Lee-Ann Johnstone is joined by Cindy Shen, Head of Account Management, EMEA at Everflow. With over 20 years of marketing experience, Cindy brings a unique perspective from traditional marketing to the affiliate space. Together, they explore how breaking down departmental silos and fostering cross-team collaboration can dramatically transform affiliate program performance and reputation.Our thanks to Everflow.io as our sponsor, this season.Key segments of this podcast and where you can tune in to go direct: [04:30] Why affiliate marketing remains misunderstood despite its growth.[09:20] Case study of successful cross-team collaboration in a mobile app company.[19:50] Tracking beyond initial conversion to maximise customer lifetime value.Get Your Questions Answered by Lee-Ann!Use this form to submit a question to Lee-Ann and get it answered on the Affiliate Marketing Podcast.Want to learn more about elevating your affiliate program? Subscribe to the Affiliate Marketing Podcast for weekly insights from industry leaders.Subscribe to our podcast HERE!Rate, Review & Subscribe on Apple Podcasts “I love Affiverse's Affiliate Marketing Podcast.”

Level Up Your Sales Game: The Power of an Account Management Mindset

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Jane Thompson of BigPanda to unpack the art and science of selling into strategic accounts. Jane shares hard-won wisdom on navigating multi-divisional enterprises, building champions across layers of influence, and translating technical capabilities into board-level business value. If you want to elevate from tactical selling to true strategic impact, this episode delivers the roadmap.KEY TAKEAWAYS[00:00:45] Focus beyond standard research—find personal executive insights to connect meaningfully.[00:01:15] Strategic sellers must bridge technical solutions to business outcomes.[00:02:00] Map value by stakeholder: technical director, VP, CIO—tailor it to each.[00:03:30] Selling to multi-divisional organizations requires managing multiple champions, needs, and value props.[00:04:15] Ecosystems are interdependent—solutions impact multiple departments.[00:05:00] Use the “M and W Effect” to navigate accounts vertically and horizontally.[00:06:00] Prevent single-threading—schedule multiple meetings at once and communicate openly.QUOTES[00:01:20] “Anyone can go read a 10-K, but go find personal tidbits that help you build a champion at every level.”[00:01:55] “You have to translate what you do into business issues—or you're not going to be a good strategic account rep.”[00:02:40] “If you think in a strategic sense, mapping value by stakeholder becomes second nature.”[00:04:00] “It's a skill to unify multiple divisions with multiple stakeholders into a single ROI conversation.”[00:05:10] “If you're not moving up and down in the org chart, you won't make it in strategic accounts.”[00:06:05] “Be transparent—reach high and wide without being sneaky. It works if done right.”Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/selling-into-strategic-accounts-with-jane-thompsonEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: Revenue Builders Podcast, John Kaplan, John McMahon, Force Managementhttps://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

Welcome to episode 135. There's a quiet shift happening in the agency world - and today's episode gets right into it. More and more agencies are choosing to stay lean, move faster, and build businesses that are not just profitable - but more human. And that shift is changing everything, from how we use AI, to how we lead, to what it means to be an account manager. Carl Smith leads The Bureau, a community that connects and supports agency leaders. A former theater major, he ran his agency nGen Works for 12 years, experimenting with unconventional management. After attending a Bureau event in 2012, he saw the power of community and took over in 2016. Now, Carl helps leaders navigate the challenges of running an agency, ensuring no one feels alone. Through Slack, events, and collaborative programs, The Bureau fosters real connections and growth. When he's not building community, he's running, recording, or speaking about leading humans. In this episode, Carl shares with me: - Why staying small is becoming a competitive advantage - How agency leaders are managing burnout, uncertainty and shifting business models - How AI is accelerating workflow and value-based pricing - Why Gen Z is redefining what an agency is and why they're not calling it an agency at all - And what the future of account management looks like in this changing landscape If you're looking for community and connection in these changing times, do follow Carl Smith on LinkedIn and check out what the Bureau has to offer. Carl and the team are doing brilliant work to support agency leaders who not only want to stay ahead of the changes but feel less alone at the same time. https://www.linkedin.com/in/carl-w-smith/ https://bureauofdigital.com/event/leadership-love-portland-oregon If you're leading client relationships and want to keep developing as the landscape shifts, don't forget to sign up for my newsletter at https://www.accountmanagementskills.com I share practical client management tips, AI tools for the account management role, news about upcoming podcast episodes and you'll be the first to hear about trainings to help you stay confident as an account manager or agency leader.

Sales can feel like a grind, but Bob Burg proves it doesn't have to be. By rethinking traditional selling, shifting to value selling, and mastering persuasion in both ecommerce and relationship-based environments, Bob developed a counterintuitive approach that transformed his life and career. He began in broadcasting, but soon realized his true calling was in helping others thrive through a giving-centered business mindset. In this episode, Bob reveals his powerful Five Laws of Stratospheric Success, the key to becoming a “go-giver,” along with powerful insights on authentic influence, building referrals, and mastering the art of pull—not push. In this episode, Hala and Bob will discuss: (00:00) Introduction (00:57) Bob Berg's Career Journey (03:17) The Power of Books in Personal Development (05:00) Understanding the Go-Giver Philosophy (07:36) The Five Laws of Stratospheric Success (17:45) Influence vs. Persuasion vs. Manipulation (22:32) The Importance of Authenticity and Receptivity Bob Burg is a bestselling author, motivational speaker, and co-creator of the Go-Giver book series, which has sold over one million copies and been translated into 30 languages. Named one of the 30 Most Influential Leaders by the American Management Association, Bob's work has transformed how professionals approach sales, communication, and leadership. His perspective is essential for anyone looking to grow a business by building genuine connections, offering unmatched value, and leading with integrity. Sponsored By: RobinHood - Receive your 3% boost on annual IRA contributions, sign up at robinhood.com/gold Indeed - Get a $75 sponsored job credit at indeed.com/profiting Shopify - Sign up for a one-dollar-per-month trial period at youngandprofiting.co/shopify Microsoft Teams - Stop paying for tools. Get everything you need, for free at aka.ms/profiting Mercury - Streamline your banking and finances in one place. Learn more at mercury.com/profiting Open Phone -  Streamline and scale your customer communications with OpenPhone. Get 20% off your first 6 months at openphone.com/profiting LinkedIn Marketing Solutions - Get a $100 credit on your next campaign at linkedin.com/profiting Bilt Rewards - Start paying rent through Bilt and take advantage of your Neighborhood Benefits™ by going to joinbilt.com/PROFITING. Airbnb - Find yourself a co-host at airbnb.com/host Active Deals - youngandprofiting.com/deals       Key YAP Links Reviews - ratethispodcast.com/yap  Youtube - youtube.com/c/YoungandProfiting  LinkedIn - linkedin.com/in/htaha/  Instagram - instagram.com/yapwithhala/  Social + Podcast Services - yapmedia.com   Transcripts - youngandprofiting.com/episodes-new  Entrepreneurship, entrepreneurship podcast, Business, Business podcast, Self Improvement, Self-Improvement, Personal development, Starting a business, Strategy, Investing, Sales, Selling, Psychology, Productivity, Entrepreneurs, AI, Artificial Intelligence, Technology, Marketing, Negotiation, Money, Finance, Side hustle, Startup, mental health, Career, Leadership, Mindset, Health, Growth mindset, Selling, Online Selling, Sales, Economics, E-commerce, Ecommerce, Negotiation, Prospecting, Persuasion, Inbound, Value Selling, Account Management, Sales Strategies, Business Growth, Scale, Scaling, Sales podcast

