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Mastering Account Management
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Book Synopsis Mastering Account Management by : Dan Englander
Download or read book Mastering Account Management written by Dan Englander and published by CreateSpace. This book was released on 2015-01-12 with total page 120 pages. Available in PDF, EPUB and Kindle. Book excerpt: You're up to 55% more likely to win business with an existing customer than with an outside prospect. Mastering Account Management is your blueprint for winning long-term business with your highest potential buyers (your customers). From selling millions in high-end video services and managing projects in the New York advertising world, Dan Englander learned that most companies don't take the right steps to farm repeat business. Instead of focusing on time-consuming lead generation tactics, a replicable account management process will produce better and faster returns. Englander's 102-step guide will show you how to create one for your business. Learn what the top account managers do: Systematize repeat business. Achieve flexibility and freedom by keeping a barrier between sales and customer or client service. Build long-term partnerships by prioritizing experience over output. Make life easier by leveraging new apps, tools, and high-tech shortcuts. Maximize networking referrals. Mastering Account Management will give you the right framework for winning more deals, delighting your customers, and achieving peace of mind. It's equal parts sales and customer service, with a healthy sprinkling of technology. Those who enjoyed Spin Selling and The Art of Client Serviceare sure to gain a lot from this book, as will fans of the The 4-Hour Workweek. Order Today and access a library of digital resources!
Book Synopsis The Seven Keys to Managing Strategic Accounts by : Sallie Sherman
Download or read book The Seven Keys to Managing Strategic Accounts written by Sallie Sherman and published by McGraw Hill Professional. This book was released on 2003-04-29 with total page 225 pages. Available in PDF, EPUB and Kindle. Book excerpt: Market-proven strategies to generate competitive advantage by identifying and always taking care of your best customers The Seven Keys to Managing Strategic Accounts provides decision makers with a proactive program for profitably managing their largest, most critical customers--their strategic accounts. Drawing on the expertise of S4 Consulting, Inc., a leading-edge provider of strategic account consulting, and Miller Heiman, a global sales training leader serving many Fortune 500companies, this how-to book shows how many of today's market leaders have learned to focus on their most profitable customers, avoiding or overcoming common errors before they become relationship-crippling disasters. Placing its total focus on the design and implementation of cost-effective strategic account management programs, this hands on book provides: A world-class competency model for strategic account managers Techniques for developing a program to manage and grow "co-destiny" relationships Examples and cases from Honeywell, 3M,and other leading corporations
Book Synopsis Mastering Customer Value Management by : Ray Kordupleski
Download or read book Mastering Customer Value Management written by Ray Kordupleski and published by Customer Value Management I. This book was released on 2003 with total page 372 pages. Available in PDF, EPUB and Kindle. Book excerpt: There is an emerging art and science of customer value management that is proving its worth inincreased market share and shareholder value for the companies that practice it. Customer value management is about: choosing value (determining what customers really value and developing your value proposition ) delivering value (making sure business processes are aligned with value proposition) communicating value (educating the market on your value proposition)The concepts of customer value management and the practical tools that have been developed to support them are the subject of this book.
Book Synopsis Mastering Product Management: A Step-By-Step Guide by : Kevin Brennan
Download or read book Mastering Product Management: A Step-By-Step Guide written by Kevin Brennan and published by Kevin Brennan. This book was released on 2019-10-25 with total page 131 pages. Available in PDF, EPUB and Kindle. Book excerpt: Mastering Product Management: A Step-by-Step Guide offers practical, real-world advice on how to create and capture value as a Product Manager. It covers the full product life cycle, from idea discovery through end-of-life. Each section is scannable and concise, around two to three pages. Rather than diving deep into the theoretical background of a given area, it serves as a checklist of the key steps a Product Manager should take to complete a given task. - Source new ideas that succeed - Set a compelling product vision and strategy - Search for profitable new business models - Become a market expert - Effectively manage roadmaps - Ensure a successful product launch - Understand value and price profitably - Build and manage high-performance teams - And much more! This book is a convenient reference guide that you can use throughout your workday. It’s meant for Product Managers of all levels and for anyone wishing to understand what it takes to define, develop, launch, and market new products successfully.
