The Shift Podcast on Digital Key Account Management: James Manno, VP of Sales, Enterprise West @Qualtrics

The Shift - A DemandFarm Original on Digital Key Account Management

The Shift - A DemandFarm Original on Digital Key Account Management

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For centuries, members of the B’doul Bedouin tribe lived in the caves around the ancient city of Petra, Jordan. Then, in the 1980s, the government forced the tribe to move in the name of preserving the geological site for tourists. But if the residents are forced to leave, and if their heritage has been permanently changed, then what exactly is being preserved? SHOW NOTES: Meet The Man Living in The Lost City Carved in Stone Jordan: Petra's tourism authority cracks down on Bedouin cave dwellers The tribes paying the brutal price of conservation “There is no future for Umm Sayhoun” Jordan’s Young Bedouins Are Documenting Their Traditions on TikTok Check out Sami's company Jordan Inspiration Tours Learn about your ad choices: dovetail.prx.org/ad-choices…

2 lata temu 23:08

MP3•Źródło odcinka

In the sixth episode of The Shift Podcast on Digital Key Account Management, James Manno (VP of Sales, Enterprise West at Qualtrics) and Dr. Karthik Nagendra (Chief Marketing Officer at DemandFarm) discuss the changing digital B2B environment.

James shared his thoughts on managing key customers during a time of economic slowdown including:

The need for increasing focus on business impacts

The increasing complexity of sales cycle and stakeholders involved
The need for digital transformation in account planning, relationship planning & opportunity planning
The need to create consistency across sales teams

Learn more about DemandFarm

13 odcinków

#MBA #Business #Marketing #DemandFarm

The Shift - A DemandFarm Original on Digital Key Account Management

The Shift Podcast on Digital Key Account Management: James Manno, VP of Sales, Enterprise West @Qualtrics

The Shift - A DemandFarm Original on Digital Key Account Management

published 2 lata temu

Udostępnij

MP3•Źródło odcinka

James shared his thoughts on managing key customers during a time of economic slowdown including:

The need for increasing focus on business impacts

The increasing complexity of sales cycle and stakeholders involved
The need for digital transformation in account planning, relationship planning & opportunity planning
The need to create consistency across sales teams

Learn more about DemandFarm

13 odcinków

#MBA #Business #Marketing #DemandFarm

Wszystkie odcinki

The Shift - A DemandFarm Original on Digital Key Account Management

1
The Art and Science of Account-Based Marketing 21:57

2 years temu21:57

21:57

Marketing to everybody is like marketing to nobody. The first step in ABM is identifying your ideal customer profile.” – Ankit Sharma. In episode 13 of the Shift podcast, Dr. Karthik Nagendra, CMO at DemandFarm, interviews Ankit Sharma, VP Marketing at Netcore Cloud. Join us as we delve into the dynamic world of ABM in the digital age, exploring the strategies, technologies, and best practices that are reshaping the way businesses engage with their most valuable accounts. Ankit Sharma shares his wealth of knowledge, offering unique insights into the evolving landscape of ABM and how it continues to drive exceptional results for organizations in today's fast-paced and highly competitive business environment. In this episode, you’ll: - Learn the key strategies and tactics for implementing ABM effectively. - Discover the impact of AI, machine learning, and digital tools on ABM. - Explore the importance of sales and marketing alignment in ABM success. - Identify essential metrics for measuring the success of ABM campaigns. Learn more about DemandFarm…

The Shift - A DemandFarm Original on Digital Key Account Management

1
Building a Dynamic and Data-Driven Digital-First Sales Mindset 20:27

2 years temu20:27

20:27

In episode 12 of the Shift podcast, join Dr. Karthik Nagendra , CMO at DemandFarm, and Peter Hanford , Group Director of Digital Growth at Ebiquity Plc, as they explore how organizations can thrive in today's ever-changing business landscape by embracing digital transformation for sales success. Discover the power of data-driven strategies that fuel intelligent decision-making and strategic planning. Uncover insights into: Forging Data-Driven Brilliance: Get to the heart of sales success by leveraging clean and structured data. Uncover how data is the key to unlocking growth opportunities. Empowering Seamless Automation: Dive into the world of technology and automation, streamlining data tasks and enabling sales teams to shine. Explore how automation paves the way for rapid client segmentation and co-creation. Embracing Customer-Centricity: Shift your focus from internal goals to solving client problems. Learn how collaborative planning based on client objectives can lead to dynamic and adaptable strategies. Tune in to The Shift today! Learn more about DemandFarm…

The Shift - A DemandFarm Original on Digital Key Account Management

1
How to Develop a Winning Digital-First Sales Strategy 13:07

2 years temu13:07

13:07

In episode 11 of the Shift podcast, Dr. Karthik Nagendra, CMO at DemandFarm, interviews Julie Lentz, Head of Retail Industry Media Sales for Google. Learn how organizations can develop a digital-first approach to sales that not only engages customers but also fuels revenue growth. In this podcast, you'll learn: The importance of balancing data and relationships in key account management The significance of empathy and change management in driving digital transformation How to use technology to improve digital selling How to develop a digital-first sales strategy that engages customers and fuels revenue growth Tune in to The Shift today! Learn more about DemandFarm…