What does the phrase “aquatic corporate community” mean to you? A school of fish in business suits holding an underwater meeting around a table of coral? Well, for our guests on the latest episode of *The Resonance Test,* it's all about plunging into a strategic social responsibility program called “Let's Swim Together.” Antonio Silva, President of European Aquatics, and Kate Pretkel, EPAM's VP and Head of Sustainability Programs, have pooled their knowledge to answer questions from Balázs Magyar, Senior Director of Account Management at EPAM. Swimming is not just sports skill, says Silva, “It's a life skill.” He rightly points out that the pool is a place that can be used by everyone: babies, children, and adults. And, as Magyar notes, it promotes discipline, responsibility, social connections, and physical- and mental health. “Let's Swim Together,” is starting with a pilot program for EPAM Hungary but the program will expand to other companies, other countries. Silva adds that with this initiative, we can reach “the specific goals of a company” and “so-called environmental, social and governance goals.” This is good news for Pretkel, who speaks ESG fluently. She says that EPAM has a long tradition of helping employees “to make a good impact on the communities that we live and work in,” adding that “It's not *just* about people working for a specific company, but also their friends, their families, their kids and their communities.” The challenge, with all these groups, is getting people to take the first step toward the water. “We are looking at the whole employee experience,” says Pretkel. The trick is making it easier for our employees to join. To do so, they are incorporated into the “overall experience that we are creating for them.” She says it's all about “building these habits and also in some cases engaging the team so they can help each other to make this first step.” In short, Silva and Pretkel are excited about building what Antonio calls, yes, “the aquatic corporate community.” He concludes: “It's about reaching some social goals that [the participants] could not reach if they were not involved in such an activity.” Host: Macy Donaway Engineer: Kyp Pilalas Producer: Ken Gordon

Shelby Haas-Sapp didn't become a sales expert overnight. At just 18 years old, she was selling door-to-door, mastering rejection, and prospecting with confidence. Now, at 23, she has built a thriving online business by combining her unapologetically feminine sales strategies with content marketing across social media. In this episode, Shelby reveals the mindset, psychology, and tactics behind closing deals. She shares how to handle objections, convert leads, scale with webinars, and stand out online. In this episode, Hala and Shelby will discuss:  (00:00) Introduction (01:32) How Motivation Drives Sales Success (03:37) Building a “Sales Psychopath” Mindset (06:53) Why Women Are More Successful at Selling (09:50) The Hot Girl Sales Mentality (16:31) How to Sell to Different Types of Buyers (26:37) Lessons from Door-to-Door Sales Strategy (29:44) Why Being a “Soft Girl” Won't Cut It in Sales (33:18) How to Handle Objections and Close Deals (45:02) Why Content is the New Sales Pitch (46:41) The Secrets to Successful Deal Closures (54:35) Social Media Sales Strategies (01:02:07) Webinars for Effective Online Selling Shelby Haas-Sapp is a sales trainer, content creator, and founder of She Sells Academy, where she empowers motivated women with the skills and mindset needed to succeed in sales. Starting in door-to-door sales, Shelby learned how to pitch, handle rejection, and build resilience. Now, she's changing the game by teaching women how to crush it as remote sales reps, own their ambition, and achieve financial freedom. Sponsored By: RobinHood - Receive your 3% boost on annual IRA contributions, sign up at robinhood.com/gold Indeed - Get a $75 sponsored job credit at indeed.com/profiting Shopify - Sign up for a one-dollar-per-month trial period at youngandprofiting.co/shopify Microsoft Teams - Stop paying for tools. Get everything you need, for free at aka.ms/profiting Mercury - Streamline your banking and finances in one place. Learn more at mercur.com/profiting Open Phone -  Streamline and scale your customer communications with OpenPhone. Get 20% off your first 6 months at openphone.com/profiting LinkedIn Marketing Solutions - Get a $100 credit on your next campaign at linkedin.com/profiting Bilt Rewards - Start paying rent through Bilt and take advantage of your Neighborhood Benefits™ by going to joinbilt.com/PROFITING. Airbnb - Find yourself a co-host at airbnb.com/host Resources Mentioned: She Sells Academy: bit.ly/SheSellsRemote  Active Deals - youngandprofiting.com/deals   Key YAP Links Reviews - ratethispodcast.com/yap  Youtube - youtube.com/c/YoungandProfiting  LinkedIn - linkedin.com/in/htaha/  Instagram - instagram.com/yapwithhala/  Social + Podcast Services: yapmedia.com  Transcripts - youngandprofiting.com/episodes-new  Entrepreneurship, Entrepreneurship Podcast, Business, Business Podcast, Self Improvement, Self-Improvement, Personal Development, Starting a Business, Strategy, Investing, Sales, Selling, Psychology, Productivity, Entrepreneurs, AI, Artificial Intelligence, Technology, Marketing, Negotiation, Money, Finance, Side Hustle, Mental Health, Career, Leadership, Mindset, Health, Growth Mindset, Economics, E-commerce, Ecommerce, Negotiation, Persuasion, Inbound, Value Selling, Account Management, Business Growth, Scaling, Sales Podcast.

This is one of my favorite conversations that I wanted to replay this week. If you are in any post sales Customer Success, or Account Management world, you have most likely heard of this week's guest. This week's guest started his journey studying Information Systems and Software Engineering before making the shift into Professional Services, Support, and Customer Success. At the time of recording, he was an Executive VP of Corporate Market and Chief Customer Officer at Higher Logic. Now, he is the CEO of Balboa Solutions, where they help their clients maximize the value of the Pendo platform to power adoption, enablement, and user analytics.This week's guest is the heart of Mount Pleasant, South Carolina, Mr. Jay Nathan. In this week's episode, we discussed:Customer Centric MindsetNatural Curiosity For CustomersLessons From Duke Energy (Large Enterprises and Heavy Process)The Start of The Largest CS CommunityUsing Your Own ProductMuch More! Please enjoy this week's episode with Jay Nathan.____________________________________________________________________________I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me! Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-communityI want your feedback!Reach out to 20percentpodcastquestions@gmail.com, or find me on LinkedIn

Toby and Jon Burdekin dive into the challenges and opportunities of fleet electrification. They discuss the evolution of electric vehicle infrastructure, the growing role of salary sacrifice schemes in making EVs more accessible, and the misconceptions surrounding EV adoption. Jon shares insights on how businesses can smoothly transition their fleets while avoiding common pitfalls. Jon has 30 years' experience in the UK leasing and fleet finance industry, having previously worked for such major leasing companies as Alphabet GB Ltd and GE Capital Fleet Services.  His 15-year career with Alphabet incorporated roles as Account Manager, Head of Account Management, and Head of Consulting Services.  Client relationships that Jon had direct responsibility for included McDonald's, BOC, Shell, Oracle, Royal and Sun Alliance and the BBC. By managing such large vehicle fleets, he has gained extensive knowledge in helping clients transition to electric – incorporating all the component parts of that journey.  A subject matter expert in the adoption of electric vehicles and salary sacrifice schemes, Jon led Alphabet's Electric Vehicle proposition, AlphaElectric, and is the accredited EV and salary sacrifice trainer for both the British Vehicle Rental and Leasing Association (BVRLA) and the Association of Fleet Professionals (AFP).  Jon has also delivered EV training directly for such clients as LV=, Leaseplan, AA Drivetech, Arval, United Rental Group, SG Fleet, Athlon, Select Car Leasing, Volvo, Citygate Group, Holdcroft Group and Norton Way Motors.  Delegate satisfaction rates consistently exceed 95% and Jon is able to demonstrate measurable improvements in EV confidence and knowledge of between 60% and 300%.   Jon has run his own consultancy business since January 2019 with the aim of enhancing subject matter knowledge on all aspects of Salary Sacrifice and EV adoption, and helping clients educate their customers for the transition to 100% electric by 2030 (cars), or 2035 (LCVs).   Jon on LinkedIn JB Consulting I hope you enjoy the show and if you have any comments or suggestions, please write to me at: toby@wickedproblems.fm. Wicked Problems is powered by Adaptavis® Adaptavis is a Business Performance Management and Transformation consultancy aimed at forward-thinking leaders, based in London UK. The company specialises in helping organisations to enhance operational efficiency, drive business growth, and navigate complex transformations. From strategy to execution, they focus on providing insights and practical solutions to improve the overall performance of businesses, ensuring they can adapt to changing market conditions and achieve sustainable success. Toby Corballis is a Partner at Adaptavis. You can find out more about their work by visiting: www.adaptavis.com Enjoy, Toby Corballis

In this Greatest Hits episode of Freight Nation: A Trucking Podcast, Jessica Dotson, Director of Business Development and Account Management at Multi Service Fuel Card, shares how her husband's decision to become a truck driver changed their lives, and launched her into a multi-faceted career in trucking. From the struggles of being a trucker's spouse to mastering back-office ops, brokerage, and fuel management, Jessica's story is both heartfelt and informative.