Book Synopsis Key Account Management by : Malcolm McDonald
Download or read book Key Account Management written by Malcolm McDonald and published by . This book was released on 1998 with total page 194 pages. Available in PDF, EPUB and Kindle. Book excerpt: Key account management is a natural development of customer focus and relationship marketing in business-to-business markets. It offers critical benefits and opportunities for profit enhancement to both sides of the seller/buyer dyad. Based on extensive and unique research by Cranfield School of Management, Key Account Management presents a new framework for understanding the development of key account relationships. It incorporates a comprehensive guide to the current practice of key account management, and comments on the challenges for the future of key account management practice. The research was based on in-depth interviews with key account managers, their managers and their main contacts in the customer organization. Addresses one of the key new areas in strategic marketing practice Ideal for practitioners and students Based on the unique expertise of the Cranfield Marketing Faculty
Book Synopsis Mastering Salesforce CRM Administration by : Rakesh Gupta
Download or read book Mastering Salesforce CRM Administration written by Rakesh Gupta and published by Packt Publishing Ltd. This book was released on 2017-03-27 with total page 405 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn about the Advanced Administration Certification Examination and build a successful career in Salesforce administration About This Book Build your skills and knowledge to crack the Advanced Admin Certification Examination Leverage the advanced administration capabilities of Salesforce and Salesforce1 Optimize and extend Sales Cloud and Service Cloud applications Who This Book Is For This book is written for Salesforce admins who are looking to gain an in-depth knowledge of the Salesforce platform and grow their value in their organization. It will teach them to implement and design advanced business process automation for the benefit of their organization. What You Will Learn Adopt Lightning Experience to improve the productivity of your organization's sales team Create and maintain service entitlements and entitlement processes Process Builder basic and advanced concepts Different ways to deploy applications between environments Best practices for improving and enriching data quality In Detail The book starts by refreshing your knowledge of common admin tasks. You will go over Lightning Experience and various security aspects. You will be shown how to implement territory management in your organization and make use of custom objects. From here, the book progresses to advanced configuration, data management, and data analytics before swiftly moving on to setting up advanced organization-wide features that affect the look and feel of the application. Extend the capabilities of your organization's Salesforce implementation by optimizing and extending Sales Cloud, Salesforce1, and Service Cloud applications. This guide will equip you with the tools you need to build a successful career in Salesforce. Style and approach The book takes a straightforward, no-nonsense approach to working with the Salesforce CRM platform. It is filled with examples, advanced use cases, and all the resources you need to be a Salesforce Jedi.
Book Synopsis Mastering Microsoft Teams by : Melissa Hubbard
Download or read book Mastering Microsoft Teams written by Melissa Hubbard and published by Apress. This book was released on 2018-08-20 with total page 154 pages. Available in PDF, EPUB and Kindle. Book excerpt: Do you need to learn how to use Microsoft Teams? Are you questioning how to drive user adoption, govern content, and manage access for your Teams deployment? Either way, Mastering Microsoft Teams is your one-stop-shop to learning everything you need to know to find success with Microsoft Teams. Microsoft’s new chat-based collaboration software has many rich features that enable teams to be more efficient, and save valuable time and resources. However, as with all software, there is a learning curve and pitfalls that should be avoided. Begin by learning the core components and use cases for Teams. From there the authors guide you through ideas to create governance and adoption plans that make sense for your organization or customer. Wrap up with an understanding of features and services in progress, and a road map to the future of the product. What You'll Learn Implement, use, and manage Microsoft Teams Understand how Teams drives productivity and engagement by combining the functionality of Microsoft Groups, SharePoint, OneDrive, Outlook, and other services in one location Govern, explain, and use Teams in your organization Know the pitfalls to avoid that may create challenges in your usage of Teams Become familiar with the functionality and components of Teams via walkthroughs, including opportunities for automating business processes in Teams Who This Book Is For Anyone who wants to learn Microsoft Teams. To get the most out of the book, a basic understanding of Office 365 and a subscription, including a Microsoft Teams license, is useful.
Book Synopsis Implementing Key Account Management by : Javier Marcos
Download or read book Implementing Key Account Management written by Javier Marcos and published by Kogan Page Publishers. This book was released on 2018-08-03 with total page 353 pages. Available in PDF, EPUB and Kindle. Book excerpt: Implementing Key Account Management is a highly practical handbook that guides readers through the realities of rolling out a functional key account management programme. The book offers an integrated framework for key account management (KAM) that businesses can use to design or further develop strategic customer management programmes, enabling them to overcome the obstacles that organizations often face when rolling out their strategies. Bringing together the experiences of leading experts within this field, Implementing Key Account Management draws on two decades of research and best practice from Cranfield University School of Management, one of the foremost centres for researcher and thought leadership in KAM. Between them, the authors have designed and delivered programmes globally for clients such as Rolls-Royce, Unilever, Vodafone, The Economist and many more. Rigorously researched, well-grounded and practical, this book is - quite simply - the definitive, go-to resource for implementing key account management programmes.
