Emissary
MARCH 2, 2022
Large enterprise technology deals in complex, risk-averse industries are hard to win, but when you do, you’re in the position to grow the deal size with your current deployment and across the company. Key Account Management is the Channel for Broadcasting Your Value Across the Account. These will merit your investment in partnership.
Pipeliner
OCTOBER 16, 2020
But with enterprise accounts, the win is just the beginning. Enterprise pursuits can be long, challenging and costly. The dreaded hand-off is simply unworkable with enterprise accounts. That’s the enterprise world. The next channel is Partnerships and Alliances. Truthfully, it’s the treasure map to account growth.
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Cincom Smart Selling
APRIL 30, 2020
Others may not be able to identify budget line items or named projects, but the gradual digitization of the business is embedded throughout many projects across the enterprise. agents) related to communications, with increasing expectations that organizations will offer interactions based on digital content exchanged through digital channels.
Pipeliner
AUGUST 20, 2022
The dreaded hand-off is simply unworkable with enterprise accounts. I like to focus on five channels to account expansion – Organic Growth, Partnerships and Alliances, Family Tree, Alumni and Customer’s Customer. The next channel is Partnerships and Alliances. That’s the major account world.
Pipeliner
JANUARY 24, 2018
Landing a large enterprise account is a big achievement, bringing with it new revenue and profit. But unlike smaller account wins, the real significance of an enterprise account victory is the huge potential for growth. The dreaded hand-off, “detaching with an ax,” is simply unworkable with enterprise accounts.
Vendor Neutral
NOVEMBER 1, 2023
But not so fast; how do you deliver customer relevant content at scale and across your direct and indirect sales channels without the risk of non-compliant or off-brand content? Example use cases: achieving success in product launches, expanding sales channels, and entering new markets.
No More Cold Calling
JANUARY 27, 2015
Then there’s the real junk—offers for burial insurance, introductions to Russian beauties, discounts on Viagra, and other nonsense. Launching an owned-media site or supporting a visually rich Pinterest channel does not make your brand instantly accessible and trustworthy. Every day more than 20 unsolicited emails come into my Inbox.
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