Highlights from this week's conversation include:Solomon's Background and Journey in Data (0:38)The Importance of a Triple Threat Data Person (5:14)Sports Sponsorship Analysis at Nielsen (7:31)Challenges of Implementing AI in Business (11:09)Understanding Data Delivery Models (14:18)Innovating Data Delivery (17:38)Modern Data Sharing Framework (19:09)Account Management in Data Sharing (23:43)Data Delivery Systems and Skill Sets (26:08)Practical Steps for Monetizing Data (29:02)Building Trust Through Branding (36:51)LinkedIn Personal Branding Tips (40:54)Mastering the Basics (44:16)Professional Development in Data (48:18)Deep Technical Skills (53:18)Active and Outcome-Focused Approach (55:25)Finding Top Data People and Parting Thoughts (56:44)The Data Stack Show is a weekly podcast powered by RudderStack, the CDP for developers. Each week we'll talk to data engineers, analysts, and data scientists about their experience around building and maintaining data infrastructure, delivering data and data products, and driving better outcomes across their businesses with data.RudderStack helps businesses make the most out of their customer data while ensuring data privacy and security. To learn more about RudderStack visit rudderstack.com.

Welcome to another episode of Getting to the Top!, where we explore impactful female leaders seeking to inspire women to pursue leadership positions. Today, we're diving into the world of digital payments, financial inclusion, and business development with Danielle Dumas. As Director of Business Development & Account Management at Mastercard, Danielle is at the forefront of driving digitization and expanding financial inclusion opportunities in Trinidad and Tobago, as well as throughout the English-Speaking Caribbean. With her expertise in managing key relationships with regional financial institutions, Danielle brings invaluable insights into how the Caribbean is transforming in the digital payments space.Before joining Mastercard, Danielle held senior roles at Ernst & Young Caribbean and Republic Bank Limited, where she honed her skills in strategy and finance. A proud scholarship winner, Danielle holds a Master's in International Finance from the UWI/Arthur Lok Jack Graduate School of Business, alongside a Bachelor's in Business Administration from UWI/Roytec.In today's conversation, we'll discuss her career journey, the evolving payments landscape in the Caribbean, and the future of financial services in the region. Tune in for an inspiring discussion on leadership, innovation, and the exciting opportunities ahead for the Caribbean's digital economy! Tune in to “Getting to the Top!” available on Amazon Music, Apple Podcasts, Audible, Spotify and my YouTube Channel. Please subscribe! Racquel Moses, Strategic Transformation. www.racquelmoses.com Instagram: @RacMoses X (Twitter): @RacMoses Facebook: https://www.facebook.com/RacqMoses/ TikTok: @rmmoses01 YouTubehttps://youtube.com/@RacquelMoses?si=M-nLAFkJnDrg7CqAAmazon Musichttps://music.amazon.com/podcasts/e1c3182a-65f5-4089-b7fe-f69d85d416b9/getting-to-the-top?ref=dm_sh_JshSJPCAPnIN8IisZPjgMmlD7Apple Podcastshttps://podcasts.apple.com/us/podcast/getting-to-the-top/id1612120883Audible https://www.audible.com/pd/B0BL1S6C2Q?source_code=ASSORAP0511160006&share_location=podcast_show_detailSpotifyhttps://open.spotify.com/show/1V2yrvFaDmTzlLXmS50DNR?si=6kh6j3nQTnmnrILcYZcSfQ

Hala Taha built an eight-figure media company using data-driven sales strategies and activity-based selling to close high-value deals. As a successful entrepreneur, she knows that sales success isn't about luck. It comes from mastering the right tools, prospecting strategically, and developing a resilient mindset. In this episode, Hala breaks down how to scale smarter, optimize your funnel, and boost conversions. She also shares insights on leveraging AI in business, tracking your pipeline effectively, and managing deals seamlessly with CRM tools like Pipedrive. In this episode, Hala will discuss:  (00:00) Introduction (01:30) Webinar Overview (05:27) Understanding Bottoms Up Sales Strategy (07:48) Activity-Based Selling Explained (10:02) Driver Trees and Performance Metrics (19:39) Becoming a Sales Psychopath with Shelby Sapp (28:40) Pipedrive Demo and Features (34:44) Introduction to Pipedrive (35:48) Optimizing Sales Funnels with Sean Cannell (36:27) Improving Conversion Rates with Russell Brunson (43:13) Analyzing Competitor Funnels (46:44) Prioritizing Sales Calls (50:41) Identifying Fool or Favorite Clients (58:27) Leveraging AI in Sales Hala Taha is the host of Young and Profiting, the number one entrepreneurship and business podcast. She is the Founder and CEO of YAP Media, an award-winning social media and podcast production agency. She also founded YAP Media Podcast Network, a top business and self-improvement podcast network, where she helps business podcasters like Jenna Kutcher, Amy Porterfield, Neil Patel, and Russell Brunson grow and monetize their platforms. Resources Mentioned: Get a free 14-day trial and 20% off your membership with Pipedrive: youngandprofiting.co/sales  Pipedrive Slides: youngandprofiting.co/PipedriveSlides Sponsored By: Shopify - youngandprofiting.co/shopify Airbnb - airbnb.com/host Rocket Money - rocketmoney.com/profiting Indeed - indeed.com/profiting    RobinHood - robinhood.com/gold Factor - factormeals.com/factorpodcast   Rakuten - rakuten.com Microsoft Teams - aka.ms/profiting Active Deals - youngandprofiting.com/deals   Key YAP Links Reviews - ratethispodcast.com/yap  Youtube - youtube.com/c/YoungandProfiting  LinkedIn - linkedin.com/in/htaha/  Instagram - instagram.com/yapwithhala/  Social + Podcast Services: yapmedia.com  Transcripts - youngandprofiting.com/episodes-new  Entrepreneurship, Entrepreneurship Podcast, Business, Business Podcast, Self Improvement, Self-Improvement, Personal Development, Starting a Business, Strategy, Investing, Sales, Selling, Psychology, Productivity, Entrepreneurs, AI, Artificial Intelligence, Technology, Marketing, Negotiation, Money, Finance, Side Hustle, Mental Health, Career, Leadership, Mindset, Health, Growth Mindset, Online Selling, Economics, E-Commerce, Ecommerce, Negotiation, Persuasion, Inbound, Value Selling, Account Management, Scale, Sales Podcast.

In this episode of Redefining Outbound, Cognism's Nat Ferrante sits down with Max Lemmens, Senior Account Manager of Global Strategic Accounts at Adyen, to discuss the evolving role of outbound in account management. They explore what it takes to drive long-term success, balancing revenue growth with retention, building meaningful customer relationships, and prioritising accounts effectively.