The Shift - A DemandFarm Original on Digital Key Account Management

1
The Shift Podcast on Digital Key Account Management: Tejas Arur, Business Communication and Customer Engagement Strategist at Axtria Inc. 33:15

2 years temu33:15

33:15

Have you wondered how to engage specific high-value accounts effectively? In episode 10 of the Shift podcast, Dr. Karthik Nagendra, CMO at Demand Farm, interviews Tejas Arur, Business Communication & Customer Engagement Strategist at Axtria Inc., about the key principles and strategies behind account-based marketing in a digital age. They discuss the importance of personalized and targeted marketing strategies, the role of data analytics and AI in account-based marketing, and the need for synchronization between account-based marketing and account-based selling. Don't miss out on their unique perspective on: Are personalized and targeted marketing strategies vital in today's digital landscape? How does data analytics and AI elevate your account-based marketing efforts? What's the key to synchronizing account-based marketing and account-based selling? How can you create a seamless customer experience through multichannel and omnichannel strategies? Tune in to The Shift today! Learn more about DemandFarm…

The Shift - A DemandFarm Original on Digital Key Account Management

1
The Shift Podcast on Digital Key Account Management: Sherrod Patching, VP CSM at Gitlab 13:55

2 years temu13:55

13:55

Maximizing Customer Retention with Key Account Management Looking for valuable insights into growing your existing customer base? The Shift Podcast has got you covered! In episode #9 of The Shift Podcast Dr. Karthik Nagendra speaks to Sherrod Patching, VP CSM at Gitlab to delve into customer retention trends, strategies, challenges, and much more. Learn how to leverage customer success and account management teams to drive growth. In this podcast, you’ll get to: Understand emerging trends in customer success Align product features with customers’ top-level business objectives Address challenges in account planning and governance Leverage analytics and Big Data for customer success and account management Tune in to The Shift today! Learn more about DemandFarm…

The Shift - A DemandFarm Original on Digital Key Account Management

1
The Shift Podcast on Digital Key Account Management: Prasad Varahabhatla, Senior Director, Sales & Data Operations @Philips 28:26

2 years temu28:26

28:26

Digital transformation has become an essential element for businesses to remain competitive in today's ever-changing business landscape. It has provided many benefits, including increased productivity, improved customer satisfaction, and enhanced sales performance. What has changed in the sales experience since the ability to integrate digital tools seamlessly into the sales process has improved? In episode #8 of The Shift Podcast on Digital Key Account Management, Prasad Varahabhatla (Senior Director, Sales & Data Operations at Philips) and Dr. Karthik Nagendra (Chief Marketing Officer at DemandFarm) discuss what goes into streamlining the sales experience in digital key account management. In this podcast episode, Prasad shares his thoughts on 1) Integrating digital tools and platforms into the sales process 2) Increasing popularity of Rev Ops as a function 3) Dealing with the entire customer journey from landing to renewing 4) Customer adoption and long-term value creation And much more…! Learn more about DemandFarm…

The Shift - A DemandFarm Original on Digital Key Account Management

1
The Shift Podcast on Digital Key Account Management: Pavel Carballo, Director, Enterprise Sales Nordics @ Databricks 24:11

2 years temu24:11

24:11

The ability of a company to effectively manage and grow their strategic accounts directly impacts revenue generated from high-value customers. How does one manage key accounts and set up successful key account management processes? In episode #7 of The Shift Podcast on Digital Key Account Management, Pavel Carballo (Director, Enterprise Sales Nordics at Databricks) and Dr. Karthik Nagendra (Chief Marketing Officer at DemandFarm) discuss what goes into key account management success. In this episode of the Shift podcast series, Pavel shares his thoughts on measuring the success of key account management efforts including: 1) Metrics that should be used 2) Tracking progress over time 3) Using data to make informed decisions 4) Leveraging data and technology Learn more about DemandFarm…

The Shift - A DemandFarm Original on Digital Key Account Management

1
The Shift Podcast on Digital Key Account Management: James Manno, VP of Sales, Enterprise West @Qualtrics 23:08

2 years temu23:08

23:08

At a time when the global economy is expanding at a slow pace and financial conditions are tightening, B2B selling has turned almost completely digital. How does one navigate such a time of economic uncertainty? In the sixth episode of The Shift Podcast on Digital Key Account Management, James Manno (VP of Sales, Enterprise West at Qualtrics) and Dr. Karthik Nagendra (Chief Marketing Officer at DemandFarm) discuss the changing digital B2B environment. James shared his thoughts on managing key customers during a time of economic slowdown including: The need for increasing focus on business impacts The increasing complexity of sales cycle and stakeholders involved The need for digital transformation in account planning, relationship planning & opportunity planning The need to create consistency across sales teams Learn more about DemandFarm…