Book Synopsis Mastering Project Management by : James P. Lewis
Download or read book Mastering Project Management written by James P. Lewis and published by McGraw Hill Professional. This book was released on 1998-03-22 with total page 337 pages. Available in PDF, EPUB and Kindle. Book excerpt: Tens of thousands of readers rely on James Lewis's classic Project Planning, Scheduling & Control for hands-on help in bringing projects in on time and on budget. Now, this higher-level guide takes project managers beyond basic skills. Using the flexible and down-to-earth approach for which Lewis is famed, it covers advanced topics such as identifying customer requirements using QFD (quality function deployment); allocating resources for improved scheduling applying systems thinking; and using decision-support tools in project management.
Book Synopsis Malcolm McDonald on Key Account Management by : Malcolm McDonald
Download or read book Malcolm McDonald on Key Account Management written by Malcolm McDonald and published by Kogan Page Publishers. This book was released on 2017-08-03 with total page 249 pages. Available in PDF, EPUB and Kindle. Book excerpt: Malcolm McDonald on Key Account Management explores the challenges of winning, retaining and developing key accounts. Key accounts are customers who help their suppliers grow, and consequently, they wield significant power. Although they are the key to market share and revenue growth, the costs of serving key accounts can erode profitability unless they are thoroughly understood and managed. Malcolm McDonald on Key Account Management takes a step-by-step approach to presenting best practice in key account management. Whether your business is starting up or well-established, there is always more to discover about improving the way value is created between you and your most important customers. Malcolm McDonald and Beth Rogers have spent over twenty years researching, teaching and consulting on key account management, and have condensed their knowledge into this book, focusing on making it clear, concise and easy to use.
Book Synopsis From Engineer to Manager: Mastering the Transition, Second Edition by : B. Michael Aucoin
Download or read book From Engineer to Manager: Mastering the Transition, Second Edition written by B. Michael Aucoin and published by Artech House. This book was released on 2018-09-30 with total page 413 pages. Available in PDF, EPUB and Kindle. Book excerpt: Providing clear, expert guidance to help engineers make a smooth transition to the management team, this a newly revised and updated edition of an Artech House bestseller belongs on every engineer’s reference shelf. The author’s 30-plus year perspective indicates that, while most engineers will spend the majority of their careers as managers, most are dissatisfied with the transition. Much of this frustration is the result of lack of preparation and training. This book provides a solid grounding in the critical attitudes and principles needed for success. The greatly expanded Second Edition adds critical new discussions on the development of healthy teams, meeting management, delegating, decision making, and personal branding. New managers are taught to internalize the attitudes and master the associated skills to excel in, and be satisfied with the transition to management. The book explains how to communicate more effectively and improve relationships with colleagues. Professionals learn how to use their newly acquired skills to solve immediate problems. Moreover, they are shown how to apply six fundamental principles to their on-going work with engineering teams and management. Supplemental material, such as templates, exercises, and worksheets are available at no additional cost at ArtechHouse.com.
Book Synopsis The Management Consultant by : Richard Newton
Download or read book The Management Consultant written by Richard Newton and published by Pearson Education. This book was released on 2010 with total page 324 pages. Available in PDF, EPUB and Kindle. Book excerpt: Guide for professional management consultants showing how to develop skills and attributes for client-centric consulting.
Book Synopsis Mastering Technical Sales by : John Care
Download or read book Mastering Technical Sales written by John Care and published by Artech House. This book was released on 2008 with total page 360 pages. Available in PDF, EPUB and Kindle. Book excerpt: This indispensable sales tool shows you the ropes of lead qualification, the RFP process, and needs analysis and discovery, and explains how your technical know-how can add invaluable leverage to sales efforts at every step. You learn how to plan and present the perfect pitch, demonstrate products effectively, build customer relationship skills, handle objections and competitors, negotiate prices and contracts, close the sale, and so much more.