AdTechGod is joined by Meagan Myers, Director, Account Management & Partnership at AMC Networks, shares her journey in the ad tech and streaming television industry. She discusses her career path, the unique strategies AMC employs to engage audiences, and the importance of partnerships and human connections in business. Meagan also highlights the challenges faced in the streaming industry and the diverse content offerings of AMC, emphasizing the brand's commitment to meeting audience needs. Takeaways Meagan's journey in programmatic advertising has been extensive and transformative. Starting her career at SpotX, she gained valuable experience in ad tech. Meagan's move to Paris was a pivotal moment in her career. AMC Networks focuses on distributing content across multiple platforms. The importance of audience engagement is central to AMC's strategy. Partnerships are crucial for monetization and growth in the ad tech space. Human connection is key to successful business relationships. AMC's diverse content caters to a wide range of audience preferences. Challenges in the streaming industry include adapting to changing viewer habits. Meagan aspires to create a wine and cheese store, reflecting her passion for food and connection.  Chapters 00:00 Introduction to Meagan Myers and Her Journey 03:00 Meagan's Career Path and Experiences 06:07 AMC's Unique Approach to Streaming 08:55 Ad Strategy and Audience Engagement 12:00 Partnerships and Monetization Strategies 15:04 The Importance of Human Connection in Business 17:54 Content Diversity and Audience Loyalty 21:01 Challenges in the Streaming Industry 23:57 Personal Insights and Future Aspirations Learn more about your ad choices. Visit megaphone.fm/adchoices

Good news - the winter is finally over, and I'm sure you've missed the warmth just as much as I have. Today, I'm thrilled to share with you another special episode featuring one of the discussion panels we hosted last December during the App Promotion Summit Berlin. This panel covers a wide range of topics, including user acquisition strategies, incrementality and ROI measurement, retargeting and re-engagement strategies, and more. The panel was hosted by Bob Hollanders, Head of Sales & Account Management, EMEA & US at Appier. We were fortunate to have on the panel: Victoria Chang, Performance Marketing Lead at Wooga Pascal Priso, Performance Marketing Manager at Babbel Karst Kortekaas, Director, App Solutions, EMEA at Appier Cansu Bengü Ağaoğlu, Head of Sales (Central Europe) at Adjust

In this week's episode, we are throwing it back to one of the most listened episode featuring Jen Allen-Knuth. At the time of recording, Jen was the Chief Evangelist at Challenger as well as the Co-Host of Winning the Challenger Sale Podcast. You may be asking yourself, what is a Chief Evangelist? She wasn't always this role, she started her career in Account Management at CEB which was acquired by Gartner and Challenger for the past 15 + years, working through the ranks in both New Business Sales and Key Accounts prior to actually creating the Chief Evangelist role at Challenger.In today's episode, we discussed: What is an Evangelist and how she created the role at Challenger? Finding purpose outside of work The importance of being passionate about what you sell Being Your Authentic Self Sales lessons Learned From Skiing So much more!Please enjoy this week's episode with Jen Allen-Knuth____________________________________________________________________________I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me!Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-communityI want your feedback!Reach out to 20percentpodcastquestions@gmail.com, or find me on LinkedIn.If you know anyone who would benefit from this show, share it along! If you know of anyone who would be great to interview, please drop me a line!Enjoy the show!

“The only way you really know what you want to do is by learning more about it.” - Mark Lewis  Welcome back to Scaling UP! H2O as we dive into the second part of our conversation with Mark T. Lewis, Certified Water Technologist of Southeastern Laboratories, Inc. and business leader who shares invaluable insights for thriving in your career and business.  In this continuation of our "Eight Tips for Business Management - Essential Strategies" series, Mark and Trace unpack the strategies that have shaped their professional success, offering advice that's as practical as it is impactful. Whether you're managing stress, building trust within your team, or strategizing how to level up your skills, this episode is full of actionable takeaways.  In Part 2, Mark covers:  The Power of Continuous Learning: Why attending AWT Technical Training Seminars should be a priority and how to pitch the value to your employer.  Building Trust as a Leader: Insights from Stephen Covey's Speed of Trust to help you streamline operations and foster stronger relationships.  Stress Management for Professionals: Simple, yet effective ways to navigate challenges, from journaling to maintaining healthy habits.  The CWT Advantage: How becoming a Certified Water Technologist can open doors in the water treatment industry—and tips for overcoming exam anxiety.  Mark also shares candid stories from his decades-long career, revealing the lessons he's learned from both triumphs and setbacks. Plus, Trace adds his own perspective on mentorship, community, and how to stay inspired in a constantly evolving industry.  Bottom Line  The conversation with Mark Lewis underscores one powerful truth: success in business and life starts with intentional action. Whether it's committing to continuous learning, fostering trust within your network, or mastering stress management, the tools to elevate your career are within your reach. Mark reminds us that the best investment you can make is in yourself, and when you couple that with strong community connections and an eagerness to learn, the possibilities are endless. Stay engaged, keep learning, and continue scaling up your knowledge!   Timestamps    02:04– Continuation of Interview with Mark Lewis, Certified Water Technologist, on tips on business management – essential strategies.   03:16 – Upcoming Events for Water Professionals  05:58 – Water You Know with James McDonald: Industrial water treatment trivia  14:56 – Importance of time management and self-management for reducing stress  17:11 – Mark's tips for stress management and staying motivated through challenges  19:23 – The role of mentorship and community in professional growth  22:14 – Why you should consider becoming a Certified Water Technologist (CWT)  45:31 – Bottom line: Taking actionable steps to advance your career    Quotes  “You should always have something to offer.” - Randy Pausch's The Last Lecture Book  “Have the courage to ask.” - Trace Blackmore   “Tomorrow can be a better day if you let it.” -  Mark Lewis  “One of the most valuable resources is a mentor.” - Mark Lewis   Connect with Mark Lewis  Phone: 704.322.5406  Email: MLewis@SELaboratories.com   Website: https://www.selaboratories.com/   LinkedIn: linkedin.com/in/mark-lewis-01a3b56    Guest Resources Mentioned   Speed of Trust by Stephen M.R. Covey  The Last Lecture by Randy Pausch     Scaling UP! H2O Resources Mentioned  AWT (Association of Water Technologies)  Audible (free month with this link)    Scaling UP! H2O Academy video courses  Submit a Show Idea  The Rising Tide Mastermind 404 Eight Tips for Business Management: Part 1 – Essential Strategies  The Five Minute Journal    Water You Know with James McDonald  Question: Which scale will effervesce when exposed to concentrated hydrochloric acid?  Magnesium Silicate, Calcium Carbonate, or Calcium Phosphate?    2025 Events for Water Professionals  Check out our Scaling UP! H2O Events Calendar where we've listed every event Water Treaters should be aware of by clicking HERE.   

Send us a textIn this thought-provoking episode, Mike Sabat, Enterprise Account Executive at Twilio, unveils practical strategies for leveraging AI in customer success and account management. He shares groundbreaking approaches to AI implementation, including using it as a virtual coworker and harnessing tools like Google Gemini for comprehensive account research. The discussion reveals how AI can dramatically reduce research time while improving the quality and depth of account planning.Detailed AnalysisThe episode delves deep into the practical application of AI in customer success, highlighting several transformative approaches:The conversation begins with Mike's innovative perspective on overcoming "AI writer's block" by treating AI as a collaborative coworker rather than just a search tool. This approach helps professionals move past the initial hesitation of not knowing how to integrate AI into their workflow.A significant portion focuses on Mike's revolutionary approach to account planning using AI. He introduces the concept of "meta prompting" - using AI to create comprehensive prompts for deeper research. This method, particularly when combined with Google Gemini's advanced research capabilities, transforms what was previously a days-long research process into a matter of minutes.The discussion highlights the importance of responsible AI usage, with Mike emphasizing the need to be cautious with proprietary information. He provides practical guidelines for maintaining confidentiality while maximizing AI's research capabilities.The episode concludes with insights into how AI can serve as a preparation tool for client meetings, allowing professionals to practice handling potential objections and scenarios before actual client interactions.The transformative impact on time management is particularly noteworthy, with tasks that previously took days now being completed in minutes, allowing for deeper, more comprehensive account research and planning.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