The Shift - A DemandFarm Original on Digital Key Account Management

1
The Shift Podcast on Digital Key Account Management: Andrew Collings, Head of Enterprise at Gearset 17:05

2 years temu17:05

17:05

When working with large businesses and going outbound, being deliberate about the planned approach provides structure to your organization's interactions. Recently B2B selling has almost completely turned digital. With ever-growing, larger buying groups in this digital age of B2B selling, what are some factors that go into it; challenges encountered and benefits gained? In the fifth episode of The Shift Podcast on Digital Key Account Management, Andrew Collings (Head of Enterprise at Gearset) and Dr. Karthik Nagendra (Chief Marketing Officer at DemandFarm) discuss adapting your organization to this changing, digital B2B environment. Andrew shared some of the crucial factors he considered when shifting to a digital approach to keep track of his key accounts. This includes having a tool that :- 1. Integrates into Salesforce without requiring external software to manage accounts 2. Represents data visually and is easy to use for faster adoption 3. Accommodates custom needs accurately and works around that 4. Shows all information in one place without having islands of data Learn more about DemandFarm…

The Shift - A DemandFarm Original on Digital Key Account Management

1
The Shift Podcast on Digital Key Account Management: Ethan Trifari, Director @CapTech Ventures, Inc 18:19

2 years temu18:19

18:19

The digital world is now more connected than ever to every action and transaction in our daily lives. In this new world, the priority for companies lies in creating and implementing a digital account strategy that can be utilized to grow. In the fourth episode of The Shift Podcast on Digital Key Account Management, Ethan Trifari, Director at CapTech Ventures, Inc and Karthik Nagendra, Chief Marketing Officer at DemandFarm discuss the importance of digital key account management in achieving the best customer relationship strategy. Ethan shared some of his key motivations for transitioning to digital Key Account Management ! To ensure a data-driven approach to strategy and account management To uplift workforce by making account management easier To enhance tooling & infrastructure to do the best work possible To find a way to leverage collected data to make better decisions To have a better customer relationship management strategy Learn more about DemandFarm…

The Shift - A DemandFarm Original on Digital Key Account Management

1
The Shift Podcast on Digital Key Account Management with Jennifer Smith Byers, VP Client Services at TaskUs 21:18

3 years temu21:18

21:18

The world is more dynamic now than ever before, and no one knows this better than sales teams. The shift to digital selling has already happened, and having the right tools for that is key. In the third episode of The Shift Podcast on Digital Key Account Management, Jennifer Smith Byers, VP Client Services at TaskUs and Karthik Nagendra, Chief Marketing Officer at DemandFarm delve into TaskUs' transition journey to digital Key Account Management. Jennifer shared some true gems from TaskUs' transformational digital Key Account Management(KAM) journey 🤯 💡 Shifting to the Digital Way of KAM is just inevitable 💡 In this dynamic world, plans change. Keep Account Planning agile, not an annual process 💡 Leadership buy-in and advocacy is important to propel the initiative a long way 💡 Lay the right foundations while embarking on the journey of Digital Key Account management 💡 Choose a Digital Key Account Management Technology that has a team ready to support you throughout this journey Learn more about DemandFarm…

The Shift - A DemandFarm Original on Digital Key Account Management

1
The Shift Podcast on Digital Key Account Management: Liangbi David Shen, Head of Revenue Operations at Cambridge Mobile Telematics 16:46

3 years temu16:46

16:46

As Account Managers and Sales Leaders have to adapt quickly to evolving trends in Key Account Management, technological innovations come to the forefront as vital aspects in the Account Planning journey. Join Liangbi David Shen (Head of Revenue Operations at Cambridge Mobile Telematics) and Dr. Karthik Nagendra (Chief Marketing Officer at DemandFarm) in the second episode of the Shift Podcast series, as they navigate the changing digital landscape of Key Account Management. David Shen shares real gems of Strategic Sales knowledge with us. And what can you learn from it? 💡 Sales business = Human-to-Human business 🙌 Sales business is a human H2H business. And you know, without understanding the human dynamics of your target organization, YOU'RE GONNA FAIL! 💡 High Adoption = Key Account Success Don't look for the Key Account Management tool with all the features out there. ❌ Look for something which solves your pain points, easy-to-use, and got a potentially high adoption + usage rate by the team. ✔️ Look out for more mind-blowing insights 🤯 from David's Key Account Success Stories on this Shift Podcast video. Learn more about DemandFarm…

The Shift - A DemandFarm Original on Digital Key Account Management

1
The Shift Podcast on Digital Key Account Management with Anees Merchant, EVP, Sales at Course 5i 21:11

3 years temu21:11

21:11

As Key Account Management and Account Planning transition to a more digital environment, technology comes to the forefront as a key differentiator and enabler. Account Managers and Sales Leaders have to adapt quickly to these changing trends. How do you enable yourself to manage future changes? What works and doesn't work in the transition to digital KAM? To answer these questions and more, DemandFarm is excited to announce the Shift Podcast series, where experts share their KAM experience. Join Anees Merchant - EVP, Sales at Course 5i, and Dr. Karthik Nagendra - CMO at DemandFarm in the first episode on unlocking secrets about key account management. Learn more about DemandFarm…

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The Shift Podcast on Digital Key Account Management: James Manno, VP of Sales, Enterprise West @Qualtrics