Book Synopsis Mastering Theories of Educational Leadership and Management by : Donnie Adams
Download or read book Mastering Theories of Educational Leadership and Management written by Donnie Adams and published by University of Malaya Press. This book was released on 2018-10-08 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: The field of Educational Leadership and Management originated and grew to maturity in the Western societies of the USA, UK and Australia. However, since the mid-1990s, scholars in east Asia have asserted the need to ground leadership theories and practices in the 'local contexts' in which school leaders practice. Mastering Theories of Educational Leadership and Management is one of the first volumes published which seeks to do this. The edited chapters illustrate and elaborate how perspectives on key concepts and theories of educational leadership are being interpreted and enacted in East Asian societies. By doing so the book makes a valuable contribution which will hopefully reduce the gap between theories as explained by Western scholars and practices as enacted in East Asian societies. ~ Professor Dr. Philip Hallinger
Book Synopsis Mastering Identity and Access Management with Microsoft Azure by : Jochen Nickel
Download or read book Mastering Identity and Access Management with Microsoft Azure written by Jochen Nickel and published by Packt Publishing Ltd. This book was released on 2016-09-30 with total page 682 pages. Available in PDF, EPUB and Kindle. Book excerpt: Start empowering users and protecting corporate data, while managing Identities and Access with Microsoft Azure in different environments About This Book Deep dive into the Microsoft Identity and Access Management as a Service (IDaaS) solution Design, implement and manage simple and complex hybrid identity and access management environments Learn to apply solution architectures directly to your business needs and understand how to identify and manage business drivers during transitions Who This Book Is For This book is for business decision makers, IT consultants, and system and security engineers who wish to plan, design, and implement Identity and Access Management solutions with Microsoft Azure. What You Will Learn Apply technical descriptions and solution architectures directly to your business needs and deployments Identify and manage business drivers and architecture changes to transition between different scenarios Understand and configure all relevant Identity and Access Management key features and concepts Implement simple and complex directory integration, authentication, and authorization scenarios Get to know about modern identity management, authentication, and authorization protocols and standards Implement and configure a modern information protection solution Integrate and configure future improvements in authentication and authorization functionality of Windows 10 and Windows Server 2016 In Detail Microsoft Azure and its Identity and Access Management is at the heart of Microsoft's Software as a Service, including Office 365, Dynamics CRM, and Enterprise Mobility Management. It is an essential tool to master in order to effectively work with the Microsoft Cloud. Through practical, project based learning this book will impart that mastery. Beginning with the basics of features and licenses, this book quickly moves on to the user and group lifecycle required to design roles and administrative units for role-based access control (RBAC). Learn to design Azure AD to be an identity provider and provide flexible and secure access to SaaS applications. Get to grips with how to configure and manage users, groups, roles, and administrative units to provide a user- and group-based application and self-service access including the audit functionality. Next find out how to take advantage of managing common identities with the Microsoft Identity Manager 2016 and build cloud identities with the Azure AD Connect utility. Construct blueprints with different authentication scenarios including multi-factor authentication. Discover how to configure and manage the identity synchronization and federation environment along with multi -factor authentication, conditional access, and information protection scenarios to apply the required security functionality. Finally, get recommendations for planning and implementing a future-oriented and sustainable identity and access management strategy. Style and approach A practical, project-based learning experience explained through hands-on examples.
Download or read book Customer Success written by Nick Mehta and published by John Wiley & Sons. This book was released on 2016-02-29 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Your business success is now forever linked to the success of your customers Customer Success is the groundbreaking guide to the exciting new model of customer management. Business relationships are fundamentally changing. In the world B.C. (Before Cloud), companies could focus totally on sales and marketing because customers were often 'stuck' after purchasing. Therefore, all of the 'post-sale' experience was a cost center in most companies. In the world A.B. (After Benioff), with granular per-year, per-month or per-use pricing models, cloud deployments and many competitive options, customers now have the power. As such, B2B vendors must deliver success for their clients to achieve success for their own businesses. Customer success teams are being created in companies to quarterback the customer lifecycle and drive adoption, renewals, up-sell and advocacy. The Customer Success philosophy is invading the boardroom and impacting the way CEOs think about their business. Today, Customer Success is the hottest B2B movement since the advent of the subscription business model, and this book is the one-of-a-kind guide that shows you how to make it work in your company. From the initial planning stages through execution, you'll have expert guidance to help you: Understand the context that led to the start of the Customer Success movement Build a Customer Success strategy proven by the most competitive companies in the world Implement an action plan for structuring the Customer Success organization, tiering your customers, and developing the right cross-functional playbooks Customers want products that help them achieve their own business outcomes. By enabling your customers to realize value in your products, you're protecting recurring revenue and creating a customer for life. Customer Success shows you how to kick start your customer-centric revolution, and make it stick for the long term.
Book Synopsis Mastering Professional Services by : Thomas E. Lah
Download or read book Mastering Professional Services written by Thomas E. Lah and published by . This book was released on 2005-09 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Companies worldwide continue to seek new growth opportunities by establishing professional services to complement their current company portfolio. These professional service organizations are being chartered to secure high margin streams of revenue, improve customer satisfaction, and solidify customer loyalty. However, many of these companies have little experience building and managing a professional services organization. This lack of experience is creating incredible organizational pain. Not just product companies are struggling in their attempts to create profitable and effective professional service organizations. System integrators and value added resellers that must incorporate complicated technologies into their service offerings are struggling to scale service capabilities. Outsourcing and managed service providers that now want to provide consultative support are learning there are significant differences in these service lines. Many times, the current professional service strategy for these companies is simply not sustainable. Mastering Professional Services is the first book to guide acompany through the process of designing a viable services strategy that complements a broader company portfolio. From the author of Building Professional Services: The Siren's Song, this book continues the tradition of providing practical tools and techniques to manage professional services when it is not the core offering of the company.