Send us a textSummaryIn this thought-provoking discussion, Mike Sabat from Twilio shares his perspective on the potential convergence of Customer Success Management (CSM) and Account Executive (AE) roles in enterprise technology. The conversation delves into how consumption-based pricing models and increasing product complexity are driving this transformation, with particular emphasis on revenue responsibility and customer relationship management in the modern tech landscape.Detailed AnalysisThe episode explores the shifting dynamics of customer-facing roles in enterprise technology, highlighting several key trends and implications:Consumption-Based EvolutionThe discussion begins with an examination of how enterprise software is moving from seat-based to consumption-based pricing models, similar to those employed by major players like AWS, Google Cloud, and OpenAI. This fundamental shift is reshaping how companies structure their customer-facing teams and responsibilities.Role Convergence DriversSabat presents compelling arguments for the merger of CSM and AE roles, particularly in growth-oriented companies. The traditional model of AEs making promises and CSMs cleaning up afterward is becoming obsolete, replaced by a more integrated approach where responsibility for both sales and delivery rests with the same individual.Revenue ResponsibilityA crucial point emerged regarding revenue responsibility in customer success roles. The panel agrees that CSM teams must evolve beyond being cost centers to become revenue generators, either through direct sales responsibility or through packaged services offerings.Specialized ModelsThe discussion acknowledges that while convergence is likely in some areas, specialization will continue to exist. The "hunter" role focused on new logo acquisition will remain distinct, while the "farmer" role may see the most convergence between AE and CSM functions.Future ImplicationsThe conversation concludes with insights into how this evolution might affect organizational structure, skill requirements, and customer relationship management in the coming years, particularly in enterprises with complex, consumption-based products.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.

"You need to explain to the client their challenge and demonstrate how your solution addresses it. Potential purchases don't always come knocking with a clear need.” -Omer Frenkel Omer Frenkel is an Intelligence Product Expert for NEXYTE, Cognyte's Decision Intelligence platform. Omer brings extensive experience and know-how in the intelligence field, with a decorated tenure of over 18 years as an intelligence analyst, department head, and product manager in the Israeli research National Unit. Omer holds a B.A. in International Relations & Middle Eastern Studies and an M.A. in Political Marketing. In this episode, we explore B2G marketing strategies and sales cycles. Discover how to build trust and navigate government sales challenges. Website: https://www.cognyte.com/nexyte LinkedIn: https://www.linkedin.com/in/omer-frenkel-3127128/   Apply to join our marketing mastermind group: https://notypicalmoments.typeform.com/to/hWLDNgjz Follow No Typical Moments at: Website: https://notypicalmoments.com/ LinkedIn: https://www.linkedin.com/company/no-typical-moments-llc/

"You need to explain to the client their challenge and demonstrate how your solution addresses it. Potential purchases don't always come knocking with a clear need.” -Omer Frenkel Omer Frenkel is an Intelligence Product Expert for NEXYTE, Cognyte's Decision Intelligence platform. Omer brings extensive experience and know-how in the intelligence field, with a decorated tenure of over 18 years as an intelligence analyst, department head, and product manager in the Israeli research National Unit. Omer holds a B.A. in International Relations & Middle Eastern Studies and an M.A. in Political Marketing. In this episode, we explore B2G marketing strategies and sales cycles. Discover how to build trust and navigate government sales challenges. Website: https://www.cognyte.com/nexyte LinkedIn: https://www.linkedin.com/in/omer-frenkel-3127128/   Apply to join our marketing mastermind group: https://notypicalmoments.typeform.com/to/hWLDNgjz Follow No Typical Moments at: Website: https://notypicalmoments.com/ LinkedIn: https://www.linkedin.com/company/no-typical-moments-llc/

This year, LJ and Rob kick off the podcast focused on sales, specifically account management. Carolyn Durant of TCP Software has been in the staffing and recruitment tech industry for a decade. She recently started creating content on LinkedIn to share what she's learned and is definitely on the show's must-follow list. Carolyn's Account Communication Cadence This week, the dynamic duo also highlights the improving week-over-week growth of the US Staffing Market per the Bullhorn SIA Indicator, and they discuss the US Government & OpenAI's Stargate investment. This week's featured technology is SourceWhale. And thank you to our sponsor, Leap Advisory Partners.

In this episode, Trace Blackmore and Mark T. Lewis, Certified Water Technologist of Southeastern Laboratories, Inc. dive into practical tips for managing your business effectively, particularly in the water treatment industry. They share eight essential strategies for mastering self-management, staying organized, adapting to challenges, and aligning personal goals with professional responsibilities. Mark highlights the importance of time management, account management, stress management, and personal development, offering actionable insights to help professionals navigate the challenges of managing their businesses while maintaining balance and efficiency.  Points to Highlight  Self-Management Skills: Learning to control your time, stress, and motivation is crucial for achieving business goals.  Account Management: Focus on building long-term relationships with clients instead of just acquiring new business.  Stress Management: Identifying and managing stress is key to maintaining productivity and motivation.  Adaptability: Flexibility is vital in handling unexpected changes and managing multiple priorities effectively.  Decision Making: Understand the long-term implications of your decisions before acting on them.  Goal Alignment: Make sure your daily tasks are aligned with your bigger business objectives for sustained growth.  Personal Development: Continuous learning and self-improvement are fundamental to business success.  Mentorship: Having a mentor or support system can help you grow personally and professionally.  Conclusion  Trace and Mark's insights in this episode give you the tools to tackle the complexities of business management head-on. Whether it's optimizing your time, managing client relationships, or staying motivated, these tips are designed to boost your efficiency and help you thrive. Stay engaged, keep learning, and continue scaling up your knowledge! Don't miss Part 2, where we'll dive deeper into additional strategies that will help you manage your business to new heights!  Timestamps  02:20 – Upcoming Events for Water Treatment Professionals  05:15 – Water You Know with James McDonald 07:05 – Interview with Mark T. Lewis, Certified Water Technologies of Southeastern Laboratories Inc about strategies and tips on managing a business 14:56 – Importance of Time Management and Self-Management 17:11 – Stress management and staying motivated through challenges  Quotes  “End each day knowing that it was an improvement upon the last.” - Trace Blackmore "One of the skills that we've got to have is take what we have and run with it.” - Mark T.  Lewis  “If you're not managing your time, that's the only thing that you are never going to get back.” - Trace Blackmore  Connect with Mark Lewis  Phone: 704.322.5406 Email: MLewis@SELaboratories.com Website: https://www.selaboratories.com/ LinkedIn: linkedin.com/in/mark-lewis-01a3b56 Click HERE to Download Episode's Discussion Guide Guest Resources Mentioned   Drop by Drop: Articles on Industrial Water Treatment by James McDonald The NALCO Water Handbook, Fourth Edition by an Ecolab Company NALCO Water  Scaling UP! H2O Resources Mentioned  Audible (free month with this link)  AWT (Association of Water Technologies) Scaling UP! H2O Academy video courses Submit a Show Idea The Rising Tide Mastermind 031 The One with Mark Lewis 034 The Other One With Mark Lewis, CWT 101 The One with Colin Frayne, CWT 102 The Other One with Colin Frayne, CWT 112 The One Where Trace Is Interviewed By Mark Lewis 149 The One About Some of the Lesser-Used Technologies The Speed of Trust by Stephen M.R. Covey   Water You Know with James McDonald  Question: What is the typical percent bed expansion during a water softener backwash?   2025 Events for Water Professionals  Check out our Scaling UP! H2O Events Calendar where we've listed every event Water Treaters should be aware of by clicking HERE. 

