Webinars
Webinar: Customer-centricity as a revenue lever in ABS (Account-Based Selling)
The truism “creating value for your customers will eventually create revenue for your company” perhaps rings loudest in the targeted, relationship-heavy, high-value space of account-based selling. In Key Account Management (KAM), as we aim to move from being a vendor for our key accounts to a strategic partner who can co-create value, the single most dominant value that can drive this transformation is – customer-centricity. Unrelenting, obsessive, customer-centricity. In this webinar, Forrester analyst Steve Silver, Carter Cathey – SVP, Global Sales at Aytm, Sean Moran – Partner at ZS, and Joshua Gregg – Ex-President at DemandFarm discuss – Why you should make sales and customer success teams the gatekeepers of customer-centricity – Why revenue growth from your key customers requires a healthy amount of obsession in ABS – Leveraging technology for collaboration, co-creation, and personalization to deliver customer experience and drive sales performance – Aligning compensation models with a customer-centric culture Watch the webinar on-demand:
Watch Video
Webinar: DemandFarm’s Spring Release ‘24: Omphalos – Relationship Mapping That Puts People At the Centre
In the fast-paced world of B2B sales, Account-based Selling (ABS) has become the go-to strategy for sales leaders. However, at the core of ABS is an often-overlooked perspective–selling to the humans behind the steely structures that make up their accounts lists. Only a handful of companies and sales leaders are laying down relationship targets, and an even smaller slice plots a course to hit them. The consequence? It’s 2024 and relationship mapping still remains ad-hoc, with account managers struggling to identify the right people and initiate meaningful conversations. This experts-led webinar discusses a panacea for all these challenges – Omphalos, DemandFarm’s Spring Release: 1. How an organization’s Account Based Selling (ABS) maturity affects their approach to relationship mapping 2. 5 challenges that make it hard for your AMs to identify the right people, initiate meaningful conversations, and stitch back their efforts to the larger business goals. 3. Live demo of how you can make methodical relationship mapping the norm across your key accounts portfolio with our Spring Release. Watch the webinar on-demand:
Watch Video
Webinar with Forrester: Scaling KAM Best Practices: Engineering Repeatability for Revenue Expansion
Recent economic headwinds have spurred organizations to rethink key account management (KAM). B2B companies are keen on swapping hit-or-miss approaches with repeatable processes that guarantee retention and growth. The wedge in this pursuit? Static plans and lack of clarity on how to standardize best practices across their key accounts. A ~27% increase in cross-sell and upsell opportunities isn’t far-fetched if you know how to standardize key account planning best practices at scale. In our webinar featuring Forrester Analyst Steve Silver on Mar 28, we discuss: 1. A definitive road map for implementing key account management (KAM) best practices. 2. What should your ideal KAM tool look like? 3. If you are just beginning your KAM journey, what best practices should you spend time on? 4. How long should your KAM implementation go on for? (See a real-world case study from our recent implementation) 5. What short, mid and long term metrics should you be tracking as a best practice? Watch the webinar on-demand:
Watch Video
Fireside Chat: Beyond Sales – The Art of Strategic Account Management in the Digital Era
What happens when three industry leaders gather on a Zoom call? You get expert commentary, game-changing insights, hilarious anecdotes, and valuable lessons that will reshape your approach to customer interaction! Join Joshua Gregg – President, Americas at DemandFarm, as he catches up with Maria Dominguez – PM Global Account Management, DHL, and Russ Sharer – CSO, Brooks Group, for an unfiltered conversation. They’re delving into the nitty-gritty – the triumphs and challenges, the well-guarded secrets, and those not-so-secret gems – of Strategic Account Management (SAM). It’s all about nurturing those high-impact relationships that could be the game-changers for your business. Key takeaways: Strategic Thinking: Discover how to turn transactional customers into strategic thinkers who seek your advisory expertise. The Digital Revolution: Explore cutting-edge digital tools that bridge gaps, showcase value, and cultivate collaboration. From Sales to Trust: Learn the art of becoming a trusted advisor by building trust, showing value, and becoming indispensable. AI and You: Delve into the power of AI-driven insights and automation in streamlining your approach and enhancing customer interactions. Navigating Implementation Challenges: Explore real-world stories and strategies for successfully implementing digital tools, aligning personalities, and overcoming cultural barriers. Cultivating Customer-Centric Culture: Discover the vital role of a customer-centric culture in effective tool adoption and fostering meaningful customer relationships. Watch the Webinar On-Demand:
Watch Video
Webinar: The Changing Role of Technology in Key Account Management
The Changing Role of Technology in Key Account Management – Webinar by DemandFarm Average number of buying interactions today in a B2B sales process have surged by 58.8% since the pandemic (Forrester 2021 Sales Enablement Year End Review). As Key Account Planning grows complex with account-centric interactions, technology that can continuously improve based on intelligent insights becomes a necessity. Decision-making will soon be based on Data, Analytics and Artificial Intelligence (AI), not on intuition and experience. Artificial Intelligence takes into account thousands of sales engagements within a CRM to provide contextual insights from your data. In the future, AI will most likely evolve to a stage where AI capabilities are embedded within Account Planning tools and can guide client engagements. This webinar will address some challenges and opportunities that arise out of this. Agenda The role of Artificial Intelligence, Data and Analytics in Key Account Planning Intelligent and Contextual Insights Evolving role of Key Account Management teams Augmented Intelligence vs Artificial Intelligence Speakers Milind Katti Co-Founder & COO DemandFarm Rick Bradberry Principal Analyst & Exec. Advisor B2B Sales Forrester Joshua Gregg Vice President, Strategic Accounts The Qt Company Michael McCarthy Senior Business & Technology Consultant, Sales Enablement Duke Energy Watch the webinar on-demand:
Watch Video
Webinar: The Shifting Landscape of Strategic Account Management
The Shifting Landscape of Strategic Account Management – Webinar by DemandFarm & SAMA As Key Account Management adapts to a fast-paced digital environment, how do you foresee its future? Our panelists discuss shifts in course in the Key Account Management journey including newly emerging tools and technology, growing skill requirements and fresher blueprints for Strategic Account Management to be prepared for the future of the Key Account Management landscape. Agenda: What has changed in Key Account Management (KAM) post-COVID? What are the top contributors to a successful KAM program What are the key skills and tools required for effective KAM in the future? How will digital Key Account Management change the selling experience, going forward? Speakers: Abhijit Gangoli Co-Founder & CEO DemandFarm Andrew Hazard Sr. Director, GTM Enablement Contentful Harvey Dunham Managing Director, Strategy and Marketing Strategic Account Management Association (SAMA) Richard Dunn Senior Director – Global Account Management DHL Supply Chain Watch the webinar on-demand:
Watch Video
What DemandFarm brings to the table! (Milind Katti at the SaasHoles Podcast)
Milind Katti at the SaasHoles Podcast Key Account Management is rapidly changing from traditional methods to becoming digitized. Watch Milind Katti, COO & co-founder at DemandFarm, in conversation with Kevin Gaither and Pete Jansons in the SaasHoles podcast. Find out how DemandFarm came to be pioneers in Digital Account Planning. Track the shift from individual-driven to data-driven account planning. Get to know the benefits of converting tacit knowledge to enterprise memory. Check out the following topics in this podcast: Relationship Mapping & Account Management Building relationships as account managers The role of automation in SaaS Hunters vs Farmers in business
Watch Video
Jarrod Johnson, Chief Customer Officer at TaskUs talks about DemandFarm’s Account Planner
Jarrod Johnson Chief Customer Officer at TaskUs stopped by to chat with Kevin Gaither, Jamie Carney and Pete Jansons at SaasHoles to talk about DemandFarm’s Account Planner. Jarrod shares his experience of using DemandFarm’s Key Account Management Software and goes ahead saying “DemandFarm is the most robust, integrated strategic account planning tool I’ve ever seen.”
Watch Video
Fireside Chat: Driving Strategic Account Growth With Digital Account Planning
DemandFarm is challenging global market leaders with its unique Digital Account Planning solution. Watch Milind Katti and Abhijit Gangoli live as they share with Express Computer, The Indian Express Group, their perspectives on Driving Strategic Account growth with Digital Account Planning.
Watch Video