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠It's YOUR time to #EdUp In this episode, President Series (Powered By ⁠⁠⁠Ellucian⁠⁠⁠) #333, & brought to YOU by the ⁠⁠InsightsEDU⁠⁠ 2025 conference YOUR guest is ⁠⁠Lisa Lori, President, Marywood University YOUR cohost is Casey Liddle, VP of Account Management, EducationDynamics YOUR host is ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Dr. Joe Sallustio How does Marywood's unique "Bigger, Bolder & Better" vision shape its future? What drove the transition from corporate law to university presidency? How is Marywood adapting programs like architecture & aviation to meet modern demands? What role does digital marketing play in reaching today's students? How is virtual reality being integrated into classroom instruction? What strategies drive international student recruitment & program expansion? Listen in to #EdUp Do YOU want to accelerate YOUR professional development? Do YOU want to get exclusive early access to ad-free episodes, extended episodes, bonus episodes, original content, invites to special events, & more? Do YOU want to get all this while helping to sustain EdUp? Then ⁠⁠⁠⁠⁠⁠BECOME A SUBSCRIBER TODAY⁠⁠ - $19.99/month or $199.99/year (Save 17%)! Want to get YOUR organization to pay for YOUR subscription? Email ⁠⁠⁠EdUp@edupexperience.com Thank YOU so much for tuning in. Join us on the next episode for YOUR time to EdUp! Connect with YOUR EdUp Team - ⁠⁠⁠⁠⁠⁠⁠⁠⁠Elvin Freytes⁠⁠⁠⁠⁠⁠⁠⁠⁠ & ⁠⁠⁠⁠⁠⁠⁠⁠⁠Dr. Joe Sallustio⁠⁠⁠⁠ ● Join YOUR EdUp community at ⁠⁠⁠⁠⁠⁠⁠⁠⁠The EdUp Experience⁠⁠⁠⁠⁠⁠⁠⁠⁠! We make education YOUR business!

Don't sleep on incorporating SMS, or text messaging, into your future fundraising campaigns. While many nonprofits use this powerful tool it's growing in popularity and effectiveness, especially with the decline in traditional telemarketing. In this episode of the Go Beyond Fundraising podcast, we talk with Stephanie Drahan, Vice President of Account Management, and David Sachetti, Associate Vice President for Client Strategy, about SMS, why it's an important tactic, and how it can be leveraged in fundraising campaigns. SMS can function as a bridge between online and offline fundraising by adding an additional touchpoint for donors. Nonprofits new to SMS can start with a peer-to-peer program for smaller audiences, such as event registration, while those with larger audiences may deploy a blast or broadcast SMS campaign to reach thousands. It's simple to use, less intrusive than other forms of marketing, and let's face it – almost everyone has their cell phone nearby. Another bonus? It's easy to personalize and create a one-on-one experience.

In today's episode, I'm joined by Alex Farling from Empath. In the last episode, Luis Giraldo and I were talking about vCIO. Alex was listening to the episode and took up my challenge to fight us in the comments. Alex has lots of opinions and experience in the vCIO field, having built one of the leading platforms for vCIO out there. Interestingly, even Alex says he hates the term vCIO and explains why. We also discuss "firing" clients, the critical role of communication in maintaining positive relationships, agendas, and the nuanced roles required in smaller MSPs. This is another episode packed with insights and on the role of account management in the MSP space. So get ready to rethink the vCIO role again with us on the Evolved Radio Podcast! This episode is brought to you by Evolved Management Training Courses. Check out my brand new course - vCIO and Account Management for MSPs   Or my other online courses specifically crafted for MSP needs. A Service Manager BootCamp course, a project manager for MSPs course, an MSP security fundamentals course, and an IT Documentation Done Right course.

Matt Plank is Rippling's Chief Revenue Officer where he oversees all Sales and Account Management functions in the US and Internationally. Matt joined Rippling in the very early days when Parker Conrad (founder) was building V1 in a basement with $0 in revenue. Today the company is a market leader with 100s of $Ms in ARR. Prior to Rippling, Matt was a Sales Director @ Zenefits where he helped the company scale to $70M in ARR.  In Today's Show with Matt Plank We Discuss:  08:25 Challenges and Strategies in Outbound Sales 10:29 Building Effective Sales and Marketing Partnerships 13:37 Founders and Sales Playbooks: Who Should Create Them? 20:45 Pricing Strategies and Customer Success 24:43 Discounting and Urgency in Sales 33:57 Building Relationships for Successful Deals 34:22 Effective Deal Reviews: Asking the Right Questions 35:30 Pipeline Reviews: Frequency and Participants 35:59 Handling Deal Slippage: Acceptable vs. Non-Acceptable Reasons 39:17 Maintaining Morale in Volatile Times 42:14 Outbound Sales Strategy: Lessons Learned 46:03 Scaling Sales Teams: Hiring and Promoting 47:15 Challenges and Strategies in International Markets 01:00:45 Signs of Scaling Issues in Sales Leadership  

2025 is around the corner - and we asked Chris Walker about his predictions for the next years. Will we see more efficiency? Growth? How will AI transform teams? And much much more.(00:00) - Introduction (03:17) - Has anything changed? (05:03) - Understanding the Core Problems (07:06) - The C suite (12:03) - Wrong KPIs (14:40) - No, we aren't more efficient (19:00) - AI and Market Efficiency (22:03) - Building Customer-Centric Software (24:12) - The Real Cost of Software and Market Growth (24:52) - Predictions for Marketing Teams (27:03) - Challenges in AI Adoption (29:24) - Data's Role in AI and Marketing (30:37) - Future Trends and Predictions (34:40) - The Art and Science of Go-to-Market Strategy (35:56) - RevOps and Go-to-Market Operations (37:48) - Customer Success and Account Management (40:51) - Key Ingredients for Success in 2025 This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

Lightning Round:  Top 10 Ways to Retain Customers Question: Sierra from Toronto, Canada asks, “I am in equipment financing sales and in the last year we have grown a lot— some organic, most through acquisition. While this has been exciting, it feels like the demands on us as salespeople are doing nothing but expanding. I used to be focused on mostly new sales, but now they wants us to find new business, grow existing accounts and above all keep our retention rates high. How am I supposed to do all that?”  

Lightning Round:  Top 10 Ways to Retain Customers Question: Sierra from Toronto, Canada asks, “I am in equipment financing sales and in the last year we have grown a lot— some organic, most through acquisition. While this has been exciting, it feels like the demands on us as salespeople are doing nothing but expanding. I used to be focused on mostly new sales, but now they wants us to find new business, grow existing accounts and above all keep our retention rates high. How am I supposed to do all that?”  

Gini Beran from CLEP shares insights on how the College Level Examination Program helps students earn college credit through exams, making college more accessible and affordable.  Highlights-

Bosses love hunters. They beat the bushes and find new clients for the business. Usually, they love the thrill of the hunt and wrestling the buyer down to do the deal. CRM systems, paperwork, boring follow-up detail—not so much. This is the preserve of the farmer. That person you can entrust the client to, knowing that they will be well taken care of. The follow-through will be well executed and, in a fair wind, will remain a repeat buyer. I'm a hunter and easily bored with the mundane aspects of sales. I'm also the boss, so I know how we need both hunters and farmers operating at peak performance levels. Here are some aspects of the farmer we need to perfect. 1.        Building and Maintaining Strong Relationships Trust based on a track record of reliability and predictability is crucial. This calls for clear, frequent, and transparent communication with the buyer's side. Omotenashi—service—means anticipating and exceeding the client's needs. Client needs change, their internal structures change, and we must be on top of those changes in order to remain relevant.Farmers are good at the detail and at scheduling regular contact. Hunters have already moved on to the next exciting deal. 2.        Deep Understanding of the Client Every industry and every sector is different, and every firm is unique. So the ability to tailor services specifically for that buyer is needed. That means keeping up to date with changes in the industry, economic growth rates, currency rates, inflation rates, supply chain, etc. The farmer knows who the players are on the buyer's side and what interests and concerns them. The key decision-makers can also change. Farmers keep abreast of these changes, always sensitive to wind direction fluctuation, which could eject them from the ongoing business. They know what their counterparts' KPIs are and how they are measured and rewarded. They have to know what the personal interests of the buyer are in order to provide a holistic solution for them. 3.        Strategic Account Planning Design-in is the holy grail in manufacturing. It means your component or service is designed into the product or process from the start. To get to that stage, we have to know the client's plans, objectives, timelines, milestones, quality thresholds, price points, etcetera. To keep the relationship humming along, we have to stress the value we bring and accommodate the needs of the buyer from the point of view of lifetime value and not this month's sales quota. Not always easy, though. Headquarters mandate cost-cutting, and things go south very rapidly. That agreed deal is now shattered on the rocks, and the details are now flotsam and jetsam being pounded by the surf. We serve a lot of folk in the automobile sector, and we have had two major clients really pull back on their spending. They're being hammered by their Chinese EV competitors. One recently celebrated the appointment of a new CEO and promptly ceased all training and froze their programs. Ouch. The other recently informed us that the next contract will be decided by Dutch auction. The last thing you want to hear in a sales negotiation is the phrase "Dutch auction." The new contract bid starts at zero and goes up, and whoever raises their hand first gets the deal at that price point. There's no differentiation here for a quality-versus-price comparison. It is a very unsophisticated methodology but highly in favour of the low-price buyer. Procurement department buyers, who see all items like nuts and bolts—basically undifferentiated—love it. If you're in the service sector, where there are vast differences in quality provision, you are not going to love this way of thinking. Ouch. 4.        Collaborative Problem-Solving The farmer sees themselves as an extension of the client's firm and gets involved to help solve their problems. They do this through the prism of their product or service. They become an outside consultancy looking for areas where they can add value. Often, as salespeople, we see across many industries. Companies in industry A hardly ever mix with companies in industry Z, but we do. We see what works and doesn't work across the range of our clients and their problems. We can bring in things we've seen work well elsewhere and help the buyer achieve the goals they have set. Let's remember that farmers are important in any sales team. Hunters may be very flashy, flamboyant, and exciting, but they often create chaos and despair. They often lose repeat business because of their lousy follow-up and poor personal organisational skills. Farmers can glue the customer to us and keep that flywheel turning. Bravo to the farmers out there.      

Our guest for Episode 60 is Shannon Hopkins, RVP, Enterprise Account Management at BetterUp. With over a decade of leadership experience at companies like League, Inc. and Salesforce, Shannon brings a wealth of insight and expertise to the conversation.  In this episode, Ross and Shannon discuss how to enhance manager effectiveness, support high-performing individuals, and promote overall team well-being. 

In this episode, ADJUSTED welcomes Josh Schuette Director of National Workers Compensation Sales and Account Management at Brooks Rehabilitation. Josh discusses FCEs and balance tests and what role they play in recovery.Season 8 is brought to you by Berkley Industrial Comp. This episode is hosted by Greg Hamlin and guest co-host Mike Gilmartin, Area Vice President, Sales & Distribution, for Key Risk.Visit the Berkley Industrial Comp blog for more!Got questions? Send them to marketing@berkindcomp.comFor music inquiries, contact Cameron Runyan at camrunyan9@gmail.com

Yogesh Gupta, President and CEO at Progress Software   In M&A, closing the deal is just the beginning. The true measure of success comes from effective execution post-close. Mastering this phase demands transparent leadership and strategic agility—qualities that can significantly influence whether an acquisition thrives or flounders.   In this episode of the M&A Science Podcast, Yogesh Gupta, President and CEO of Progress Software, explores how clear leadership and adaptable strategies are pivotal for M&A success. He shares insights into building a strong foundation and ensuring seamless integration, even before the deal is inked.    Things you will learn:   • Crafting a clear and actionable M&A strategy • Establishing leadership and building a foundation before pursuing M&A • Strategic AI integration • Ensuring fit and managing integration risk at the LOI stage • Balancing objectivity and cultural fit in M&A decision-making   *Bonus Mini Interview: The Evolving Landscape of M&A Data with Jack Glazebrook Jack Glazebrook, VP and Head of North America Sales and Account Management for Corporates at S&P Global Market Intelligence.   Today, data is everything, and the M&A industry is no different. Professionals must learn to harness and utilize the power of technology and data to increase efficiency.   In this mini interview, Jack Glazebrook, VP and Head of North America Sales and Account Management for Corporates at S&P Global Market Intelligence, discusses the evolving landscape of M&A data and how it impacts M&A professionals.   Things you will learn:   • Embracing AI for Enhanced Efficiency • Leveraging Alternative Data Sources • Utilizing Capital IQ Pro • Accessing Private Company Data • Workflow Efficiency through Technology   ******************* This episode is sponsored by S&P Global Market Intelligence. Find insight at every data point with the enhanced S&P Capital IQ Pro platform. It's the leading data solution for strategics and investors alike. Visit spglobal.com/proinsights.   This episode is also sponsored by DealRoom AI, the latest innovation from DealRoom designed specifically for M&A professionals. DealRoom AI automates the analysis and extraction of key information from due diligence documents, empowering teams to save up to 80% of their time on document analysis and focus on what really matters—closing the deal.  Ready to streamline your M&A process? Visit dealroom.net today.   ******************* Episode Bookmarks 00:00 Intro 07:52 The reality of being a CEO in a publicly-traded company 12:29 Crafting a clear and actionable M&A strategy 15:21 Conducting diligence and understanding the business in the first 90 days 18:22 Establishing leadership and building a foundation before pursuing M&A 24:05 How the strategy evolved 25:05 Strategic AI integration 28:27 Executing successful M&A deals 30:51 Ensuring fit and managing integration risk at the LOI stage 34:26 Balancing objectivity and cultural fit in M&A decision-making 38:42 Building trust through transparency in M&A relationships 40:25 Influencing a sale by building long-term relationships 43:10 Maintaining valuation discipline in acquisition negotiations 45:31 Managing transparent employee communication 51:12 Staying agile to overcome integration challenges in M&A 54:33 Craziest thing in M&A 55:58  Bonus Interview with Jack Blazebrook: The Evolving Landscape of M&A Data W/ Jack Glazebrook  

Cognism's VP of US Sales, Frida Ottosson speaks to VP of Global Account Management, Nat Ferrante about how Cognism approaches account management in terms of account retention, expansion and the relationship between his team and customer success.

In this episode of the FreeDive Podcast, we're joined by Anna Baglien, one of Seapoint Digital's talented account managers and a longtime friend of the show! Anna shares her journey into account management, a role often defined by wearing multiple hats and seamlessly meeting clients' needs.Kristy and Anna dive into the unique challenges of account management, from mastering organization and adaptability to honing people skills and navigating the unexpected.Whether you're curious about the behind-the-scenes of client management or considering a career in this dynamic field, Anna's story offers practical advice, relatable challenges, and a clear picture of what makes an effective account manager. Join us for a warm, humorous, and insightful chat about the art of client relationships and the "organized chaos" that makes it all happen.Let's connect! Send us a message and say hi. It's the end!No it's not! There's more. There's always more. Every Tuesday at 5AM EST we release new audio and video episodes. Come find us!But wait! Explore a wealth of tips, tricks, and insights on our various social channels:

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Precious Norman-Walton is an Account Executive with EG Bowman Co, based in NYC, and the Agent Program Manager for NAAIA (National African American Insurance Association).  With over 18 years of Insurance Industry experience, she has served in Personal Lines Claims, Commercial Underwriting, and Agency Management.  Prior to her current role, Precious was Director of Underwriting at Harbor AI, VP of Account Management at Insureon, and Chief Operating Officer for Diamond National Insurance Advisors. Precious is a member of the CPCU Society Leadership Council, and was Vice Chair of the 2022 CPCU In2Risk Global Conference.  She served as  the 2020 President of the Dallas Chapter of the CPCU Society and currently serves as their Programs Chair.  Additionally, Precious sits on the Board of the Central Illinois CPCU Chapter, and Insure Equality.  This live episode of the In The Know podcast was recorded at RISKWORLD 2024 in San Diego and features Chris Hampshire and Precious as they explore strategies for advocating for education and inclusion in the insurance industry and discuss technology, talent, and the state of the insurance industry.   Key Takeaways   Hurricane Katrina impacted Precious's decision to pursue a career in the risk management industry. The insurance industry touches every aspect of other industries. Precious was interested in the agent broker space because it is at the point of sale decision-making process. The value of Precious's membership in the CPCU Society. Tactics for bridging the talent gap in the future of the industry. The pipeline is still not providing enough talent to backfill open risk management roles. Attracting non-traditional roles into the insurance industry. The formation and success of NAAIA. Precious's role in attracting talent to the market. The state of inclusion in the insurance industry has plenty of room to grow. The impact of AI on the future of the industry. Networking offerings from a RIMS conference. Precious's experience as a Black female leader in the industry. A five-year look to the future of the impact of technology in the industry. The future of insurance talent and personnel. The importance of relationship building at live and in-person events. Precious offers advice to her early-career self.   Quotes “Insurance is a place where you can do well and do good.” “The insurance ecosystem is so much more than claims, underwriting, and sales.” “We aim to provide education, access to markets, and professional development.” “Those who specialize in an area will become more and more indispensable.”

ScaleCon24 was a hit! It wasn't perfect, but for a first year event the response has been overwhelmingly positive. Can't wait to go BIGGER and BETTER next year! We learned A LOT about Marketing, Sales, Account Management, and everything in between. In this episode, we share 10 tips we learned from ScaleCon24! Don't forget to stop by camp to start your 7-day free trail at msp-camp.com!

In this episode of Tech Sales Insights, Randy Seidl is joined by Scott Harvey, Chief Customer Officer of Sprinkler. They delve into Scott's career journey, from broadcast journalism major to tech sales leader. They explore the importance of outcome-based selling and value creation in the sales process, emphasizing the critical role of customer relationships and consultative selling. Scott shares insights on transitioning strategies at major companies like VMware, ServiceNow, and Stripe, highlighting the significance of personalized engagement and value selling in post-sales and customer success. The conversation underscores the need for continuous sales training and the collaborative effort of teams in achieving success. Sponsored by Octus IQ, the episode offers a deep dive into modern sales strategies and leadership in a rapidly changing market.KEY TAKEAWAYSOutcome-Based Selling: Focus on understanding customer priorities and aligning your product capabilities to drive specific business outcomes.Customer Value: Continuously create, realize, and measure value post-sales to improve customer retention and satisfaction.Sales Enablement: Importance of thorough training and enabling sales teams to speak the customer's language and have consultative conversations.Old School Tactics: Leveraging traditional methods like cold calling to enhance lead generation and build stronger customer relationships.Team Collaboration: Success in sales requires a collaborative effort across various teams such as SDRs, sales enablement, and RevOps.Leadership Lessons: Importance of being genuine, maintaining high energy, and having a strong emotional connection with the team and customers.RevOps Importance: Using data-driven insights for accurate forecasting, pipeline management, and understanding customer lifecycles.Innovative Tools: Utilizing advanced tools and methods for pipeline generation and account management.QUOTES"Talent's a lifeblood, man. Talent's a lifeblood." - Scott Harvey"If you focus on the outcomes, it's at the C level that you need to be." - Scott Harvey"It's all about value; if you can tie to their key priorities and initiatives at sea level, then you can build a value mountain." - Scott Harvey"Sales is a team sport; winning as a team is about all functions in the go-to-market working together." - Scott Harvey"The more the customers educate you on their business, the better engagement and outcome you can have for both of you." - Scott Harvey"It's okay if you ask a dumb question or say something wrong. Be willing to be vulnerable." - Scott Harvey"If you keep focusing on the customer's language, you build better strategies." - Scott Harvey"We built what we called the value life cycle: enable value, create value, realize value, and champion success." - Scott Harvey"Realized value through the operational process is what drives your renewal and upsell." - Scott Harvey"Getting to the customer's personal and measurable value is crucial in a successful sales engagement." - Scott HarveyFind out more about Scott Harvey through the link below.LinkedIn: https://www.linkedin.com/in/scottharvey2/This episode is sponsored by AuctusIQ, the Sales Performance Assessment sponsor of the Sales Community. AuctusIQ is a sales data and science software company, with the mission of providing the right data to solve your three biggest challenges: selecting and retaining exceptional talent, coaching to ensure readiness to meet or beat quota, and winning more deals.

As vacation rentals rise in popularity, it's more important than ever to ensure your listing stands out. Angela Page, Director of Account Management for Vacation Rentals at Expedia Group and a Vrbo host herself, shares her tips for optimizing your property listing to attract the right guests and provide a great experience. Some of her advice includes how the right settings can help you avoid costly cancellations, how to keep your listing's rules and amenities up to date, why the order of photos in your listing matters, and why you might want to ditch the cleaning fee altogether. She also shares how hosting with Vrbo can help you manage your bookings in a streamlined and professional manner, creating the best guest experience possible, no matter the circumstances. Powering Travel is produced by Expedia Group in association with Quill.

Let us know if there's a topic you'd like us to cover! Welcome back to Green Industry Perspectives! In this episode, Jay Worth welcomes Chris Semko to the show! Chris started in the Green Industry after college and worked for a small landscaping company. He moved on to a large commercial landscaping company in Florida and started in the field, eventually working his way up to Account Management, Branch Manager and eventually the General Manager role at his current company. He's truly a living, breathing example of how hard work is rewarded in the Green Industry. In this episode, Chris gets into why partnerships are critical, why integrity matters, and why open-book management sets a business up for success in the Green Industry. ----PHC Webinar with John Snow, BCMA----Visit the Top Notch Lawn Care WebsiteEmail Chris: chrissemko@topnotchlawncareinc.comConnect with Chris on LinkedInCall or Text Chris: (863) 267-1702

In this episode of Freight Nation: A Trucking Podcast, host Brent Hutto is joined by Jessica Dotson, Director of Business Development and Account Management at Multi Service Fuel Card. Join them as they discuss the benefits of using fuel cards, the importance of having operational savings, and valuable advice for truckers looking to start their own business.

We are getting down to brass tacks with this episode.  We are beginning a series to help you unlock the secrets of our comprehensive online account management solution. IFrom the simplicity of registration to the complexities of personalized pricing, quote management, and initiating returns, we cover it all. We also direct you to an in-depth article filled with useful links and videos for further expertise, ensuring you never miss a beat in optimizing your online operations.The EECO online system takes center stage as we reveal its user-friendly features, designed to simplify your life. Discover the intuitive "My Account" menu that allows seamless management of products, orders, and account settings. Learn how to effortlessly handle logistics, personalize your profile, recover passwords, and manage user roles. With a special focus on EECO's core values, we emphasize the importance of curiosity and continuous improvement, encouraging you to engage with us through meaningful feedback. Join us as we place people and ideas at the forefront of innovation in the electrical distribution industry.Be sure to check out our YouTube channel for a wealth of resources, and stay connected with our ever-growing community!Remember to keep asking why...Knowledge Base Resources:Latest ArticleVideo Explanation of Registering for an AccountRegister for an AccountOther Resources to help with your journey:Installed Asset Analysis SupportEECO Smart Manufacturing GuideSystem Planning SupportSchedule your Visit to a Lab in North or South CarolinaSchedule your Visit to a Lab in VirginiaSubmit your questions and feedback to: podcast@eecoaskwhy.comFollow EECO on LinkedInHost: Chris Grainger